INTRODUCTION: An EXTREME introduction to your trainer!

This is NOT your average training system and Michael is NOT your average trainer. Sit back and enjoy the ride!

• Chapter 1 Meet Michael and his Philosophy on Training

Course 1: Training Course Overview

In this course, Michael will ask you a series of questions about your current level of selling skills and knowledge. Along the way, you'll be able to self-assess your own needed areas for improvement.

• Chapter 1 A Pile of Questions?????

Course 3: The Training Connection

In this course you'll hear about an experience Michael had that forever changed the way he would look at sales and training and how he gained an unfair competitive advantage everywhere he went.

• Chapter 1 Training Trumps Talent
• Chapter 2 The Making of a "90-day Wonder"
• Chapter 3 The experience that started it all

Course 4: Learning to Train and Training to Learn

This course covers the 4 stages of learning and provides you with some techniques about how to get the most out of your "time" investment into this program.

• Chapter 1 "Who you calling unconsciously INCOMPETENT?"
• Chapter 2 "I don't really believe in training."
• Chapter 3 10 Keys to Greater Retention

Course 5: Sales Process Overview

In this course, you will get a quick "fly over" of the entire course and sales process, so you know where you're headed.

• Chapter 1 Sales Process Overview Part 1.
• Chapter 2 Sales Process Overview Part 2.

Course 6: Sales Call Preparation

The world's greatest athletes never fail to prepare to win. This cannot be said of salespeople. In this course, Michael talks about the importance of and the specifics of preparing yourself for optimal sales call success.

• Chapter 1 There's more to it than just carrying the clubs.
• Chapter 2 You're in sales. It's OK to be a "People Pleaser".
• Chapter 3 Managing your "state" for ultimate success.
• Chapter 4 The "Golden Rule" attitude.

Course 7: Meet and Greet

Learn the keys to mastering the first impression, which accounts for 50% or more of your sales success.

• Chapter 1 You've just been pre-judged.
• Chapter 2 10 to 15 seconds = 50% of your sales success.
• Chapter 3 The power of being likeable and trustable
• Chapter 4 Managing your "state" for success
• Chapter 5 How much is your smile worth?
• Chapter 6 NO Shysters and NO cold fish.
• Chapter 7 "I'm sorry, what was your name again?"
• Chapter 8 The invisible flashing sign.

Course 8: Reducing Sales Resistance

In this powerful course, Michael will show you how to identify sales resistance and he'll provide you with an incredible tool that will allow you to quickly and confidently collapse any sales resistance and turn it into sales acceptance in the mind of the buyer.

• Chapter 1 The “Invisible Wall” between you and Success
• Chapter 2 The Five Resistance Killers

Course 9: Qualifying for EXTREME success

By the time you finish this course, you will become a "high quality" question asking machine. You will hear some of the strongest qualifying questions that exist and Michael will take you through a process of writing and customizing a few more of your own.

• Chapter 1 Two questions and a “Benefit Barf” won’t cut it
• Chapter 2 3 Reasons why you MUST qualify
• Chapter 3 17 Extremely Effective Qualifying Questions
• Chapter 4 The “Clip Board” method

Course 10: Presentation/Demonstration Skills

In this course, you will discover the six secrets of an "Academy Award" winning sales presentation and how to further build sales acceptance.

• Chapter 1 Six Elements of a Great Presentation
• Chapter 2 This ISN’T a spectator sport
• Chapter 3 The Power of Asking Questions
• Chapter 4 Don’t SAY it; ASK it
• Chapter 5 Let them “Self Discover” the value
• Chapter 6 Eating an Elephant one bite at a time
• Chapter 7 Here’s the deal; Stop saying “DEAL”
• Chapter 8 The # 1 Sales Motivator in the world.

Course 11: Handling Objections

You'll never look at objections the same after this course. In order to overcome objections, you must always have something to say that is intelligent, thought provoking and respectful. Michael will share with you a six-step process that you can use to overcome virtually any objection you ever get.

• Chapter 1 What you MUST do be more Confident
• Chapter 2 The TRUTH about so called "Objections"
• Chapter 3 Objections vs Excuses vs Conditions
• Chapter 4 6 Proven Steps to Overcoming Objections
• Chapter 5 Transitioning to the Close

Course 12: Role Play Modules

In this course, you'll get to actually role play with Michael and some virtual customers. You'll learn some wonderful word paths that are customer focused and non-confrontational, and that work wonders for overcoming the most commonly heard objections.

Course 13: Closing the Sale

In this course, you are GUARANTEED to discover things about closing that you've never heard before. After thousands of sales presentations, Michael became notorious for reversing the average sales process of companies and finding extraordinary "record breaking" results. In this course, he will reveal his secrets to closing more sales.

• Chapter 1 The “REAL” Secret to Closing More Sales
• Chapter 2 The “Tiger Woods” Strategy
• Chapter 3 Three Foundational Rules for Closing Success
• Chapter 4 Buyer’s Remorse in Advance
• Chapter 5 10 Keys to Closing Success
• Chapter 6 Effective Closes Part 1
• Chapter 7 Effective Closes Part 2

Course 14: Increasing Referrals

During lunch with the President of a $200 million company, Michael asked for and got 4 referrals. After seeing how Michael did it, the President asked him to come speak at their National Sales convention. In this course, Michael will introduce you to the same, powerful techniques to double or triple the number of referrals you are currently getting.

• Chapter 1 Why aren’t you getting more referrals?
• Chapter 2 Stop Asking for “Referrals”
• Chapter 3 So What Do you Say to Get More Referrals?

Course 15: Following Up for EXTREME Success

Michael's clients didn't call him a "bull dog" for nothing. In this course, he will share with you the exact follow up strategies that he used to get tougher customers to finally wave the white flag and then how he went on to set sales records that still haven't been broken.

• Chapter 1 A Champion Example of Following Up
• Chapter 2 The Easiest Way to Separate Yourself from Competitors
• Chapter 3 How to be a "polite" BULL DOG that people buy from

View the bonuses you get!