The Bullet Proof® Manager

Prospecting & Closing Skills Training

Research has repeatedly shown that the two areas that sales executives say they most-need to develop in their sales team are prospecting and closing skills. In some industries, advertising has actually had a crippling effect on prospecting skills, where salespeople have come to expect that advertising will bring them a steady stream of new leads and they have failed to develop the ability to prospect for leads on their own. As for closing skills, there is nothing more frustrating or costly than coming close to completing a sale, only to lose that sale to a competitor. Bullet Proof® Sales Professional training* offers four comprehensive training modules focused on refining the prospecting and closing skills of your sales team.


	Tom Hopkins Tom Hopkins has been referred to as a "sales legend," and he has personally trained more than three million students on sales and management topics. His best-selling book How to Master the Art of Selling has sold more than 1.3 million copies, has been translated into 10 languages, is used as a textbook in colleges and universities, and is considered a must-have reference guide for business professionals worldwide. Hopkins has also authored such popular books and training courses as Your Guide to Greatness in Sales, Sales Prospecting for Dummies, and The Official Guide to Success. "Tom Hopkins will release your brakes, give you a map, and teach you how to drive to the winner's circle." - Dr. Dennis Waitley, Author of The New Dynamics Of Winning

	Bob Johnson Bob Johnson is a highly successful salesman and teacher. For more than three decades, he has trained salespeople about the art and science of professional salesmanship. Most of all, Bob Johnson's insight on sales strategy produces one unmistakable outcome: results. Here are just a few examples: He increased the sales performance of a leading Australian newspaper more than 350% in one month. In just six days following a two-week training course with Johnson, the national staff of a major hotel company signed more new commercial accounts than they had signed in the preceding six months. "An Immediate And Definite Improvement In Performance And Output From The Entire Team." - Australia Radio Network

USING THE TELEPHONE AS A SALES TOOL	HOW TO RECOGNIZE BUYING SIGNALS AND USE TRIAL CLOSES
Includes a 25-minute video, followed by approximately 75 minutes of live-facilitated discussion & exercises. • Nearly 20 different telephone prospecting scripts from Tom Hopkins • Turning phone calls into money calls • Winning at telephone tag	Includes a 25-minute video, followed by approximately 75 minutes of live-facilitated discussion & exercises. • Taking a prospect's buying temperature • Asking effective sales questions and understanding the answers • Using "Progressive trial closes"
HOW TO TURN COLD CALL, HARD OBJECTIONS INTO SOFT, WARM BUSINESS	HOW TO CLOSE WITH CONFIDENCE
Includes a 25-minute video, followed by approximately 75 minutes of live-facilitated discussion & exercises. • Overcoming the six types of objections • Applying the two "golden rules" • Cushioning prospect objections	Includes a 25-minute video, followed by approximately 75 minutes of live-facilitated discussion & exercises. • Knowing when to close a sale • Using four powerful closing techniques with confidence • What you never forget to do before leaving the prospect's office

* Some courses not available in some areas