Segment 1 – Initial Phase of the Selling Process
Introduction; Commitment to the Business; First Impressions

Segment 2 – Greetings That Work
Mental Programming; Greeting and Reception; Avoid Pre-Judging

Segment 3 – Handling “I’m Just Looking”
Handling “I’m Just Looking”; Building Rapport

Segment 4 – Effective Communication
Effective Communication; Listening Skills

Segment 5 – Counseling / Interviewing To Build a Profile
Interviewing/Profile Building; Counseling; Gathering Important Information

Segment 6 – Counseling Questions and Boat Selection Guidelines
Specific Counseling Questions; Boat Selection; Selling Out of Inventory

Segment 7 – Motivating Features & Benefits Presentations (Part 1)
Features and Benefits Presentation Tips; Controlled Presentations

Segment 8 – Motivating Feature and Benefit Presentations (Part 2)
More Presentation Tips (Part 2)

Segment 9 – Capitalizing on the Sea Trial
The Keys to a Superior Sea Trial

Segment 10 – Trial Closing to Gain Commitment
Trial Closing Questions

Segment 11 – Trial Closing (Part 2) and Premature Money Discussions
Trial Close to Pre-Close the Sale

Segment 12 – Initial Write-up and Proposals
Help Management Help You; Initial Write-Up; Evidence Manual

Segment 13 – Fundamentals of Negotiating
Delivering the Initial Proposal; Signals You Send

Segment 14 – Negotiating Tips & Techniques
Negotiating Tips & Techniques; Evaluating Objections

Segment 15 – Premature Price Issues and Responses
Best Price? Payment? Interest Rate? Trade-In Value?

Segment 16 – “Your Price Is Too High”
Handling “Your Price Is Too High”; Using Your Numbers- Not Theirs

Segment 17 – “That Is Not Enough for My Trade”
Handling “That Is Not Enough for My Trade”; 3-Step Process

Segment 18 – “I’ll Just Sell It Myself”

Handling “I’ll Just Sell It Myself”: Time Lag Kills Deals

Segment 19 – “I Want to Think about It” “I Need to Talk with My Spouse”
Handling Vague Objections: “I Want to Think about It” “I Need to Talk with My Spouse”

Segment 20 – “I Want to Shop Around” / Misc. Closing Techniques
Responses to “I Want to Shop Around,” “Either/Or” Close, “T” Close, Buyer’s Order Close

Segment 21 – T.O. / Selling Pre-owned Boats
Turn Over (T.O.) to Management; Tips on Pre-Owned Boat Sales

Segment 22 – The Effective Delivery
Tips for a Great Delivery

Segment 23 – Follow-up and Lead Nurturing
Effective Follow-up; Prospecting Ideas

Segment 24 – The Power of Attitude
Power of Positive Attitude; Tips on Achieving Success

Segment 1 – Incoming Sales Calls – Part 1
Attitude, Physical aspects to improve communication, Listening skills

Segment 2 – Incoming Sales Calls – Part 2
What you need to accomplish on an incoming sales call, Importance of phone- ups, Directing the conversation

Segment 3 – Incoming Sales Calls – Part 3
Answering the phone, Getting a “Yes” answer, Closing for the appointment

Segment 4 – Incoming Sales Calls – Part 4
Alternative phase 1 script

Segment 5 – Incoming Sales Calls – Part 5
Common questions from callers, Best appointment-closing questions

Segment 6 – Incoming Sales Calls – Part 6
Handling price questions

Segment 7 – Incoming Sales Calls – Part 7
Raising the appointments made/Keep ratio, Solidifying their commitment to keep the appointment

Segment 8 – Handling the Tougher Questions – Part 1
“What’s your best price?””How many hours are on the boat?” “What would my payments be?” “How much will you come off the internet price?”

Segment 9 – Handling the Tougher Questions – Part 2
“What are your interest rates?””What’s my trade worth?”

Segment 10 – Handling the Tougher Questions – Part 3
“What would my payments be?””Has there been any damage to the boat?”

Segment 11 – Costly Mistakes You Must Avoid
Errors we don’t even know we’re making

Segment 12 – Outbound Calls – Part 1
Build relationships to make the most of your career

Segment 13 – Outbound Calls – Part 2
Sold follow-up Day 1, Sold follow-up Day 5 or 10, Unsold traffic follow-up, Customer satisfaction, Anniversary of the boat purchase, Voice mail for unsold customers

Segment 14 – Outbound Calls – Part 3
Service customer, Internet lead, Management call back, Customer contract form

Segment 15 – The Power of Effective Voice Mail
Strategies and scripts for the Ultimate Professional

Segment 1 – Remote Communication & Virtual Selling
Live streaming; video conferencing; “virtual” selling

Segment 2 – How and What of Videos
How to use; what to do

Segment 3 – WHY Videos Are Essential
The benefit to Salespeople

Segment 4 – Important Considerations, Part 1
How long?  Demeanor?  Equipment?

Segment 5 – Important Considerations, Part 2
Appearance?  Who films?  Scripted?

Segment 6 – Understanding Different Types of Videos, Part 1
Thanks for visiting; appointment confirmations; internet inquiries

Segment 7 – Understanding Different Types of Videos, Part 2
Referrals; customer testimonials

Segment 8 – Understanding Different Types of Videos, Part 3
Product presentations; “Have not heard from you…”

Segment 9 – Video Follow-up
Standing out from the crowd

Segment 10 – Video Is Everywhere, Part 1
Replace long emails; Happy Birthday; Request referrals

Segment 11 – Video Is Everywhere, Part 2
Event invitations; Reminders; Illustrate technology

Segment 12 – Electronic Communication, Emails, Part 1
Maximize effectiveness

Segment 13 – Electronic Communication, Emails, Part 2
Tips & techniques

Segment 14 – Electronic Communication, Texting
Rules for business texting

Segment 15 – Your Words Have Power
Alter your words – Alter your success

Segment 16 – Great Questions Produce Great Answers
Getting accurate information

Segment 17 – CRM – Misused & Misunderstood
Crucial sales tool

Segment 18 – The Need for a CRM
Putting knowledge into practice

Segment 19 – CRM Magic
Getting all you can get from the asset

Segment 20 – Maintaining Sales During Difficult Times, Part 1
Ideas to keep you moving forward

Segment 21 – Maintaining Sales During Difficult Times, Part 2
Ideas to keep you moving forward

Segment 22 – Marketing with Product Videos
Be memorable with live-action video

Segment 23 – Video Conferencing from Home or Work
Tips for video conferencing

Segment 24 – Phone Calls in a Virtual World
Still a vital component

Segment 1- Selling at the Boat Show (Part 1)
Physical preparation; Value of image; Incorporating tablets

Segment 2 – Selling at the Boat Show (Part 2)
Mental preparation; Engaging the customer; Efficiently qualifying

Segment 3 – Selling at the Boat Show (Part 3)
Qualify, Understand, Inform, Propose; Selling the Deal

Segment 4 – Selling at the Boat Show (Part 4)
Effective follow-up — during the Show and post-Show; “Do’s and Don’ts”

Segment 1 – A Definitive Look at Objections
What objections are; Determining validity

Segment 2 – Minimizing Objections, Part 1
100/100/100 Rule; No shortcuts; Needs Assessments for all; Assumptive postures

Segment 3 – Minimizing Objections, Part 2
Building extreme value; Questions to uncover objections; Avoid absolutes; Repeat and referrals

Segment 4 – Minimizing Objections, Part 3
Share expectations; Under-promise to over-deliver; Theory of Contrast

Segment 5 – Keys to Handling Objections, Part 1
Be prepared; Don’t hear – LISTEN! Watch for buying signals; Transparency rules!

Segment 6 – Keys to Handling Objections, Part 2
Have perseverance; Stress value proposition; Diplomatically deny objection; Non-confrontational trial closes

Segment 7 – Keys to Handling Objections, Part 3
Be sold on products; Initially agree; Price is rarely the answer; Persuasive psychology

Segment 8 – Your Price Is Too High
Psychological tendency; Use your numbers; 3-Step Process

Segment 9 – That’s Not Enough for My Trade
Word tracks; Avoid the ego

Segment 10 – I’ll Just Sell It Myself
“Challenges with Selling Privately”

Segment 11 – I Need to Speak to My Spouse
Good excuse; Be proactive; Uncover the truth

Segment 12 – I Have a Better Deal Elsewhere
Clarify objection; Level the playing field; Build the value

Segment 13 – What Is Your Best Price?
Not an objection unless you treat it like one

Segment 14 – I Need to Think About It
Unmasking real objection; Closing on value

Segment 1 – Why Prospect & Follow-up
The Facts, the Benefits, the Fundamentals: Building a Permanent Contact Base

Segment 2 – Effective Follow-up on Sold & Unsold
What’s in It for You; Getting Customers Back In; Standing Out from the Crowd

Segment 3 – Prospecting with Service Customers (Part 1)
Establishing Relationships with Advisors; “Volunteer Greeter”; In the Customer Lounge; “Vehicles Needed” Board

Segment 4 – Prospecting with Service Customers (Part 2)
Pro-Actively contact recent Service Customers; Approach Service Customers using an Effective Script

Segment 5 – Using Personal Social Media – Part 1
Do’s and Don’ts; Content is King; Often-Made Mistakes

Segment 6 – Using Personal Social Media – Part 2
The Ability to Research Prospects; Highly Effective Way to Use Facebook for Ongoing Prospecting

Segment 7 – Miscellaneous Ideas – Part 1
Marketing to customers who bought elsewhere; Prospects Everywhere; Using business cards for self-promotion

Segment 8 – Miscellaneous Ideas – Part 2
Ask for referrals the right way; Join civic or social clubs; Get involved in community; Personal Advertisement; New promotions; Nest prospecting

Segment 9 – Miscellaneous Ideas – Part 3
Afternoon phone calls; Creating newsletters; Give special gifts

Segment 10 – Miscellaneous Ideas – Part 4
Give organized presentations to civic groups; Use PMAs; Old-fashioned cold calls; Using traffic-building letters and emails

Segment 1 – Who Are They? How Do They Think?
Facts about Gen X and Gen Y (Millennials)

Segment 2 – Best Practices to Get Face-to-Face
How to engage the Highly-Informed Customer

Segment 3 – You Get One Shot, So Make it Count
Preparation and Training

Segment 4 – Follow-up to Edge out the Competition
Make your follow-ups work for you

Segment 5 – Specific Strategies to Capture the Highly-Informed
Additional key selling strategies

Segment 6 – Providing a Superior Customer Experience
How to go above and beyond “satisfaction”

Segment 1 – Outstanding Customer Service – “The WOW Factor”
Why is outstanding customer service so vital?

Segment 2 – Fundamentals Of Outstanding Customer Service
The 10 things to ensure success

Segment 3 – Specific Techniques For Outstanding Customer Service
Easy to implement, common sense ideas

Segment 4 – The Role Of Attitude In Outstanding Customer Service
Without a great attitude, the rest is not effective

Segment 5 – Outstanding Customer Service – The Most Important Words
What you say to the customer is importan

Segment 6 – Outstanding Customer Service – Little Things Mean So Much
Things that every salesperson can (and should) do

Segment 7 – Fantastic Customer Service Is What Really Matters
Service is the real differentiator

Segment 1 – Emails
Communicating with email

Segment 2 – Texts
Communicating with texts

Segment 1 – All Motivation Is Personal
When successfully motivated, you can do amazing things

Segment 2 – Creating Your Vision
Your ultimate destiny is not a matter of chance, it’s a matter of choice

Segment 3 – Find Your Individual Key
The only thing over which you have complete control is your own mental attitude

Segment 4 – Setting and Achieving a Special Goal
If you can dream it, you can do it

Segment 5 – Planning Your Strategy
You can and should design your life’s plan

Segment 6 – The Value of Focus and Willpower
The first step in developing willpower is to accept that it does exist

Segment 7 – Do Not Stop Thinking
All motivation comes from thought

Segment 8 – Taking Small Steps
There is no job that cannot be done if you break it down into small pieces

Segment 9 – Walk Away From People Who Do Not Support You
Those with whom you associate can and will change your life

Segment 10 – Fake It Till You Make It
Your attitude will make or break your success

Segment 1 – Why Set Goals?
Understanding the magic of goal setting

Segment 2 – Steps to Successfully Setting Goals
The step-by-step formula for achieving anything you desire

Segment 3 – Goals and Performance Tracking
Recognizing and keeping up with the activities that necessary

Segment 4 – 7 Additional Fundamentals in Setting Goals
Expands on the basic steps to success

Segment 5 – Study Backs Strategy for Achieving Goals
Empirical evidence of the value of setting goals the correct way

Segment 1 – Understanding Non-Verbal Communication
Makes all the difference

Segment 2 – Effective Listening
Tips & techniques

Segment 1 – Information = Success
Value of relevant customer information

Segment 2 – To Qualify or Not to Qualify
That is the REAL question

Segment 3 – Collapsing Confrontation
If it exists, it needs to be eliminated quickly

Segment 1 – Pace of the Sale
The ideal pace of a retail boat transaction

Segment 2 – Trust is the Basis for Sales
Trust is the cornerstone for all sales relationships

Segment 3 – Why Should I Buy From You?
The question on every customer’s mind

Segment 4 – Price, Value or Risk?
Customers buy value not price

Segment 5 – 15 Qualities Salespeople Should Possess
What every salesperson should know

Segment 6 – The Road to a Purchase
6 steps consumers take and how to make the most of them

Segment 1 – Cash is King
Increase down payments – increase profit

Segment 2 – Follow the Process
Contrast in closing skills

Segment 3 – Theory of Contrast
Utilizing this all-important advantage

Segment 4 – Winning the Price War
And still make a good profit

Segment 1 – Your Attitude is Everything
Can make or break each and every day

Segment 2 – Average vs. Superior, Part 1
What superior salespeople do differently

Segment 3 – Average vs. Superior, Part 2
What superior salespeople do differently

Segment 4 – Average vs. Superior, Part 3
What superior salespeople do differently

Segment 5 – There Are No Limits to Your Success
Believing that you can succeed

Segment 1 – Focus on Risk
Reducing the “risk” factor

Segment 2 – Avoiding “NO” – Creating “YES”
Asking the right questions to create “yes” answers

Segment 3 – Why Don’t Prospects Buy?
Six reasons you must know

Segment 4 – Ego in the Sales Process
How to deal with ego (yours and others)

Segment 5 – 5 Principles of Success
These principles should guide your life

Segment 1 – Receptionist – Part 1
Philosophical & physical aspects of phone communication; Effective listening

Segment 2 – Receptionist – Part 2
Procedural aspects of phone communication; The words to use

Segment 3 – Receptionist – Part 3
Effectively handling the angry customer

 Segment 1 – Persuasive Psychology
(Negotiating / Closing) Utilizing the word “because”

Segment 2 – Maximizing Money Down
(Negotiating / Closing) Word track works wonders

Segment 3 – 7 Keys to Positivity
(Attitude) Positive beats negative every time

Segment 4 – Handling the Upset Customer
(Other) Changing the dynamics

Segment 5 – “Just Looking”
(Sales Process Training) The initial objection

Segment 6 – Psychology of the Initial Proposal
(Negotiating / Closing) How to present properly

Segment 7 – Additional Keys to Objections
(Negotiating / Closing) Handling resistance

Segment 8 – Don’t Gamble with Your Success
(Sales Process Training) Increase your odds

Segment 9 – The Power of Attitude
(Attitude) Attitude is everything

Segment 10 – “Yeah, but…”
(Personal / Professional Development) An impediment to change

Segment 11 – How Hard is it to Say Hello?
(Sales Process Training) Proper greeting sets the stage

Segment 12 – Life is a Choice
(Attitude) Choose wisely

Segment 13 – “I Have a Better Deal Elsewhere”
(Negotiating / Closing) Bluff, mistake, or valid?

Segment 14 – Increasing Write-Ups
(Sales Process Training) Increased write-ups equals increased sales

Segment 15 – Questions to Avoid
(Communication Skills) Don’t undermine your effectiveness

Segment 16 – Optimism vs. Pessimism
(Attitude) Which do you choose?

Segment 17 – 10 Elements of Success
(Personal / Professional Development) Let’s get it right

Segment 18 – 11 Things Students WILL NOT Learn in School
(Other) What students don’t learn in school

Segment 19 – Value of an Effective T. O.
(Sales Process Training) Second chance at a sale

Segment 20 – 9 Things To Give Up
(Other) Give up to get more

Segment 21 – 5 Things That Persuasive People Do
(Negotiating / Closing) Be a persuader of people

Segment 22 – Why Is the Buyer Anxious?
(Other) Perhaps because you are

Segment 23 – Why Did You Lose the Sale?
(Building Value) Make the necessary changes

Segment 24 – Become a Better Writer
(Communication) Emails, texts, articles, blogs

Segment 25 – Do What Is Right
(Personal / Professional Development) Not sometimes – all the time

Segment 26 – Daily Activity Habits
(Personal / Professional Development) Using the “Social Hour”

Segment 27 – Asking for Referrals
(Personal / Professional Development) Asking the correct way

Segment 28 – Controlling Reconditioning Expense
(Negotiating / Closing) Saving gross profit

Segment 29 – Passive Way to Ask for Referrals
(Personal / Professional Development) A coward’s way to referrals

Segment 30 – Procrastination
(Attitude) No-win situation

Segment 31 – Risk Factor
(Other) Lower the risk, greater the reward

Segment 32 – How to Change a Bad Day
(Attitude) Lifting yourself up

Segment 33 – Double Your Chances of YES
(Communication) Simple and easy technique

Segment 34 – Perceptions
(Other) All that matters

Segment 35 – 20 Ways to Increase Sales
(Personal / Professional Development) Make the most of your time

Segment 36 – Comfort and Familiarity
(Building Value) Keys to relaxing customers

Segment 37 – Smile – You Are on Display
(Attitude) Free, but invaluable

Segment 38 – Kill Them With Kindness
(Other) Even when customers are unkind

Segment 39 – Self Discipline
(Personal / Professional Development) Overcoming obstacles

Segment 40 – Preparation Wins
(Sales Process Training) Be a Boy Scout

Segment 41 – Truly Listen to Understand
(Communications Skills) Don’t merely hear

Segment 42 – Handle Resistance Like They Do in Mexico
(Negotiating / Closing) Be oblivious to “No”

Segment 43 – Road to the Sale – Passé?
(Sales Process Training) Absolutely not!

Segment 44 – One More
(Personal / Business Development) Taking the extra step

Segment 45 – Every Customer Has a Problem
(Other) What customers really want from you

Segment 46 – Salesperson Personal Evaluation
(Personal & Business Development) Identifying challenges and opportunities

Segment 47 – 3 Ways to Enhance Objection Responses
(Communication Skills) Ideas to communicate more effectively

Segment 48 – Urgency in Sales
(Building Value) Create that “must-have” desire

Segment 49 – Words Mean Things – Part 1
(Communication Skills) Choose your words to maximize impact

Segment 50 – Words Mean Things – Part 2
(Communication Skills) Create positive association with your word choices

Segment 51 – “I want to think about it”
(Negotiating / Closing) Your customer ALREADY THOUGHT ABOUT IT

Segment 52 – “I can’t because…”
(Attitude) Take personal responsibility for your life

Segment 53 – Let the Mental Games Begin
(Attitude) The space between your ears

Segment 54 – The “1 –10” Close
(Negotiating / Closing) Tackling the most common vague objection

Segment 55 – Outstanding Customer Service – Part 1
(Building Value) The “WOW” Factor

Segment 56 – Outstanding Customer Service – Part 2
(Building Value) Fundamentals of great service

Segment 57 – Outstanding Customer Service – Part 3
(Building Value) Specific techniques for customer service

Segment 58 – Outstanding Customer Service – Part 4
(Building Value) More specific techniques for customer service

Segment 59 – Soften the Objection First
(Negotiating / Closing) Take the fight out of it

Segment 60 – Making Objections Work for You
(Negotiating / Closing) Turn the objection into a question

Segment 61 – Collapsing Confrontation – Part 1
(Other) Comes in many forms

Segment 62 – Collapsing Confrontation – Part 2
(Other) Taking conflict out of the equation

Segment 63 – Reducing to the Ridiculous
(Negotiating / Closing) Using small numbers to your advantage

Segment 64 – The Power of the Pause
(Communication Skills) Effective listeners understand when and why to pause

Segment 65 – Closing with Confidence, Conviction and Enthusiasm
(Attitude) Confidence is contagious

Segment 66 – Role of Conviction in Selling
(Attitude) Conviction leads to persistence

Segment 67 – Enthusiasm = Success
(Attitude) Enthusiasm Sells!

Segment 68 – Fear and First Impressions
(Building Value) Using first impressions to overcome customer fear

Segment 69 – Classic Closes: Buyer’s Order
(Negotiating / Closing) Making use of assumptive questions

Segment 70 – Classic Closes: T Close
(Negotiating / Closing) Helping customers sell themselves

Segment 71 – Shortcuts Create Short Paychecks
(Sales Process Training) Giving 100%

Segment 72 – Words Do Matter
(Communication Skills) Don’t be nonchalant about words

Segment 73 – Use Personal Business Development to Explode Your Career
(Personal & Business Development) Eliminating the “Hope System”

Segment 74 – Determine to Be Different – Part 1
(Other) Rising above the competition

Segment 75 – Determine to Be Different – Part 2
(Other) Becoming the obvious choice

Segment 76 – Determine to Be Different – Part 3
(Other) Be the person you can be

Segment 77 – Sell Like You Are Brand New
(Personal & Professional Development) Avoiding an all-too-common mistake

Segment 78 – Dealing with Slowdowns – Part 1
(Personal & Professional Development) Tips to overcome inevitable slowdowns

Segment 79 – Dealing with Slowdowns – Part 2
(Personal / Professional Development) Tips to overcome inevitable slowdowns

Segment 80 – Make Small Commitments
(Personal / Professional Development) Becoming a more productive person

Segment 81 – Make It A Career – Part 1
(Attitude) It is not just a job

Segment 82 – Make It A Career – Part 2
(Attitude) Commitment creates success

Segment 83 – Knock It Off!
(Attitude) Blame Game is a waste of time

Segment 84 – Using Psychology When Seeking Referrals
(Personal / Professional Development) “May I ask a small favor?”

Segment 85 – Don’t Drop Your Price Needlessly
(Negotiating / Closing) Buyers exploit perceived weakness

Segment 86 – Trifecta of Questions
(Building Value) You need to answer them all

Segment 87 – Negotiate on Terms & Options, NOT Price
(Negotiating/Closing) Tactics that work

Segment 88 – Reputation Is Profit
(Building Value) You ARE your reputation

Segment 89 – Common Denominators of Unsuccessful Salespeople, Part 1
(Personal & Professional Development) Know what NOT to do

Segment 90 – Common Denominators of Unsuccessful Salespeople, Part 2
(Personal & Professional Development) Know what NOT to do

Segment 91 – Old School vs New School
(Sales Process Training) Both work – if you do it

Segment 92 – “Anything Else”
(Communication Skills) Uncovering needs & wants

Segment 93 – Overcoming Fear of Phones
(Communication Skills) Destroying call reluctance

Segment 94 – “Too Much Money”
(Negotiating & Closing) “Reducing to the Ridiculous”

Segment 95 – 12 Quotes for Sales Success
(Personal & Professional Development) Inspiration in a single sentence

Segment 96 – Agree First to Overcome Objections
(Negotiating/Closing) Relax customers to open their minds

Segment 97 – When You Cave – You Give Up Profit
(Negotiating/Closing) Reacting to comments about price

Segment 98 – “The Tip of the Iceberg”
(Communication Skills) The best information is beneath the surface

Segment 99 – Don’t Talk Past the Sale
(Sales Process Training) Watch for buying signals