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- 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 – 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

PRINTABLE VERSION – Ultimate Expertise Course Listing

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 important

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

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 – Focus on Risk
Reducing the “Risk” Factor

Segment 2 – Why Don’t Prospects Buy?
Six reasons you must know

Segment 3 – How to Deal with Ego in the Sales Process
How to deal with ego (yours and others)

Segment 4 – 5 Principle of Success
These principles should guide your life