2. Do They Need Your Product or Want Your Product?

3. The Envelope Close

4. Bonus Tip of the Day

5. Inspirational Quote of the Day

"The Specialist" Radio Hour - November 28, 2007

1. Getting Caught Off Guard

2. Why Do Customers Buy?

3. Making Your Profession a Hobby

4. Bonus Tip of the Day

"The Specialist" Radio Hour - November 27, 2007

1. Treating Each Sale as a New Day

2. Not in the Mood to Sell?

3. Garbage Thought of the Day

4. Keeping a Journal of Favorite Closes

5. Questions and Answers

"The Specialist" Radio Hour - November 26, 2007

1. Are Kids Good Closers?

2. Answering Questions with Questions

3. The Best Personal Praise

4. Two General Rules of Sales

"The Specialist" Radio Hour - November 15, 2007

1. Selling Intangible Products

2. Reasons for Hesitancy in Prospects

3. Following Up With Resistant Customers

4. Questions and Answers

5. Learning to Love the Unlovable

6. Garbage Thought of the Day

"The Specialist" Radio Hour - November 13, 2007

1. Things That Contribute to Buyer's Remorse

2. Eliminating Buyer's Remorse

3. When Decision Makers Can't Agree

4. Silence is Golden

5. Enthusiasm Without Confidence

6. When a Prospect is Not Interested

"The Specialist" Radio Hour - November 12, 2007

1. When the Prospect Changes the Subject

2. Quoting Price Before the Presentation

3. Is Price the Determining Factor in Sales?

4. What is a Professional Shopper?

"The Specialist" Radio Hour - November 08, 2007

1. Character Begats Character

2. When a Competitor Gets the Sale

3. Changing N-O to K-N-O-W

4. Carrying Out Positive Reinforcement

5. Discovering the Client's Needs

"The Specialist" Radio Hour - November 06, 2007

1. How Consequences Shape Results

2. Handling Strong Objections

3. Garbage Thought of the Day

"The Specialist" Radio Hour - November 05, 2007

1. The Egomaniacal Salesman

2. Dealing with Objections

3. Asking for the Sale

4. The Bankruptcy of Enthusiasm

"The Specialist" Radio Hour - November 02, 2007

1. Leaving Voicemails

2. What is a Sure Sale?

3. Working in Bad Weather

4. Getting in the Door

5. Mass Presentations vs One-on-One

6. Why You Missed the Sale

"The Specialist" Radio Hour - November 01, 2007

1. Chasing the Wrong Goals

2. Ten Principles of Success

3. Garbage Thought of the Day

4. Confusing Function with Benefit