Consultative Closing Audio Segments and Written Materials
These are audio-only mp3's of the videos in the various book chapters.
Chapter 2 - The Deceptive Nature of Prospects - Approx 3 min.mp3
Chapter 4 - The Importance of Questioning and Listening - Approx 3 min.mp3
Chapter 5 - Role Play of Greg Bringing a Client Back From NO - Approx 5 min.mp3
Chapter 7 - Role Play of Greg as a Sales Manager Doing a Client Debriefing - Approx 5 min.mp3
Here are the Written Transcripts from those video segments if you can't stream video or listen to audio:
Chapter 2 Video - GB on Deception - Written Transcript.doc
Chapter 4 Video - GB on Effective Questions - Written Transcript.doc
Chapter 5 Video - GB Role Play as Seller Going to NO - Written Transcript.doc
Chapter 7 Video - GB Role Play as Manager Doing a Debriefing - Written Transcript.doc
Some sample Mini-Steps from real companies (no names or locations listed) (MS Word Doc):
