ON TASK ON POINT ON TIME; SEVEN STAR SUCCESS SELLING......CERTIFIED SELLING EXPERT SEMINAR

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SESSION I

INTRODUCTION

SELLING

EXPERTS

WANTED !

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PREFACE

I Asked A Simple Question.

Do You Want To Become A #1 Expert ?

Several years ago I began working with a sales team of experienced professionals at a well known national retailer.

They had seen and heard it all when it came to training and professional development. In fact they possessed a

closed minded attitude to anything new and different. Considering all they had been through, who could

blame them. In fact, one of the team member said to me “ If you ever wondered where the bottom third of the class

ends up– you have arrived at that destination. My immediate response, “What Nonsense !”

In any activity in life we all have the potential to create a masterpiece, be the best and let our actions positively

benefit someone else. It is a simple choice we all can make everyday. More than a matter of skill, excellence is 100%

a matter of our will. So I asked them all such a simple question. How would you like to become the # 1 Scorecard

Team for the entire company ?

In a year‟s time that is exactly what we did. The path was a simple one of advancing a positive Can-Do environment

and consistently coaching-out all cynical and negative behaviors that had accumulated over the many years. Such

behavior was not being your Best Self and more than short changing our customers it was diminishing the many

gifts each of our very talented team possessed. Once these blocks were removed, the team become well attuned to

observing, listening and responding to our customer‟s desires. Almost over night everything came together and the

sweet smell of achievement did the rest, as it fueled this rocket to the #1 Team in our Fortune 100 Corporation with

almost nine hundred locations. Many members of the team were surprised but I never had a doubt, for these experienced

professionals only needed to possess a philosophy and a path to execute them. They surely did ,as they hit the ball out

of the park.. Yet in all honesty so much of what we did was just a matter of simple, honest common sense.

As much as the team‟s growth was exciting, the customer response was incredible. The development of these

new relationships were most apparent as customers returned multiple times to purchase many items and we began

to see a growing list of new customers that were directed to our store through their positive referrals. Once again

cumulative good behaviors produced an impact that was felt very far beyond the four walls of our store.

What dynamics created this positive response ? Simply, Our Quality in everything we did was better than our competitors.

This cut above the rest was a new benchmark of excellence that was Seven Star. So from that perspective if you

desire to be number one in your profession you have to care and give more of yourself.

On Task On Point On Time is the foundation of this Seven Star Success Strategy. It is an affirmation statement of the

individual‟s commitment to create an environment where he/she can become the best. So much of today‟s technology

and our pathological obsession with the „Smart Phone‟ has created a blurry operating environment of

Distractions, Disruptions and Distortions which makes it increasingly more difficult to become a critical thinker.

How can anyone be On Task On Point On Time when we have conditioned ourselves to be living life through the

flat screen of the “Dumb Phone” and not actively engaged in the sights and sounds of our daily learning that is

necessary to be a vital and strategic thinker; which is the foundation of all #1 Experts.

This book is a sequential journey of simple images and words that each build upon the other to enlighten your

perception and to re-connect you to Your Best Self. Once this process is begun you will notice the change in your

abilities to observe and respond to your buyer‟s behaviors. T.P.T. brings both clarity and self direction.

So now ask yourself a simple question. Do you want to become a # 1 Expert and enjoy the success of being the

Best? If so…Discover your authentic potential in committing to be On Task On Point On Time. Connecting to your

T.P.T. Potential will create Your Opportunities Moment and the Seven Star Success that you deserve.

Dr. Robert Scott

SEVEN STAR SUCCESS SELLING

Create Instant Influence & TrustLearn Seven Critical Buyer Behaviors

Understand Customer Motivation Increase Performance – Sustained Results

SEVEN STAR SUCCESS SELLING

1. Be Your Best Self

2. Become An Expert Not An Order Taker

3. Turn Your Shoppers Into Buyers

4. Know Your Buyer’s Seven Behaviors

5. Perfect Your Seven Selling Responses

6. Create Your Opportunity Moment

7. Lead A Selling Culture of Relationships

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SESSION II

DISCOVERING

BELIEVING &

BECOMING

YOUR

BEST SELF

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TWO YEARSOF

RESEARCH

DEVELOPMENT

FIELD TESTING…

IT WORKS !

CERTIFIED

SELLING

EXPERT

YOUR BEST SELF

Excellence is the Sum of YourAptitude, Attitude & AppearanceWhat You Imagine – You Become

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SESSION III

YOUR

EXPERT

SELLING

SECRETS

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NATIONAL

RETAILER

FORTUNE 100

CORPORATION

ENVIRONMENT

CERTIFIED

SELLING

EXPERT

DEVELOPING ORDER TAKERS

INTO EXPERTS

AN EXPERT IS THAT SPECIAL

SOMEONE WHO BELIEVES THAT

THEIR QUALITY WORK IS AN

EXPRESSION OF THEMSELVES

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SESSION IV

BUYER-SELLER

PSYCHOLOGY

101

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DIVERSE

DEMOGRAPHIC

RESEARCH

TO INSURE

ACCURATE

RESULTS

CERTIFIED

SELLING

EXPERT

TURNING SHOPPERS

INTO BUYERS

KNOWING YOUR BUYER‟S BEHAVIOR

IS THE NINETY PERCENT SECRET IN

SUCCESSFULLY CLOSING YOUR SALE

BUYERS & SELLERSFACT OR FICTION

SELLING IS AN ART

OF OBSERVING & RESPONDING

TO WHAT IS NOT IMMEDIATELY

OBVIOUS

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SESSION V

KNOW

YOUR

BUYER’S

BEHAVIOR

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TARGETED

BUYER

RESEARCH

TO CAPTURE

MOST CURRENT

TRENDS

CERTIFIED

SELLING

EXPERT

SEVEN BUYER

BEHAVIORS

OBSERVE & LISTEN FOR WHAT

IS NOT SAID AND NOT DONE

YOUR PERCEPTION IS YOUR SKILL

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SESSION VI

KNOW

YOUR

SELLING

RESPONSE

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SPECIFIC

FEEDBACK

FROM

EXPERIENCED

SALES

PROFESSIONALS

CERTIFIED

SELLING

EXPERT

SEVEN SELLING STYLES

TARGETING YOUR SELLING RESPONSE

TO YOUR BUYER’S BEHAVIOR IS WHAT

TRANSFORMS A SIMPLE TRANSACTION

INTO A PERSONAL PURCHASE EXPERIENCE

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SESSION VII

CONNECT

THE

DOTS

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ON SITE

DEVELOPMENT

&

TESTING FOR

MAXIMUM

EFFECTIVENESS

CERTIFIED

SELLING

EXPERT

CONNECTINGTHE RIGHT SELLING STYLE

TO THE RIGHT BUYER BEHAVIOR

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SESSION VIIIYOUR OPPORTUNITY MOMENT

SEVEN

STAR

SUCCESS

SELLING

STYLE

CERTIFIED

SELLING

EXPERT

ON

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THE SELLING

STYLE OF THE

#1

SALES TEAM

IN A

FORTUNE 100

CORPORATION

CERTIFIED

SELLING

EXPERT

YOUR

OPPORTUNITY MOMENT

GREAT STRATEGY BRINGS

CLARITY, DIRECTION & IMPACT

THAT ONLY IMPROVES

THE MORE YOU USE IT

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SESSION IX

DEVELOPING

A

SUCCESS

SELLING

CULTURE

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ON

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GIVE US

JUST ONE DAY

AND WE WILL

CREATE

CERTIFIED

SALES

PROFESSIONALS

CERTIFIED

SELLING

EXPERT

YOUR

SUCCESS LADDER

YOU ARE ONLY WHAT YOU

CAN SIMPLY GIVE TO OTHERS

THIS IS THE ESSENCE THAT ENDURES

HAVE A

T.

P.

T.

DAY