ANG Retainer IMPACT Sales Training Library AF Forms 623a
1. The 21 Most Important Things Retainers Want to Know
2. 20 of the Worst Things Retainers Do
3. The 15 Most Essential Retention Truths
4. The Top 10 Mistakes Retainers Make With IMPACT
5. How to Position Yourself for Success
6. The Role of Professionalism & Image to a Retention
Career
7. The Role of Social Proof in Retention
8. The 6 P’s – What to Do Before You Ever Get in Front of a
Unit Member
9. Networking
10. Prospecting Parthenons & Power Prospecting Tools
11. The 11 Proven Prospecting Pointers Every Retainer
Needs to Know
12. Why is Your Unit Member so Difficult?
13. The Power of Pre-Call Planning
14. Pre-Call Planning in a Nutshell
15. How to Effectively Prepare for an Appointment
16. Planning & Scheduling – What’s the Difference?
17. Effective Telephone Techniques
18. 8 Ways to Build a Positive First Impression
19. Why Opening is More Important than Closing
20. How to Effectively Engage Your Unit Member
21. A Retainer’s Single Greatest Weapon
22. 8 Ways to Improve Your Listening Skills
24. 5 Secrets to Being a Great Listener
25. How Does Your Sales Presentation Measure Up?
26. Secrets & Tips to Giving an Effective Sales Presentation
27. Skills Needed to Deliver a Successful Group Presentation
28. What’s All this Feature-Benefit Stuff Anyway?
29. Making Application-Based Sales Presentations Work
for You
30. 4 Proven Ways to Present the Retention Opportunity
32. Relieving Your Unit Member’s Fear of Re-Committing
33. 4 Ways to Mentally and Emotionally Respond to
Stalls & Objections
34. The Magic of Identifying Objections
35. The Role of Tension, Resistance, and Objections in a Sale
36. Steps to Negotiation Mastery
37. Selling Against Your Competition
38. How Much Value do You Bring to Your Unit Members
39. Creating Value by Stacking Benefits
40. Building & Sustaining Momentum
41. Asking an Unit Member to Re-Commit
42. If You Can’t Close a Sale You Don’t Have a Sale
43. 3 Tips to Help You Reinforce the Commitment
44. The One Single Characteristic All Qualified Unit Members Have in Common
45. Common Traits of the Top 20% of Retention Performers
46. How to Build Your Self-Confidence
47. How do You Constantly Stay Motivated and Perform at
our Peak Level?
48. How Important for a Retention Professional is
Handling Rejection
49. Retention, Stress, and Pressure
50. The Most Closely Guarded Secret in Retention