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Millionaire Selling Secrets Student Workbook

The

MILLIONAIRE

SELLING SECRETS

Student Workbook

Brett Bacon

Best-Selling Author of

Presents

The

MILLIONAIRE

SELLING SECRETS

Student Workbook

PUBLISHED BY Brett Bacon Publishing Group, Epsom, New Hampshire, USA

COPYRIGHT © 2011 Brett Bacon. All rights reserved. This Millionaire Selling Secrets™ Student Workbook, or parts thereof, may not be reproduced in whole or in part in any form or reproduced by any means, graphic, electronic, or mechanical, including photocopying, recording, taping, or by any information storage retrieval system without the advance, express, written permission of Brett Bacon Publishing Group.

Printed in the United States of America.

Information Only—Not Legal or Financial Advice.

Brett Bacon Publishing Group books, guides, and manuals may be ordered by contacting:

Brett Bacon Publishing Group

1990 Dover Road, Suite 1D

Epsom, NH 03234 USA

info@brettbacon.com Email

This Millionaire Selling Secrets Student Workbook is also available at quantity discounts for bulk purchases. For more information, please email us at info@brettbacon.com.

Disclaimer

The author and publisher of this workbook and the accompanying materials have used their best efforts in preparing this workbook. The author and publisher make no representation or warranties with respect to the accuracy, applicability, fitness, or completeness of the contents of this workbook. The information contained in this workbook is strictly for educational purposes. Therefore, if you wish to apply ideas contained in this workbook, you are taking full responsibility for your actions.

The author and publisher disclaim any warranties (express or implied), merchantability, or fitness for any particular purpose. The author and publisher shall in no event be held liable to any party for any direct, indirect, punitive, special, incidental or other consequential damages arising directly or indirectly from any use of this material, which is provided “as is,” and without warranties.

It is sold with the understanding that the author and publisher are not engaged in rendering legal, accounting, or other professional advice. As always, the advice of a competent legal, tax, accounting, or other professional should be sought.

The author and publisher do not warrant the performance, effectiveness or applicability of any books or Web sites listed in this workbook. All other books, informational products, and Web sites referenced in this book are for information purposes only and are not warranted for content, accuracy or any other implied or explicit purpose.

Brett Bacon is a best-selling author, entrepreneur, attorney-at-law, veteran U.S. Army judge advocate general officer, business coach, and business speaker.

He earned his Bachelor’s Degree from the University of New Hampshire in Political Science, his Juris Doctorate of Law Degree from Vermont Law School, and his Master of Laws Degree in Procurement Law from George Washington University. Brett continues his executive business education at Wharton’s Graduate School of Business, University of Pennsylvania.

bout Brett Bacon

Brett is featured, co-author of the best-selling book, Wake Up … Live the Life You Love: In Service © 2009. Co-authors include Steven E, Lee Beard, Brian Tracy, Dr. Wayne W. Dyer, and Ruben Gonzalez. From the best-selling series. In this book, Brett shares his secrets for setting and achieving goals. This book should be part of your success library! It is available through all major on-line booksellers.

Brett is also author of the best-seller Millionaire Selling Secrets © 2009. In this new book, Brett reveals his ten innovative secrets for sales success. It is a “must-read” for anyone interested in becoming more persuasive in business. This book is available in hardcover, softcover from all major on-line booksellers and the eBook Kindle Amazon.com format.

In 2010, Brett Bacon was admitted into the National Academy of Best Selling Authors.

In 2011, Brett Bacon published the eBook: Millionaire Selling Secrets Trainer’s Guide, which is now available through Kindle Books at Amazon.com. If you are a sales manager of any type, you will want to read this sales trainer’s guide. The guide provides a year’s worth of training exercises that you can teach to your sales force to dramatically improve their sales results.

To learn more about Brett Bacon’s speaking and business coaching services, go to www.brettbacon.com or contact us at info@brettbacon.com.

Introduction

I have personally sold millions of dollars of products and services and I have coached others to do the same thing.

I did this by applying the selling secrets of persuasion I am about to share with you in this workbook. I learned these millionaire selling secrets from a combination of great mentors, formal education, trial and error, the school of hard knocks, and the lessons learned from thirty years of selling everything from life insurance to hearing aids.

I am also an attorney-at-law, veteran U. S. Army judge advocate general officer, entrepreneur, author, speaker, and business coach.

But no matter what I do, I am always selling—because I am always selling myself.

Selling is the art of persuasion, whether it is selling a product or service, presenting a new idea, or persuading someone to see your point of view.

I’m confident that you will enjoy this workbook and benefit from its secrets.

Sir Francis Bacon famously said, “Some books are to be tasted, others to be swallowed, and some few to be chewed and digested.”

And to get the maximum benefit out of this workbook, you should also read the best-selling book that inspired it: Millionaire Selling Secrets. Go to amazon.com or barnesandnoble.com to order your copy in hardcopy, soft cover, or eBook Kindle at Amazon.com.

If you are a sales trainer, you should also read the Millionaire Selling Secrets Trainer’s Guide© 2011, now available through Kindle Books at Amazon.com.

I hope that you chew and digest the lessons of this workbook—they will help to speed you on your way to becoming a success!

Secret One

The Millionaire Selling Secret of Assuming Your Inevitable Success

Today’s Date: __________________________________________________

What we are going to learn in The Secret of Assuming Your Inevitable Success:

You are Always Selling Yourself

Test: What kind of selling job are you doing?

Millionaire Selling Secrets Definitions

Situations and Objectives Worksheet

People and Objectives Worksheet

You Must Assume the Sale

The Bricks of Confidence

Visualizing your success

Creating your own brag list

You Must Assume You Will Become a Millionaire

Whys and Musts List

Setting Achievable Goals

Your Pocket Goals

Printable Review Calendar

Spread the Word

You Are Always Selling Yourself

If you don’t sell, it’s not the product that’s wrong, it’s you.

Estée Lauder

Whether you are aware of it or not, you are selling yourself from the moment you wake up in the morning to the moment you go to sleep, each and every day. There is no time off, no vacation days, no break from selling yourself.

The only question is:

What kind of selling job are you doing? (Check the one that is most applicable)

Poor
Average
Outstanding

Some Millionaire Selling Secrets Definitions:

Millionaire Selling is an incredible system of persuasion that you can apply to any business situation.
Millionaire Selling is putting your best foot forward at all times.
You must exude confidence, passion, and compassion.
Millionaire Selling is not about getting what you want at the expense of others.
But it is about getting your point across in the most effective way possible and helping others get what they want.
When you advocate something that is good for others, then it will be good for you as well.
Good selling is not about being phony or insincere. It is just the opposite.
Millionaire Selling is about being true to yourself and true to others.
And if what you offer to your customers is good for them, then you will find the road to becoming a millionaire will open up before you in surprising ways as you begin your journey toward greater influence and wealth.

Situations | Objectives Worksheet

Instructions: In the column titled Situations, make a list of all the situations in your job where you would like to communicate more effectively. Next to each situation, write down specific objectives that you would like to accomplish.

SITUATION

OBJECTIVES

People | Objectives Worksheet

Instructions: In the column titled People, make a list of all the people that you would like to persuade and influence in your work, from customers, to co-workers to supervisors to suppliers. For each group, write down specific objectives that you would like to accomplish through persuasive communication.

PEOPLE

OBJECTIVES

Notes:

Use this page to write down any thoughts, insights and ideas that may have occurred to you while completing the previous exercises.

____________________________________________________________

You Must Assume the Sale

There is no such thing as “soft sell” and “hard sell.” There is only “smart sell” and “stupid sell.”

Charles Brower

What do I mean when I say “assume the sale”?

I mean that even before you meet your customer; you imagine how the entire successful presentation will go—from the introduction to shaking hands—and in your mind’s eye, and your presentation always ends the same way: You get the Sale.

At all times, your focus must be on your customer and the benefits that your customer will enjoy after the sale.

Your selling confidence must be built up brick by brick

The bricks of confidence are:

(1) You know yourself and you know that you must first and foremost sell yourself before you can sell your product or service

(2) You know your product or service frontward and backward

(3) You know that your product or service will help your customer to live a better life.

Bricks of Confidence

Bricks of Confidence Activity

Visualizing Your Success

Instructions: Think about all of the situations and people that you want to persuade—and assume that you will achieve your goals. Spend two minutes visualizing each situation in great detail.

Create vivid pictures in your mind:

Your customer agrees to buy your product or service; visualize your presentation, what your customer say and what you say in return, and imagine closing the deal and the money making its way into your bank account.
Write down how you felt after visualizing this:

________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

You are recognized and rewarded by your company for achieving your sales targets; visualize the reward ceremony, the applause and the recognition from your boss and colleagues.
Write down how you felt after visualizing this:

Your family benefits from the money that you make from your increased sales, visualize the things you could buy, vacations you could go on etc.

Write down how you felt after visualizing this: ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

My Brag List

Instructions: Don’t be your own worst critic. Develop a thick skin to critics who question your ability to achieve your goals. Assume that you will accomplish your goals and keep imagining how good it will feel when you do. Don’t get discouraged by temporary setbacks. Keep moving forward!

For those times when you are feeling a little unmotivated develop your own brag list and keep it handy to keep you motivated. You can include the traits you value in yourself, compliments received from your colleagues, bosses and customers or even things that your friends and family have told you that they admire about you.

I am an outstanding salesperson because:

I am motivated
_________________________________________________
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Notes:

Use this page to write down any thoughts, insights and ideas that may have occurred to you while completing the previous exercises.

____________________________________________________________

You Must Assume You Will Become a Millionaire

Nothing can resist a human will that will stake even its existence on its purpose.

Benjamin Disraeli

They conquer who believe they can.

Ralph Waldo Emerson

You must turn your wish to become a millionaire into a must to become a millionaire.

For most of my life, I dreamed of becoming a millionaire like so many others. But my life did not change dramatically until I made the shift from dreaming and wishing to a must-do mentality.

Your own personal list of musts that leads you down the path to becoming a millionaire must have, at its core, your personal list of the whys behind the musts.

Why you want to become a millionaire is up to you. Start writing down the whys and the musts will inevitably follow.

The key to a powerful why is to find something bigger than yourself—for example, achieving financial security for your family, getting the best education for your children, making a lasting contribution to the world, helping your customers, etc.

Write your Must List keeping in mind these Goal Setting Techniques.

Your Must’s must be:

Specific : Answers the questions of Who, What, Where, When, Which, Why

Measurable: The goal should be quantifiable
Timetable : Should have a time frame attached to it

Why | Must-Do List

WHY

MUST-DO

WHY

MUST-DO

Review Your Top 10 Must ‘Do’s Every Single Day

Instructions: Look through your Must-Do list and pick out your Top Ten Must-Do’s, write them in the space provided. You can cut out and laminate this card and carry it in your pocket. We have included extras for when you need them.

Remember to:

Review your Must-Do list daily
If you fall short of your must- do timetable, take stock of what went right and what went wrong, do more of the first and less of the second
Review your master Must-Do Action Plan on monthly basis, make revisions, and add new Must-do’s as needed. You can print our Monthly reminder checklist and stick it on your desk to help you remember.
Share your Must-Do Action plan with your family and friends. They will share your excitement and spur you to greater achievement.