SP Contents

SP Contents

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Your Instructors

Audio Recording Contents

Audio 1a - Using Silva Techniques to Sell

01:24 Benefits of alpha functioning

05:44 Mental Housecleaning

12:10 Relax It’s Good for You

14:35 Your mind will guide you

16:24 More time to sell

18:06 5 Step Formula

20:45 Solve problems while you sleep

22:08 Mental Screen

22:44 Visualization explained

23:06 Mirror of the Mind

26:06 3 Fingers Technique

29:38 Hand Levitation

30:55 Correct deep-rooted problems

32:02 Speed healing

32:28 Create Success Habits

36:52 Mental Mentor

39:23 Action and Attitude

44:40 Applying Silva to the Sales Process

Audio 1b - Applying Silva to the Sales Process

00:21 Product Knowledge

00:47 Prospecting

11:37 Presentation

12:27 Closing

Audio 2a - Special Sales Power techniques

Best Time to Program

Instant Rapport

Broadcasting

Audio 2b (3) - Special Techniques Conditioning Cycle

Best Time to Program

Instant Rapport

Broadcasting

Audio Case Studies and Success Stories

Letricia Morlock (CD and web site)

Mike Kalka and Raymon Grace (CD and web site)

Larry Rosencrans (CD and web site)

Yolanda Vianea (web site only)

Angie Vela & David Anzuldua with Dennis Higgins (web only)

Sales Power Book and Manual

Note: For contents of the Sales Power eBook and the Sales Power System course eManual, once you open the document in the Adobe Acrobat Reader, then click on the Bookmarks link on the left side of the eBook. Then you can click on any of the Bookmarks to go straight to that chapter/subject.

Contents of the Sales Power video

Jose Silva:

1. Functioning like a Genius. 0:00:15

Use both brain hemispheres

Uses of Subjective and Objective Hemispheres

How information is stored in the brain and why we need to use both brain hemispheres

Human Communication

Two dimensions for communication: Objective and Subjective

What causes us to suffer

How to suffer less

How Intuition helps a Sales Person

Convert the Subconscious to Inner Conscious and become a fully developed human being

Dennis Higgins:

2. Points of Reference - 0:04:17

Defined and explained

Sales Points of Reference - 0:05:15

How to establish them after making a sale

What to recall and impress

Negative points of reference - 0:06:20

How to use them to eliminate mistakes

Examples of mistakes, and how to correct them

Daily review of points of reference - 0:06:55

How to establish sales points of reference

How to reinforce the points of reference you established during the day before going to sleep

How to reinforce the points of reference in the morning

How to use sales points of reference to boost yourself up when you are down, and sales are down - 0:08:00

3. Typical Sales Day - 0:09:01

Two reasons why working health cases in the morning will help you make more sales during the day

Plan my day

Review appropriate points of reference (examples)

Why health detection and correction case working helps

How to get more sales points of reference by talking to satisfied customers

Establishing points of reference of the feeling of success

Using the 3-Fingers Technique to program for appointments

How to correct problems during the day

4. Cold Calls - 0:13:40

Pre-programming with the 3-Fingers Technique the night before:

To know what to say, what questions to ask, etc.

To get the feeling of helping people

To recall points of reference of previous successes

5. Dealing with fear - 0:15:47

How to deal with fear of going out in the morning

How to deal with fear in the middle of a presentation

6. Handling fear of rejection - 0:17:52

Mirror of the Mind to eliminate fear of rejection

Using sales points of reference to banish fear

7. Fear of big clients - 0:18:53

Using sales points of reference

Using health case working

Fear of customer cancellations

8. Fear of rejection - 0:20:53

How to take the pressure off yourself

Using case working to help

Using 3-Fingers Technique

Detaching yourself from the rejection

9. Using the Phone to get Business - 0:22:21

How to program to get more business by phone

Using Sales Points of Reference for phone sales

Dealing with rejection

Three Fingers Technique

Review of prior programming

10. Getting Information on the Fly - 0:25:33

Lowering your baseline with theta exercises

Hand Levitation

Theta tape

Using intuition while talking with a client

Dealing with deep fears at the theta level

11. Programming to make Cold Calls - 0:28:30

Using 3-Fingers Technique when meeting client

To ask right questions

So they will understand me, be receptive

To have the right attitude in myself

To handle fear

A quick way to deal with fear

12. Preparing to See a Client the First Time - 0:29:22

How working their health case will help

How to get health cases to practice on, and help your sales career at the same time

Working emotional case on the client

Establishing rapport with the client, at the alpha level

Working a case on the client's needs

13. Preparing for the Second Sales Call - 0:31:55

How to establish sales points of reference after the call

How to neutralize any mistakes

14. Dealing with an angry Customer - 0:33:03

Calm yourself

How to use points of reference to calm yourself

How to use points of reference to change the situation

Work the case

How to release the client's anger

3-Fingers Technique to reestablish rapport

15. Roadblocks and Rapport - 0:34:25

How to establish rapport the night before meeting a client

How to evoke the pre-programmed Instant Rapport technique when you meet the client the next day

Working their case again after the meeting

Find out what they need to feel safe

Find out what they want in their life

Send it to them

Establish 3-Fingers Technique for your next meeting

16. Closing - 0:37:37

How to ask the client, subjectively, during presentation, which close to use

Examples of getting information subjectively

17. Programming when Someone Else Presents Your Proposal to a Committee - 0:40:36

How to program thim to give a great presentation

Work case of the committee

Health cases on individuals

Goals and objectives of each member

18. Programming when Prospect needs Someone Else's Agreement - 0:42:00

Work the spouse's case

Determine spouse's needs and wants

Program client to make effective presentation to spouse

Imagine desired end result

19. Handling objections - 0:43:07

Using 3-Fingers Technique

Intuitively sensing objections ahead of time

20. Motivation, building Desire in Yourself - 0:45:39

How to keep yourself up when sales are down

Finding out how you really feel

Working a case on yourself

Acknowledging the problem

Correcting the problem

Use 3-Fingers Technique and points of reference

21. Getting into Action - 0:49:57

Working a case on the problem

How casework practice helps you work on yourself

Using a role model to correct the problem

Bring in a sample of what you desire

Using points of reference to get out of the slump

22. Selling from the Sales Counter - 0:52:31

Using sales points of reference to make more sales

Establishing points of reference with satisfied customers

Using points of reference to deal with angry customers

How to program the sales counter itself

Establishing rapport by working health cases on customers

How to get feedback on your caseworking successes

23. Working Cases - 0:54:32

How information puts you in control

How to make intuitive functioning second nature

Where to get more cases to work all day long

How to get feedback

Improving your intuition with your day-end review

How to establish points of reference for superior intuitive functioning

Two ways to get feedback, so that even when you know what the problem is, you can still evaluate your accuracy

How to find time during a presentation to work a case

Examples of triggering intuition during presentations

24. Motivating a Sales Staff - 0:58:10

How to work their cases

Physical, emotional, mental, self-image

Keeping a subjective file of each sales person

Establishing better rapport through case working

Broadcasting

Juan Silva - 1:00:20

25. Keys to Effective Selling - 1:00:52

How to be yourself. Product knowledge. Honesty.

Learn how to make your customer your friend

26. Preparing Yourself to Sell - 1:02:27

So they will confide in you

No need to use high pressure

Never be totally rejected

They will have confidence in you

27. The First Meeting - 1:04:14

Establishing points of reference when you first meet

Using points of reference in preparation for next meeting

How to program the client when you shake their hand

How to sell yourself to your client

Your characteristics, attitude, etc.

28. The Correct Attitude - 1:08:00