Week One
Mindset Empowerment

We’ll start off by looking at everything that will be developed during the course, including the commitment you’ll need to achieve the best possible outcomes.

What you learn during this week will transform your mindset and help empower you as an individual, boost your confidence, and improve your overall performance.
Topics covered:

The Psychology of Success.

• Psychology vs. Mechanics.
• Motivation vs. Inspiration.
• The Value of Building Trust.
• Relationships & Partnerships.
• Self-Image.
• Fear.
• Values.
• Goals.
• Money Psychology.

Week Two
Human Behaviour & Relationships

Understanding human behaviour means understanding yourself, your friends, your family, your employees, and your clients – in other words, giving you the clarity and awareness you need to build and maintain amazing relationships in all areas of your life.

This week focusses on people; how to understand the complex and multi-faceted relationships we all share, and how to build the rapport that equals power.

Topics covered:

• What DRIVES people, what ACTIVATES people to TAKE ACTION.
• Humans love to live in the PAST – past experiences influence buying behaviour.
• The core human need is FULFILLMENT.
• Most failures can be traced back to relationships.
• Everything great happens in a team environment.
• A good place to start – focus on yourself first then focus on others.
• Your previous experiences determine your present ability.
• Share your weaknesses to others.
• Manage your emotions and stay consistent.
• BUILDING rapport – responsiveness, creating a connection, and creating a feeling of commonality.
• People try to build rapport with words only – actions, tone and body language matter.
• People buy from people they like and trust.
• Show genuine interest in others.
• Believe in people for them to believe in themselves.

Week Three
Confidence, Self-Esteem & Self-Discipline

During this week, all to do with the confidence and discipline you need to achieve ultimate life mastery, we’ll examine the factors for your success:

1. Decide on what you want.
2. Determine the price you will have to pay.
3. Pay that price – in advance.
4. Willingness.
5. Learn from experts.

Topics covered:

• CONFIDENCE: A strong component of personal and business life.
• Thoughts and Conditions = Effects and Outcomes.
• BLAME vs. RESPONSIBILITY.
• Guilt – self-sabotage, control, and manipulation.
• Take responsibility – you’re not the same person.
• You become what you think about – what do you think about?
• Self-Ideal + Self Image = Self Esteem (consistent behaviours).
• All disciplined people feel they are not disciplined.
• Discipline = consistency.
• Don’t take shortcuts.
• Key word – SACRIFICE immediate for long-term.
• Persistence – against adversity, a measure of strength.
• Persistence = courage (start and endure).
• Law of Unintended Consequence.

Week Four
Advanced Leadership

Leadership skills can (and should) be applied throughout every aspect of your life – from the business arena to your social life – but they don’t always come naturally.

During week four we’ll develop your leadership skills, making you more prepared for any challenges you may face in life.

Topics covered:

• Leadership is a daily, ongoing process.
• Everything rises and falls on leadership.
• Learn to destroy the LIMITATIONS in your mind.
• Master your psychology – FOCUS on what you CAN CONTROL.
• Take ACTION.
• Lead by example – visual leadership.
• Give VALUE to others – help people get what they want…
• Focus on others first – Features vs. solutions.
• Have certainty and passion (excite people).
• Have courage and be authentic.
• 5 power points in leadership.
• The truths in business.
• Psychological placement of leadership.
• 5 levels for advanced leadership.

Week Six: Listening Skills & Buying Personality

Understanding how to listen, to really listen, as well as the different personality types you’ll encounter in both your business and personal life is worth so much more than simply ‘making the sale’.

This week looks at everything you need to listen to and understand everyone you have dealings with.

Topics covered:

• Listening & Buyer Personalities.
• Stages of purchase.
• Risks involved.
• Factors affecting buyer decision.
• Needs.
• Sales Personalities.
• DISC psychological personality types.
• DISC psychological traits.
• DISC positive and negative traits.
• Handling DISC personality types.

Week Seven: Prospecting For Ideal Clients

Here we get even more into the nitty-gritty of achieving mastery in your business, and skyrocketing your sales – your prospects.

How do you ensure that you completely understand your audience, and have the skills and confidence needed to turn prospects into clients? This week builds on the knowledge of human behaviour you acquired earlier on in the course, and ensures you’re confident dealing with any type of prospect situation you encounter.

Topics covered:

• 3 types of prospects.
• The complacency of prospects.
• Identifying the ideal client.
• Specific needs analysis – qualifying questions.
• Identifying how to establish market analysis.
• Prospecting platforms – offline and online.
• Tactics.
• Shock and awe pack – to streamline getting to a decision maker.
• Cold calling.
• Strategies for better conversions.
• Getting through gatekeepers.
• Navigating through voicemail.
• Reactivating the point of contact.

Week Eight: Advanced Mindset Selling

Here we look at more, so much more, than the basic tenets of sales. Week eight is an in-depth, advanced module, that’s going to challenge your mind, but give you ULTIMATE sales mastery at the end of it.

• Attributes of Selling.
• The client goals.
• Mitigating risks.
• Empowering clients.
• Client motivations.
• Traits in selling.
• The brain and its association to maximizing the sale.
• Value proposition points.
• Customer focus points.

• Characteristics of a great salespersons.
• Client fears.
• Persuasion and influence in selling.
• Problem solving.
• Qualifying questions.
• Tonality to maximize conversions.
• Body language to influence and build rapport.
• Strategic up-selling measures.

Advanced Sales Process:

• Using the POMVIC Sales Strategy.
• Problem.
• Outcome.
• Measure.
• Value.
• Implementation (Investment).
• Commitment.

Week Nine: Understanding Pricing, Objections & Closing Tactics

The advanced closing strategies you’ll learn during this week will instil in you complete confidence in your ability to close deal after deal, boosting your feelings of empowerment and creating amazing sales.

Topics covered:

• Value over price.
• Price and in relation to the perception of the product.
• Deferring initial price objections.
• Reasons why clients don’t buy.
• Techniques to display value proposition.
• Understanding the closing signals.
• Closing tactics.
• Closing traits.
• Closing words.
• Why should clients choose you?
• Indecisions and procrastinating on product purchase.

Week Ten: Handling Common Client Objections with Powerful Closes

You’re never going to be the perfect fit for everyone, and that’s in life as well as business, but how you handle yourself in these situations makes such a difference. In fact, if you’ve got the right levels of confidence as well as some advanced tools in your arsenal, you can turn an objection (or even an outright NO), into a sale.

During this final week, you’ll learn everything you need to handle objections like a pro.

Topics covered:

• What does ‘objections’ mean?
• Perception of value.
• 9 common objection types.
• Quick objection overrides.
• Objection blocking strategies (raising the objection).
• Trust based objection strategies (soft approach).
• Psychological objection strategies.
• Advanced closing techniques for large purchases.
• The common objections raised by clients.