* Fifteen closes that can be used to acquire the prospect’s commitment. The number of closes is substantially increased by their outline of how to use them in combination with each other

* Detailed prospecting process which covers planning and executing the process, setting goals, managing the prospecting pipeline, understanding conversion rates and methods of improving them

* A 5-step process for handling objections. How to find points of agreement with the prospect, clarify the details of the objection, assure the prospect that you have heard and understand their concerns, uncover the hidden objections, and provide an effective answer to the prospect

* A 5-step negotiation process. Discovering the essence of a negotiation and how to beat the prospect’s tendency to demand a lower price