What to Say and How to Say It


Downloadable MP3 audio of John’s 5 CD set

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Product Description

Be different! Learn the techniques taught by John Costigan in his dynamic sales training seminars. Techniques that motivate sales professionals to change behavior and get results.

Disc 1


  1. Introduction
  2. Epiphany
  3. Being different
  4. Two jobs
  5.  4 Parts of class
  6. The sales process
  7. Pain
  8. Budget
  9. Decision process
  10. Next step
  11. Conclusion
  12. Close
  13. Be darn good

Disc 2


  1. Fundamentals
  2. Good question, why’d you ask?
  3. MBA
  4. Getting invited in
  5. Maybe stinks
  6. 15 Second commercial
  7. A new way of selling
  8. Frosty
  9. Father Flannigan

Disc 3

Fundamentals continued

  1. Customer gets rid of your problem
  2. Jack’s story
  3. No Mr. Customer it’s your problem
  4. 2 Quick tips
  5. When do I get to sell?
  6. Congratulations
  7. The best darn email
  8. Retain
  9. The five W’s and H

Disc 4

Overcoming objections

  1. Overcoming objections
  2. Shields and guards
  3. Getting pushed down
  4. I’m the guy
  5. We’re not interested
  6. James Brown
  7. Voice mail
  8. When they call you back
  9. Negotiation

Disc 5


  1. Intro to stories
  2. The MCI story
  3. The Slazenger story
  4. The London story
  5. Don’t go baseline
  6. Make the customer sell you
  7. Wow, the customer told me the truth
  8. It’s ok to tell me no
  9. The New York story
  10. Doing the demo before the demo
  11. Have Fun


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