Dear Colleague,

I just returned from the International Builders Show in Orlando and I am all pumped up!!! And as you might imagine, that can be a real dangerous thing.

However, I will temper my enthusiasm, only a little, to give you some of the highlights of the program I delivered on Friday morning to more than five hundred show participants.

...and I have a special gift for you from the show. I am giving you the handout that was distributed to the seminar attendees...with the answers and plenty of supplemental information. I told you I was in a good mood.

First, my program was called, How to Identify Key Buying Motivators. I discussed the following points:

• Warning signals that you are not hitting the key buying motivators of your prospective customers
• You don't need to know how to sell as much as you need to know why people buy
• Five key buying motivators and what your prospect is saying to themselves along the way
• Exploratory questions to identify key buying motivators
• Five key concepts to discovering key buying motivators

I covered these main points in one hour. It was fast paced, lively and very content rich. I would highly suggest that you track down the audio recording from the National Association of Home Builders and listen to it over and over and over...... I don't get any residuals from the recording. It was just that good.

I am giving you the handout with the answers. The answers were not provided in the seminar handout but I have filled them in for you. If you were in attendence at the program and you missed some points, then you will be able to fill in the blanks.

Also, I have included in the handout a special section for sales managers or people who run sales meetings. It is a four-week agenda for your sales meetings. It is a complete outline of what to discuss and how to implement the suggestions. If you have ever looked for content for these meetings, here is your answer. Feel free to use it.

Over two hundred seminars were conducted at IBS and this was one of the best educational shows I have ever attended or presented to.

Take a look at the handout and send me your questions, comments and suggestions. In the mean time, make it a great 2006 and go out and sell lots of stuff. It is just too fun not to.

As always, take great care of yourself and those who depend on you.

Ps. If, for some reason the PDF handout does not open up, just send me an email and I will send the original file to you.

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