This document provides an overview of sales concepts and strategies from Brandon Kirk Newsom's perspective. It references many sales books and authors that have influenced his approach, which focuses on developing relationships, being enthusiastic, listening well, and avoiding direct sales tactics. The document outlines keys to his success like having an outside sales mentality, asking questions to understand clients' needs, and emphasizing nonverbal communication. It concludes by stating the importance of building relationships and generating revenue.

1. 2/13/2014
GROUP COPY
NumberEffect( RedZone,Forscasting,Commissions,SpreadReport)
Team BuildingExercise-Demonstration- Workingtogether- NoI inWE
Sales---Verbal ManipulationandMisdirection-Psychological
Magic-Methods,Techniquesand Principles -
“To Understand your Present…You must Appreciate the Past” - BKN
MedSys Group/Client Services
Reference Guide
Sales Concepts/Strategies
Brandon Kirk Newsom

2. Introduction::::: If we encounter a man of rare intellect, we should ask him what
books he reads.
–Ralph Waldo Emerson
Beeninsalesforover20 years. BoughtalmosteverybookonSALES Techniques.Libraryof Congresson
Sales,andMotivationBooks.Persuasion- Communication…-
Knowyourclient,Company -productservice,competition, positiveattitude-be prepared-follow up
INDEXCards: Motivation,Sales,Persuasion,Communication,Inspirational
Tom Hopkins, (PuppyDog close) ,ZigZiglar Brian Tracy, - Tony Robbins., JamesK Van Fleet,Jeffrey
Gitomer,StephenCovey, Og Mandino, NapoleanHill,Dale Carnegie,Norman VincentPeale, Ken
Blanchard, Harvey Mackay, Denis Waitley,MarkVictor Hansen, Maxwell Maltz. Jose Silva , Eckhart
Tolle,Wallace D Wattles,Robert Cialdini,WilliamClementStone,Samuel A Cypert.
YELLOW FOLDER- Top SalesBooks
My Father- HisApproach- advice
For every sale you miss because you're too enthusiastic, you will miss a hundred because you're
not enthusiastic enough. – Zig Ziglar
1. BeingTenacious,Assertive,Persistent.Alwaysdescribedme since the very beginning
Green Folder WHAT IS YOUR BRAND?Cheetah- (MommaLisa) –Brian Tracy -Life isa Mysteryto be
livednota problemtobe solved

3. Questions:::::
RED Folder SpinSelling- come upwithaway to ask yourclientquestionsinordertoexpose their“pain”
and then“save themwithyourproduct or services.
 Yellow Folder Scopinga Meeting Document – Consulting
Go overa fewof the Highlights-
Questions::::::
BRANDON- KEYPOINTS- My APPROACH
Outside SalesMentality- attire,time,professionalism
Relationshipsare the key. Developthem
It’snot whatyou say it’showyousay it. (nonverbal)
Be Enthusiastic,Energetic,Creative,Positive,Determined -Aggressive
Learn Matchingand Mirroringtechniques
Don’tbehave like asalesperson-
Be visible- peoplebuyfrompeople thattheylike
Listeningisdifferentthathearing.
 From the Blog- 10 sales training Tips
 My top3-4 …. What are yours?
Conclusion:::::::::::
Why we are here----- ???$$$inBox- Relationshipstobuildand$
“Whatever you are, be a good one.”
-Abraham Lincoln

4. ORDER THIS BOOK
Non
Verbal Communication

5. According to Kramer, "94% of our communication is nonverbal, Jerry" (Seinfeld, January 29,
1998).
NOTES :

6. BrandonK Newsom2/13/2014
“Your attitude, notyouraptitude,determinesyouraltitude.” –ZigZiglar