A

fter attending my training workshops, participants used to
return to their stores and eagerly try to apply the concepts

laid out in this program. Often, their efforts lacked focus and
direction. They would try to apply all the concepts at once
without mastering any of them. I soon realized that unless they
had a clear plan to follow, they would not be able to make the
most of their efforts or reap the appropriate rewards.

Here is a step-by-step plan to help you apply the concepts

covered in this book. The idea behind the blueprint is simple. I am
going to ask you to try to master one skill before you move to
applying another one. You will build on the skills you develop.
For one week you will concentrate on applying one, and only one,
of these concepts. Each week you will record your results before
moving on to the next concept. If you carefully execute what you
have read, if you apply what you have learned, if you follow this
blueprint, you will harvest tremendous rewards.

Over time you will notice that people will respond to you

differently. Customers will divulge more information to you.
They will seem more at ease with you. You will develop more
trust and rapport with them. You will overcome objections
more effectively. You will feel more confident in asking for the
sale. You will be able to outshine your co-workers. You will
close more sales! You will make more money!

a p p e n d i x 3

A Blueprint for

Success