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Course Modules

  • 1

    Section I: Your Personal Plan for Winning (S1:M1)

    • Discover Your Destiny

    • The Patterns of Emotions

    • The Six Human Needs

    • The Ultimate Success Formula

    • Customer Service Made Simple: Your Guide to How to Enjoy Each Work Day, Advance Your Career & Make More Money

    • The Ultimate Success Formula Worksheet

    • Your Call to Action
  • 2

    Section II: The Amazing World of Direct Sales - Direct Sales (S2:M1)

    • Introduction

    • What is Direct Sales?

    • Practice - Direct Sales

    • Review - Direct Sales

    • Test - Direct Sales

    • Conclusion
  • 3

    Section II: The Amazing World of Direct Sales - Independent Reps (S2:M2)

    • Introduction

    • Why Someone Chooses Direct Sales

    • 10 Characteristics of Top Direct Selling Professionals

    • Common Challenges

    • Practice - Independent Reps

    • Review - Independent Reps

    • Test - Independent Reps

    • Conclusion
  • 4

    Section II: The Amazing World of Direct Sales - Compensation Plan Fundamentals (S2:M3)

    • Introduction

    • 5 Successful Behaviors

    • 2 Objectives of a Successful Compensation System

    • The Party System

    • Binary Plans

    • Uni-Level Plans

    • Stairstep Breakaway Plans

    • Matrix Plans

    • Practice - Compensation Plan

    • Review - Compensation Plan

    • Test - Compensation Plan

    • Conclusion
  • 5

    Section II: The Amazing World of Direct Sales - Retention Essentials (S2:M4)

    • Introduction

    • The Demand for Value

    • The Hidden Attrition Problem

    • Practice - Retention Essentials

    • Review - Retention Essentials

    • Test - Retention Essentials

    • Conclusion
  • 6

    Section II: The Amazing World of Direct Sales - 10 True Tests (S2:M5)

    • Introduction

    • 10 True Tests

    • Test #1 – Product and Price

    • Test #2 – Investment Requirement

    • Test #3 – Purchase and Inventory Requirement

    • Test #4 – Sales Commissions

    • Test #5 – Buy-back Policy

    • Test #6 – Retail Sales

    • Test #7 – Field Rep Activity

    • Test #8 – Earnings Representations

    • Test #9 – Training Programs

    • Test #10 – Management Team

    • Review - 10 True Tests

    • Test - 10 Trust Tests

    • Conclusion
  • 7

    Section III: The Vault Essentials - Winning Customers (S3:M1)

    • Introduction

    • Keeping the Customers You Have

    • Managing Expectations

    • E = Empathy

    • X = eXtras

    • P = Pledge

    • E = Effectiveness

    • C = Consistent

    • T = Touch

    • Practice - Winning Customers

    • Review - Winning Customers

    • Test - Winning Customers

    • Conclusion
  • 8

    Section III: The Vault Essentials - Communicating Value (S3:M2)

    • Introduction

    • Why Do Customers Like Your Company?

    • How Do You Show Value to Customers?

    • How Do You Define Value?

    • Features & Benefits

    • Communicating Value Through Features & Benefits

    • Practice - Communicating Value

    • Review - Communication Value

    • Test - Communicating Value

    • Conclusion
  • 9

    Section III: The Vault Essentials - Absolutes for New Accounts (S3:M3)

    • Introduction

    • Your First Responsibility

    • 3 Ways for Early Success

    • 5 Absolutes for a Great Start

    • Absolute #1: Demonstrate that you care

    • Absolute #2: Get all the account information correct

    • Absolute #3: Get them connected

    • Absolute #4: Understand, manage, and exceed expectations

    • Absolute #5: Answer questions & reinforce decisions

    • Practice - Absolutes for New Accounts

    • Review - Absolutes for New Accounts

    • Test - Absolutes for New Accounts

    • Conclusion
  • 10

    Section III: The Vault Essentials - Remarkable Order Entry (S3:M4)

    • Introduction

    • The 3 Outcomes

    • 8 Tips for a Great Experience

    • Practice - Remarkable Order Entry

    • Review - Remarkable Order Entry

    • Test - Remarkable Order Entry

    • Conclusion
  • 11

    Section III: The Vault Essentials - Handling Cancellation Requests (S3:M5)

    • Introduction

    • The 3 Outcomes from Cancellation Requests

    • The 4 Steps to Handle Cancellation Requests

    • 4 Steps to Handle Cancellation Requests - Full PDF

    • Practice - Handle Cancellation Requests

    • Review - Handle Cancellation Requests

    • Test - Handle Cancellation Requests

    • Conclusion
  • 12

    Section III: The Vault Essentials - Increasing Average Order Size with Suggestive Selling (S3:M6)

    • Introduction

    • The 3 Principles

    • The 3 Principles - Full PDF

    • The 5-Step Selling Process

    • Practice - Increasing Average Order Size

    • Review - Increasing Average Order Size

    • Test - Increasing Average Order Size

    • Conclusion
  • 13

    Section III: The Vault Essentials - Resourceful Recovery (S3:M7)

    • Introduction

    • Why People Call to Complain

    • The 6 Steps to a Great Recovery

    • The 6 Steps to Recovery - Detailed PDF

    • Practice - Resourceful Recovery

    • Review - Resourceful Recovery

    • Test - Resourceful Recovery

    • Conclusion
  • 14

    Section III: The Vault - Keeping Your Company Legal (S3:M8)

    • Introduction

    • The Reward for Direct Sales

    • Why Direct Sales is Regulated

    • The 6 Basic Legal Principles

    • Practice - Keeping Your Company Legal

    • Review - Keeping Your Company Legal

    • Test - Keeping Your Company Legal

    • Conclusion

About the instructor

Terrel Transtrum

Founder/CEO

I believe that life is messy, and there is purpose in the challenge. Most of us are not achieving the kind of growth that allows us to be as fulfilled and generous as we’d like to be. Because of the success I have experienced with direct sales, I write, think, and speak about helping others achieve life and career success through direct sales—making the path to success much wider. Our clients navigate the complexities of direct sales with our guidance. Terrel Transtrum is Founder and CEO of ServiceQuest, building on a 30-year foundation with more than 800 of the most respected direct-selling companies in the world. He earned the following degrees during the years he attempted to tame his entrepreneurial spirit: B.S. in Accounting (BYU), J.D. (U of Idaho), LL.M. (U of Miami). Extreme Specialties: Assessment & Strategy, Executive Mentoring, Customer Service Systems, Policy Administration