The ESF is a comprehensive system of persuasive communication. It is based on the principle that the decision to buy is ultimately an emotional one, but it is also justified with logic. So emotional (right brain) and rational (left brain) components must both be incorporated in the sales process to maximize success.
Your sales professionals will learn how to generate rapport with anyone they want, get honest answers to their questions, make more persuasive presentation, answer questions to properly overcome resistance, and complete the sale confidently.
In addition to developing our clients into more confident, motivated professionals, the result of The Empathy Selling Formula are:


Using our Discovery Process, we create custom, modular programs for your group, while also providing supporting materials and regular follow-up training.The following tools will enhance your sales professionals' performance:

Match and Guide
Say It/Ask It
Action Questions
Objections into Objectives
Treasure Map to the Sale
The Prospect Analyzer
The SLIDIN Technique
Neuro-Linguistic Programming
Relational Presentations
Validation Technique
Benefit Builders
More Alternate Closes
Post Closing for Referrals
Time Management
Remembering & Using It All
Each successful business faces the ongoing challenge of attracting new clients. New business is the lifeblood of any organization. The Power Prospecting System is guaranteed to meet the needs of your financial services company.

We assist you to obtain a database of business owners with sales that meet your criteria. We customize a pre-approach letter that is mailed to approximately 50 to 60 business owners per week.
We hire and train a telemarketer, whose job it is to get you appointments. The telemarketer works 5 to 6 hours a day, 4 to 5 days a week. The telemarketer can be an employee or independent contractor. Having your own dedicated telemarketer gives you better communication, control and results.
We also provide you with a complete script, including answers to all major objections and important questions. Your telemarketer is fully prepared to furnish your prospects with enough information to generate quality professional appointments.
We train your telemarketer in advanced telephone techniques which allow him/her to have rapport with virtually every type of prospect.
We furnish you with follow-up letters to your prospects that are easily prepared by a computer to complete the process.
The entire program is monitored and tracked by TeleMagic Software. It is easy to use and increases productivity 20% to 40%.
We leave you with a Turnkey System that continues to generate qualified appointments for you week after week.

Be One of the Top 10% of Sales Professionals! Learn the secrets of the Masters from the Consultant to the Super Stars. Stan Fidel has set up prospecting programs for sales people who earn over $1,000,000 in commissions a year.
He reveals proven techniques for getting through to the decision-maker, new, easy-to-learn principles to establish rapport with virtually anyone, and additional skills to close the sale, easily and with less stress.

Day 1
Day 2
Day 3

Power Prospecting Skills

Getting Past the Gate Keepers
How To Say "Hello"
How To Improve Rapport
How To Make a Compelling

How to Ask & Answer Questions
How to Make a One-Minute Phone Presentation
How to Overcome Resistance
How to Close for the Appointment
How to Reduce Cancellations

Sample Marketing Letters will be provided for the agent's use after the session has been completed.

Sample Telephone Scripts will be provided for the agent/representative to use and modify to fit their particular markets.

Role-Playing will allow agents to practice their newly learned skills.

Power Selling

Review Skills Learned on Day One

Understanding the Road Map to the Sale

How to Shake Hands

How to Open Your Interview

More Rapport-Building Skills

How to Probe to Get to Your Prospect's Underlying Emotions

How to Build Irresistible Benefits

How to Close

Power Closing

Review Skills Learned in Day Two

5 More Closes

How to Post-Close

Identifying Buying Strategies


Follow-Up Marketing Letters

Please call or email for details on these brand new, exciting sales training ideas!

NEW! Video Conference Training
Live training conferences for groups via video cameras and the PC.

NEW! Sales Tip of the Day Program
Email messages or videos with wise words and reminders of best practice techniques for sales and marketing. Programs by the day or week.


How to Launch a Profitable Sales Operation (soft cover book)


"When the Going Gets Tough, Invest in Sales and Marketing," The Fidel Marketer (on-line newsletter), April 8, 2002

"Keys to Fidel-ity," Direct Magazine, September 1, 1996

"Phone Skills, Direct Mail Generate Appointments," National Underwriter, July 3, 1995

Power Telephone Prospecting
Stan Fidel reveals proven techniques for getting through to the decision-maker and new easy-to-learn principles to establish rapport with virtually anyone.

Get All You Want
Advanced Telephone Techniques
Advanced communications skills you can use on the phone or in person.

Advanced Markets Kit for Life Insurance Agents
Includes Power Telephone Advanced Telephone Techniques Video, Get All You Want Audio Cassette, and Prospecting Advanced Markets Kit Script & Cassette