Sales Training

Staff Recommended Programs

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  1. Ask for The Order

    Ask for The Order

    $795.00

    <p> Production Date: 2004</p> <p> Do you remember the old parable: &quot;Give them a fish and they&rsquo;ll eat for a day, teach them how to fish and they&rsquo;ll eat for a lifetime.&quot; Well, closing the sale is the same thing. Teach them (your salespeople) the skill of how to improve their closing of sales and you give them and your organization a gift for a lifetime- consistently much higher sales. That&rsquo;s the gift that keeps on giving to everyone.</p> <p> Consultative Selling in the 70&rsquo;s, Strategic Selling in the 80&rsquo;s, Partnering in the 90&rsquo;s. Wow! With all the changes in selling, it&rsquo;s a wonder that sales managers can sort it all out and incorporate the right methods for their business.</p> <p> Was all this Change needed? Probably. Competition has increased dramatically. Products and services have grown more complex. Sales cycle time and the cost of a sales call have increased several-fold. Customers need much more help in making the right decision. But through it all, one facet of the sales process has remained Constant. Salespeople have the ultimate responsibility for bringing all their selling activities to a successful Close. And Closing is all about ASKING FOR THE ORDER.</p> <p> Research has clearly shown that if you don&rsquo;t ASK FOR THE ORDER, your probability of Closing is less than 20%. That&rsquo;s why noted sales trainers, authors and consultants Arthur R. Bauer and Gerald L. Manning have teamed up to produce a brand new high powered video-based sales training course entitled ASK FOR THE ORDER! (We&rsquo;ve branded the course AFTO&trade;.)</p> <p> AFTO&trade; is designed to work with ALL selling strategies with all salespeople &ndash; rookies and veterans, field sales, or telemarketers. This video shows your salespeople how to get the order they have been working on and earned, rather than letting the competition have it.</p> <p> What are AFTO&rsquo;s Key Learning Points?</p> <ul> <li> Customers expect you to AFTO</li> <li> Fear is the main reason salespeople don&rsquo;t AFTO</li> <li> What is Tough Minded Selling?</li> <li> Don&rsquo;t mistake Doubt for Rejection</li> <li> The 3D Approach to Selling - Dedication, Discipline, Determination</li> <li> To close a Sale, ask a Closing Question</li> <li> Using the Direct Approach to Closing Questions</li> <li> Using the Indirect Approach: Take-it-for Granted Either/Or Step by Step Positive/Negative</li> <li> When should Closing Questions be asked?</li> </ul> <p> The TV quality video includes 11 realistic vignettes in diverse business settings with 43 different actors. With Art Bauer as on-camera expert narrator, you&rsquo;ll see demonstrations of right way/wrong way closing techniques and easy to remember graphic reinforcements of key learning points. The Training Leader&rsquo;s Guide provides step-by-step roadmap for either 1.5 hour or 3-hour training sessions. Group discussions and role-playing exercises insure participation and experiential learning. AFTO&rsquo;s great accessories provide fun reminders of the experience for all attendees.</p> <p> What are the benefits to you and your team for buying and using the AFTO TM sales training program?</p> <ul> <li> Increases the skill level of your sales people in one sitting.</li> <li> Increases the closing ratio of your sales team.</li> <li> Increases the confidence of your sales people.</li> <li> Teaches your team the four best kinds of closes.</li> <li> Teaches your team the three &quot;D&quot;s of Tough Minded Selling.</li> <li> Teaches your team when to close (and when not to).</li> <li> AFTO&trade; can be customized for your organization.</li> </ul> <p> So, teach your sales team more about closing, with the Tough Minded approach and you&rsquo;ll increase everyone&rsquo;s bottom line.</p> <p> <b>Product Includes:</b> AFTO&trade; is a &quot;Sales Training Meeting in a Box&quot; and includes all the training elements needed to run an engaging, informative and fun session:</p> <p> <b>Instructor&rsquo;s Kit </b></p> <p> 26-minute AFTO Video (and/or DVD), 38-page Training Leader&rsquo;s Guide, CD-ROM with Training Leader&rsquo;s Guide, Participant&rsquo;s Workbook &amp; 22-slide PowerPoint&reg; presentation</p> <p> <b>Meeting Kit</b></p> <p> 25 - AFTO participant buttons (&quot;I AFTO&hellip;do you?), 25 - AFTO note pads, 25 - AFTO Reminder Cards, 25 &ndash; Certificates of Completion, 1 - 12&quot; x 24&quot; 4-color AFTO&trade; Poster, suitable for framing (&quot;I AFTO&hellip;do you?)</p> <p> Additional Meeting Kits for 25 participants: $99</p> Learn More
  2. Breaking Competitive Accounts

    Breaking Competitive Accounts

    $645.00

    <p> Now your salespeople can increase their closure rates and margins by implementing the secrets of winning business, instead of walking away defeated. This inside-scoop video program discusses tips for getting inside the door and positioning the sale. It equips salespeople with seven fundamental and critical actions that go beyond needs-based selling and into the arena of breaking competitive accounts.</p> <p> Key Learning Points:</p> <ul> <li> How to use a campaign theme to develop a strong price/value perception.</li> <li> How to reposition the competition and maintain control.</li> <li> How and when to close the sale successfully.</li> </ul> <p> Program Includes: <strong>23 minute video</strong>, leader&#39;s guide and self-study book.</p> Learn More
  3. Business to Business Prospecting Sales Training

    Business to Business Prospecting Sales Training

    $995.00

    <p> Nationally known business consultant, author and trainer Winnie Ary brings with her years of successful selling experience to this exciting venture. Her energetic, motivational and direct communication style will quickly draw your staff into her crucial message. Some of Winnie&rsquo;s clients include: Ashland Chemical, Bank One, Boise Cascade, Haworth, Ikon Office Solutions, Knoll, Lexis Publishing and United Way.</p> <p> This 3-part series is designed to help sharpen the new-business selling skills of even the most seasoned sales professionals by helping them aggressively mine their territories and become more confident in pursuing and closing new accounts. Train your salespeople to be superstars and help your business thrive!</p> <p> An Excellent Resource That Will Help You:</p> <ul> <li> Find new prospects within existing accounts to maximize revenue from your current customer base.</li> <li> Extend your product life cycle and increase revenues by reaching new niche markets.</li> <li> Develop a national accounts program for selling to multiple sites within an organization.</li> </ul> <p> Part 1: Business to Business Prospecting: Determine and Reach Decision Makers: Sticking To It</p> <p> The first step in the sales cycle is often the most difficult. This video highlights important tips that will help your staff to get past the gatekeeper and make contact with the person who can turn a sales call into a profitable business opportunity.</p> <p> It covers the following:</p> <ul> <li> Implementing an action plan.</li> <li> Increasing the effectiveness of each sales call.</li> <li> Getting beyond the barrier when you can&rsquo;t reach the decision maker.</li> <li> Superstar salespeople.</li> </ul> <p> Part 2: Business to Business Prospecting: Verify the Decision Maker and Ask for the Business: Develop the Thirst</p> <p> Salespeople will learn to overcome the &quot;resistance mode&quot; often encountered in an initial sales call. The video shows how to determine the needs of a potential client while developing trust and rapport.</p> <p> It covers the following:</p> <ul> <li> What to say once you&rsquo;ve made contact. Setting appointments&ndash;Quality vs. Quantity.</li> <li> Don&rsquo;t kiss on the first date&ndash;the importance of relationship building.</li> <li> How to ask for the business. Overcoming the &quot;resistance mode.&quot;</li> </ul> <p> Part 3: Business to Business Prospecting: Listening and Addressing Resistance: Prepare for the Obstacles</p> <p> In this informative video, your staff will learn how to master their selling skills and overcome the inevitable objections that follow once you have asked for the business.</p> <p> It covers the following:</p> <ul> <li> Addressing resistance and handling objections. Knowing when to: listen, ask questions, and wait for a response.</li> <li> Importance of open-ended questions.</li> <li> Establishing rapport.</li> <li> Mastering your selling skills.</li> </ul> <p> &nbsp;</p> <p> <strong>Run Time:</strong> 46 Minutes</p> Learn More
  4. Call to Order
  5. Coach the S.A.L.E. for Sales Managers

    Coach the S.A.L.E. for Sales Managers

    $995.00

    <div class="product_desc"> <p> A part of The S.A.L.E. Series, Coach the S.A.L.E. for Sales Managers introduces the multiple roles, responsibilities, knowledge and skills required of an effective sales manager.</p> <p> Participants will experience a variety of learning activities, including opportunities to explore and practice skills and strategies related to modeling the S.A.L.E. process, setting goals and expectations, managing accounts and applying the coaching process.</p> <h4 class="imp"> <span style="color: #000080;">The S.A.L.E. Process:</span></h4> <ul> <li> <strong>S</strong> - Set the stage</li> <li> <strong>A</strong> - Analyze needs</li> <li> <strong>L</strong> - Link to solutions</li> <li> <strong>E</strong> - Establish commitment</li> </ul> <h4> <span style="color: #000080;">The Four-step Coaching Process</span></h4> <ol> <li> Identify the S.A.L.E. issue</li> <li> Get agreement on the problem</li> <li> Agree on an action plan</li> <li> Follow up</li> </ol> <h4 class="imp"> <span style="color: #000080;">Learning Point Highlights:</span></h4> <ul> <li> Inspires managers to model the S.A.L.E. process for their teams</li> <li> Helps managers recognize and respond to their most common challenges</li> <li> Provides a four-step process for coaching sales professionals</li> </ul> <h4> <span style="color: #000080;"><strong>The videos used in this program are:</strong></span></h4> <ul> <li> <em>S.A.L.E. One Step at a Time for Sales Managers - 33 Minutes </em></li> <li> <em>S.A.L.E. Putting it all Together for Sales Managers - 11 Minutes</em></li> <li> <em>Coaching for S.A.L.E. Success - 12 Minutes </em></li> </ul> <p> We can help you acquire <em>Coach the S.A.L.E. for Sales Managers</em>, a sales training DVD originally produced by VisionPoint, which was purchased and is now owned by Monad Trainer&rsquo;s Aide. This training program is part of a closeout inventory consisting of limited quantities, reduced in price, and once sold will not be available again.</p> <p> <br /> <strong>Run Time:</strong> 56 Minutes</p> </div> Learn More
  6. From Hell Series John Cleese Training Video
  7. Howlers Series John Cleese Training Video
  8. Muppet Sales and Service Combo
  9. Muppets - Sales Savvy

    Muppets - Sales Savvy

    $445.00

    <p> <em>Muppet Meeting Opener</em> <br /> <br /> Sometimes the best way to learn how to do something is to learn how not to do it. While Mr. Right knows everything about selling, Mr. Wrong&rsquo;s idea of a good sales opener is, &quot;Put on a little weight, eh?&quot; Can we really tell the difference between right and wrong? Stay tuned, because we guarantee you&rsquo;ll be sold by the ending! <br /> <br /> Let the MUPPET crew give your meetings a boost with their award-winning Muppet Meeting Openers. <br /> <br /> You&rsquo;ll laugh and you&rsquo;ll love the way the MUPPETS approach every business situation. These short humorous programs can be used to open a meeting, announce breaks, end a meeting or to sparkle up a meeting that might be a little dull... not that your meetings are ever dull!</p> <p> <strong>Run Time:</strong> 3 Minutes<br /> <br /> <strong>The Sales Savvy video is part of the <a href="http://carltonstraining.com/muppet-video-library">Muppet Video Library</a>. </strong></p> Learn More
  10. Muppets - Sell! Sell! Sell!

    Muppets - Sell! Sell! Sell!

    $445.00

    <p> <em>Muppet Meeting Opener</em> <br /> <br /> The title of this motivational &quot;tour de farce&quot; says it all. A rousing way to open or close any meeting, reminding the audience how all business is based on one thing - selling. The Muppets Sell Sell Sell is the most popular program in the classic library. <br /> <br /> Let the MUPPET crew give your meetings a boost with their award-winning Muppet Meeting Openers. <br /> <br /> You&rsquo;ll laugh and you&rsquo;ll love the way the MUPPETS approach every business situation. These short humorous programs can be used to open a meeting, announce breaks, end a meeting or to sparkle up a meeting that might be a little dull... not that your meetings are ever dull!</p> <p> <strong>Run Time: </strong>2 Minutes<br /> <br /> <strong>The Sell! Sell! Sell! video is part of the <a href="http://carltonstraining.com/muppet-video-library">Muppet Video Library</a>. </strong></p> Learn More

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