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Sales Training & Education The Negotiation Sourcebook, Second Edition focuses on the needs of active negotiators&emdash;those people asked daily to negotiate with vendors, government officials, and others. The articles cover a cross section of these negotiations and will help to fill in the gaps for those situations that your negotiators may have only limited experience in addressing. There are also a number of articles that provide a theoretical framework for the process, since more than technique is needed to be an effective negotiator. Because we do not negotiate in a vacuum but within the context of a relationship, each of these articles leans towards the problem-solving or collaborative approach. Unfortunately, not everyone readily accepts this model.
 Improve your sales force to yield more substantial results with comprehensive training. Sales Training Repros provides practical training on basic skills in the key areas of communications, sales techniques, and the sales process. The illustrated, reproducible handouts bring your training to life. Plus, all the step-by-step sales force training tips and materials will make preparation simple and training effective.
Topics covered include:
 Produced - 1994 From the cold call to that first appointment, from asking the right questions, to closing the sale, these videos give practical training in selling techniques that work and show how you can apply these techniques of varying sales situations. The package is divided into four modules:
Program includes: DVD (44 mins), Self study DVD (44 mins), training notes and self study workbook.
 Produced - 1995
In this video a cocky telesales executive is quick to complain about the treatment he receives from an evasive car salesman he's been trying to pin down over the telephone. But he is blind to his own errors. It isn't until a 'Twilight Zone'-like dream sequence that he sees the light and discovers where he's been going wrong.
Program includes: DVD (20 mins),briefcase booklet and discussion leader's guide.
If looks could kill demonstrates how thoughtless behaviour can create a dissatisfied customer. Its sequel, Through the customer's eyes, takes a different stance. In this amusing story with a sting in the tail, we see that how we believe we are behaving is not necessarily how the customer sees it. Mrs Porter (Marion Bailey) has reached the end of her tether. Her mounting frustration while shopping in Starmore's department store has driven her to the edge. Inspector Thackeray (Jeremy Clyde) from the Customer Services Squad arrives to investigate her claims of rude behaviour and poor service on the part of a number of the store's sales assistants. He retraces Mrs Porter's movements and uncovers a number of cases where she was ignored, forgotten or treated badly by staff. For example, she was left waiting while they did other jobs or discussed business with other employees. Inspector Thackeray then shows how positively Mrs Porter would have reacted had she received the service she expected. The staff of Starmore's learn to acknowledge waiting customers and apologise for any delay in serving them; understand that non-selling work comes second to serving customers; and discover when to call in a manager to resolve a problem. Finally they learn always to respect the customer's purchase. When sales staff offer the service that a customer expects, everyone benefits. Friendly behaviour sells. It also creates the perfect environment for selling accessories and services. The benefits
Also available for online training - learn more!
In Part 1, Valuing your customers, a ‘Flash-Harry’ salesman takes every opportunity to show off his expertise. He’s all action - rushing from call to call, trying to satisfy customers’ every whim. But it soon descends into chaos and inevitably he starts missing appointments. In contrast, his colleague takes time to research customers and targets those that offer the greatest opportunity. Her approach means fewer calls, even fewer individual sales, but more long-term profit for her organisation.
In Part 2, Valuing yourself, ‘Flash Harry’ learns that by valuing himself and his time he will in turn be valued by customers as someone who can offer them specialist knowledge. He also realises that he has to manage his sales meetings and agendas. The truth eventually dawns that being trustworthy is more important and valuable than making a one-off sale. The benefits
This program production features Harry Enfield, Miranda Richardson, Art Malik and John Cleese. Release date: 1990
 This DVD is part 2 of the 3-part Business to Business Prospecting Series Help your sales staff overcome the "resistance mode" often encountered in an initial sales call. This video shows how to determine the needs of a potential client and demonstrate an ability to meet those needs.
DVD 17 minutes; includes 10 employee handbooks.
 Do you remember the old parable: "Give them a fish and they'll eat for a day, teach them how to fish and they'll eat for a lifetime" 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's the gift that keeps on giving to everyone. Research has clearly shown that if you don't ASK FOR THE ORDER, your probability of Closing is less than 20%. That's why LearnCom and noted sales trainers Arthur R. Bauer and Gerald L. Manning have teamed up to produce this brand new high powered video-based sales training course entitled ASK FOR THE ORDER! With 11 realistic vignettes in diverse business settings with 43 different actors, this program brings its message to everyone in sales: rookies, veterans, field sales and telemarketing reps. Expert commentary by Art Bauer supplements the demonstrations of right way/wrong way closing techniques and the illustrations of selling skills for objections, buying signals, and closing questions. AFTO Components AFTO is a "Sales Training Meeting in a Box" and includes all the training elements needed to run an engaging, informative and fun session:
Meeting Kit
 Featuring John Cleese This collection of short humorous ice breakers focus on key business issues or skills and the mishaps and mayhem that can occur when things go wrong. The series features John Cleese and many others. The programs are designed for use as humorous meeting openers, breaks and/or meeting closers. Bosses From Hell! Colleagues From Hell!
Communicators From Hell! Customer service from Hell! Customers from Hell! Free Preview
Employees From Hell!
Interviewers From Hell! Public Services from Hell! Salespeople from Hell! Teams from Hell! The series includes the following programs: Bosses from hell! Colleagues from hell! Communicators from hell! Customers services from hell! Customers from hell! Employees from hell! Interviewers from hell! Public service from hell! Salespeople from hell! and Teams from hell!
Featuring Johne Cleese, Produced - 1989
This program clearly demonstrates that the same guidelines for keeping customers satisfied apply in different situations, from sales to service to a retail checkout or reception desk. Customers can be trying; not all customers are pleasant. It's easy to put customers off; just be aggressive, or defensive. But it is vital to treat them all as personal guests, making them welcome and indulging their whims. In various realistic scenarios, staff resort to attacking behavior - by being patronizing or superior - or defensive behavior, where they ignore the customer altogether or fail to accept responsibility. The humorous sketches lay the foundations for customer care and provide a concrete set of behavioral rules to make customers happy and keep coming back. They provide a memorable demonstration of the do's and don'ts of customer care, which include finding a real need behind a request, agreeing a solution with a customer, and seeing things through to a successful conclusion. The benefits
A Video Arts production featuring Dawn French, Jennifer Saunders, Stephen Fry, Hugh Laurie and John Cleese. Produced in 1998 Length: 32 minutes Also available for online training, learn more!
 Nearly all companies and individuals say goals are important. Whether they are sales goals, production goals, personal finance goals, or weight loss goals they are deemed important. Yet many times we set our goals without much real thought. "Our new sales goal is to increase last year's sales by 10%." Why? Maybe it should be 20%. But without any real thought no one is really sure. In this new DVD training program you'll learn:
"Decide upon your goals and then set your mind, body and world into motion. As a worthwhile being, you deserve success. Demand it. Require it. Insist upon it," says Blackman. Divided into segments, this DVD is perfect for group training or may be used for individual instruction. This how-to training program comes with a DVD, CD audio and goals-setting booklet. It is a must for any individual and organization. (Length: 35 minutes)
 Trainers Guide Improve your selling skills by better understanding yourself and others using the INSIGHT Inventory. This new selling system uses the INSIGHT Inventory to help increase sales effectiveness. It will help participants to understand themselves and others better and to use this understanding to improve interpersonal relationships with customers. This makes it possible for salespeople to reduce the interpersonal tension that often develops from style differences between themselves and their customers and to create open, honest dialogue. Sales representatives will be able to uncover customer needs and accurately match them with the most appropriate products and services. The Selling with INSIGHT System includes:
Participants will learn
 This 84 item, online assessment provides an objective process for a sales person and their supervisor to identify the salespersons weaknesses in order to improve the skills and competencies they need to be successful. The detailed individual feedback report displays both the salespersons and their supervisors ratings of 7 competencies.
New Release - 2007
The best thing about dealing with a good salesperson is you don't feel like you're being sold to. As far as you're concerned you're just receiving good service. The art of selling is designed to equip your staff with all the skills and techniques they need to approach sales opportunities with confidence. To make this program as relevant as possible it looks at many different scenes in which all sales staff can relate to such as: department store, DIY store, bank services such as mortgages, overdrafts, loans and insurance, shoe shop and many more. The art of selling uses humorous right and wrong way scenarios to teach new skills in a memorable way. It covers the four key stages of selling, in both retail and financial situations:
Included in the program are specific DVD extras for both the retail and financial sales. These cover everything from handling complaints to dealing with obnoxious customer. The benefits
Program includes: DVD (28mins), DVD extras (10mins), Course leader's guide with fully resource training program, Group training workbook, Self-study workbook, PowerPoint presentation slides. All materials is customisable and provided on disc Also available for online training, learn more!
Put your sales people in a receptive mood for learning with this classic business "music video" starring former pro football players Dick Butkus and Bubba Smith. This hilariously funny award-winning short will kick off and unify your next sales meeting, shattering any remnants of "new class" tension. Length: 9 minutes
 Whether conducting an orientation session for new sales reps or a kick-off refresher for veteran staff, The Competitive Edge will put your reps in their customer's shoes, enabling them to sell as they would want to be sold. The results? More sales and greater profits. Particpants will learn:
Program Contents: A 17 minute VHS or DVD, Leaders Guide, Overhead Masters, Pocket Reminder Cards, Video Meeting Closer, 10 Handbooks for Participants
Improve your sales force to yield more substantial results with comprehensive training. Sales Training Repros provides practical training on basic skills in the key areas of communications, sales techniques, and the sales process. The illustrated, reproducible handouts bring your training to life. Plus, all the step-by-step sales force training tips and materials will make preparation simple and training effective.
Topics covered include:
 This program updates the philosophy of branding, a practice that has evolved to define personal identity through a product line, a lifestyle, or simply a concept. Cultural anthropologist Ted Polhemus explains the theory of branding and its evolution in the global marketplace. Nicolas Hayek, CEO of Swatch, uses his company’s success story to discuss the emotional nature of buying—and buying into—a brand. The indie skateboard entrepreneurs of Girl & Chocolate describe their brand as representative of a lifestyle. And the advertising duo who created "do," a brand with a lot of attitude but no products, look at brands as a form of personal statement that replaces worn-out cultural identity tags such as political affiliation. (42 minutes) Produced - 1998
 Sales Meeting Opener This one shows our heroic salesman being rejected by everyone. Since theme is perseverance, he refuses to take no for an answer and we see him transformed into a positive, upbeat achiever. Along the way we see Norman Schwarzkopf and a guest appearance by Elvis.
Featuring a saleperson accepting a "Salesperson of the Year" award from the Rubber Duck Co. He then gets a swollen head taking all the credit for his success, and not recognizing other team members. The company mascot "pops" some sense into his head. The key point is that there is no "I" in the word team. Includes: DVD Only / Length: 2 minutes
Push marketing, the essence of traditional advertising, easily translates to the Internet. This program explores a smorgasbord of online push marketing options, from staples including search engine optimization, banner ads, and interstitials to delicacies such as promotions, affiliations, sponsorships, and even rich media. The difference between directory- and spidering-based search engines is spelled out, and the value of reinforcing an online presence with offline advertising and guerilla marketing is also considered. (22 minutes) Produced - 2000
This piece shows our intrepid salesperson finding the key to success by remembering the little things. His "bear" of a customer turns into a gentleman and gives our hero more orders and other goodies. Includes: DVD Only / Length: 2 minutes
 Inferior customer service doesn’t always mean that you have a nasty attitude or treat customers badly. Sometimes it comes as a result of not having the skills to close a sale. Teach your staff how to ask the questions that will lead to a sale, and how to listen to customers so that they leave with exactly what they want. Also, see how to up-sell by adding items that compliment the customers’ original purchase (for example, a jacket with a tie). In capable hands, good service can be mutually beneficial for both customer and employee. $149.99 [Add to Cart] Understand Which Strategies To Use When To succeed in a world of rapid change, strategic alliances, and cross-functional work teams, leaders must possess more than one personal management style. In difficult situations especially those where responsibilities surpass authority and powerful interpersonal skills can make all the difference. In Expanding Personal Influence And Negotiation Skills, participants learn how to build their personal influence and apply negotiation techniques appropriately and effectively. Skill-Based Program Content
Facilitator Kit:
Participant Kit:
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