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 Sales Training & MarketingBusiness Training Media offers a wide selection sales training programs. We also offer Online Sales Training Programs for employee development.
 Need everyone in your organization thinking like a sales professional? Buy this Complete Kit series and save up to $590, plus receive a lightweight easy-to-carry totebag, ideal for training facilitators on the go. Sell smarter, not harder with this three module series featuring the easy-to-learn S.A.L.E. process.
The S.A.L.E. Series includes the following programs:
 Many selling courses often approach sales as though the rep is selling in a vacuum – just the rep and the prospect. Let Breaking Competitive Accounts show the extrapersonal factors that influence the success, or failure of a sale. The program examines the dynamics of today’s competitive atmosphere, so that reps are aware that they're up against two-three "invisible" factors and competitors. This way, they can lock the sale down and increase market share! Skip Normand, international sales training consultant, explains the seven critical actions that are vital to breaking competitive accounts. His business philosophy is based on extensive research on over 5,000 sales cycles in a variety of industries world-wide. How-To Training Points:
Length: 23 minutes
 Novice and experienced salespeople alike will benefit from these activities which focus on strengthening essential selling skills. The ready-to-use activities offer practice in closing a sale, developing new business, resolving customer objections, managing sales relationships, and more. Program Includes: A 3-Ring Binder, 300 pages, trainer's notes, feedback instruments, exercises and simulations.
 Best-Seller Featuring John Cleese Series Objective: To give all sales staff a solid grounding in core sales skills. This classic four-part series is ideal for new sales recruits or as a refresher for experienced members of the sales team. Part 1: The Preparation: Shows why it is imperative for salespeople to get to know their customers and to understand how their products or services can benefit their client.
Part 2: The Presentation: Sales staff learn how to stay cool and dispassionate even when a customer criticizes them or their products.
Part 3: Difficult Customers: Deals with the duckers, ditherers, and dictators that often stand in the way of progress. How to use people's anxieties, laziness, or vanity are some of the suggested techniques to help get things moving. Free Preview: Difficult Customers
Part 4: Closing The sale: This is an area where even skilled salespeople fear rejection, which delays closing. They will find out how to conclude a deal efficiently and effectively. Free Preview: Closing the Sale Program Includes: So You Want to Be A Success At Selling SERIES Training Video-VHS and a Discussion Guide. Each program in the series is also sold separately for $870.00
 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.
A part of The S.A.L.E. Series, Support the S.A.L.E. for Service and Support Professionals is specifically designed for professionals who support sales teams in their organizations. This program introduces a basic S.A.L.E. process which gives participants a comprehensive approach to supporting the sales process. Learning activities include opportunities to explore and practice skills and strategies for upselling, referring business and responding to challenging customer situation. The S.A.L.E. Process:
Learning Point Highlights:
The videos used in this program are:
Complete Training Kit Components:
 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 - 1998
Whether it's training a completely new telesales team, a refresher course for existing staff, or fine-tuning certain aspects of an individual's performance, this course covers it all.
Program includes: DVD(73 mins), 11 segments of video, trainer's guide, resources binder and handouts.
 Produced - 1995
n 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.
 25 Sales Strategies and Activities is a unique training and development tool designed to teach sales professionals how and when to use a variety of proven sales strategies. A diagnostic sales strategy matrix shows how much each strategy emphasizes both relationship and performance. A relationship performance index further classifies the strategies as highest, higher, moderate, lower, lowest. Each strategy comes with an activity that clears up any question about how the strategy should be implemented. Each activity includes fully reproducible exhibits which can be used as exercises and handouts in training sessions. Rather than a one-time training tool, 25 Sales Strategies and Activities is a useful and practical guide your employees will refer to over and over again. It’s packed with a wealth of insight, tips and guidance for motivating sales people to:
Binder - 176 pages
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. 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. The Four-step Coaching Process:
1. Identify the S.A.L.E. issue Learning Point Highlights:
The training titles used in this program are:
Complete Training Kit Includes: DVD and two VHS tapes, Facilitator Guide, Reproducible Participant Materials, Reproducible Self-Study Guide, Online Program Resources and Trainer Pack
 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
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
 In an increasingly competitive world, an effective salesperson needs a wide variety of skills and competencies in order to be successful. These skills and competencies include the ability to:
The Sales Effectiveness Profile report provides a clear indication of an individual's effectiveness in each skill/competency area, as well as interpretative information to use personal action-planning.
The New Sales Game is a highly interactive, one-day, facilitated program that uses presentations, group discussion, games, and activities to help sales representatives better understand their customers and develop strategies to become more effective solution providers. Participants will evaluate where they are, and where they need to be through a creative Customer Focus Tool and an easy-to-implement Action Plan. The training concludes with an entertaining group game to drive home key points. Participants will learn how to:
The complete training package includes:
 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
 NEW This new video 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.
VHS; 17 minutes; includes 10 employee handbooks.
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!
Produced - 1989Free Preview
Featuring Johne Cleese 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
 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)
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