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Sales Training & Education

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Strategies for Selling - DVD

Free Online Preview

Selling is not an event but an ever-changing process that requires a solid strategy to achieve positive results. James Healy explains how to manage the four dynamic and interactive functions of selling and describes the skills that good salespeople need to learn in order to develop an effective selling strategy.

Program Highlights

  • Why every one of us needs to know how to "sell."
  • How to change your tactics while keeping your strategy immutable.
  • How to play to the decision maker's personal agenda.
Formats: DVD
Duration: 47 Minutes (2006)

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New Sales Game Workshop

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:

  • Focus on the real needs and perceptions of their customers
  • Proactively become solution providers
  • Determine your company's value-added services

The complete training package includes:
A comprehensive Leader's Guide, one participant booklet, one Customer Focus Tool, sixteen overhead transparency masters, game board and playing materials.

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It's Your Call: Connecting with Customers Over the Phone - DVD

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Everyone can learn how to handle telephone calls smoothly and professionally with this telephone customer service DVD.

Ross Shafer, winner of six Emmy Awards, takes a break from Hollywood to put a fun face on the skills that matter when answering a business call.

Ross takes Mike, a warehouse worker, and puts him on the company telephones during what should be a quiet lunch hour. But before Mike can get the hang of it, he stumbles through a series of funny—and all too realistic—mistakes, proving that great telephone customer service takes real skill. Once he understands it's harder than it seems, Mike gets down to business.

In this humorous telephone customer service DVD, we learn:

  • 13 crucial do's and don'ts for basic telephone courtesy.
  • 5 essential elements for taking phone orders and generating extra sales.
  • A surefire 3-step formula for handling angry callers.

Good customer service is a combination of skill and attitude, both of which are even more important over the phone. Professionalism and knowledge help make every call smooth and simple for the customer.

Duration: 23 Minutes

$149.99 [Add to Cart]
50 Activities for Sales Training

Best-Seller!

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.

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Rapid Skillbulder Negotiating Skills 10 Pack

The Negotiating Skills SkillBuilder provides an individual with a thorough overview, techniques, and methods to improve in this competency. The 12 page booklet takes the learner through 6 developmental steps: Determine, Assess, Build, Trade, Probe & Confirm. These steps are filled with behavioral tips designed to help anyone improve their ability to bargain, compromise, settle differences, sell, or come to a beneficial agreement.

Each packet contains 10 booklets

  • Rapid Skillbulder Negotiating Skills 10 Pack $99.99 [Add to Cart]
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Gender-Driven Selling Strategies - DVD

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Men and women buy differently. This video uncovers the secrets of targeting your sales strategy to be equally successful with men and women. How to build relationships, when to chat versus when to get down to business, even how and where you stand when selling to a woman or a man, can make or break a sale. If you will learn to target your sales strategies with gender differences in mind, you will forge more collaborative relationships with your customers and increase your sales performance.

Duration: 30 minutes

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Be Prepared to Sell - DVD

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A persuasive sales approach should be built around a dominant psychological element; you’ve got to convince people of the benefits of what you’re selling, and show them that they really need it. The way you structure a sales presentation can determine its outcome as well as your overall success. This program will teach you how to deliver a credible, attention-getting sales pitch that drives people to buy. Once you’ve developed a rapport, you can continue building a relationship that will keep customers in your fold for years to come.

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Understanding Brands - DVD

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Released - 2010

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What is a brand, and does it really influence me and my behaviors and what I buy and sell? This program will look at what a brand is, famous brands, what organizations can do to influence their brand, look at a case study for a brand, and discuss how and why brands get us to purchase products or services.

Duration - 27 minutes

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50+ Activities to Teach Negotiation

Best-Seller!

This book contains a variety of fully reproducible exercises to teach and reinforce the skills necessary to be a successful negotiator. Each Activity includes a detailed description of the exercise, the steps to follow, additional resources and lecture notes for the trainer.

Training Objectives

 

  • Evaluate participant's current negotiation skills
  • Demonstrate behaviors characteristics of successful negotiators
  • Find creative new ways to approach problems
  • Assess how participants deal with conflict
  • Explore boundary role concept and its implications

Activities Cover

 

  • Planning negotiation
  • Creative thinking
  • Negotiating styles
  • Assertiveness
  • Questioning Techniques
  • Handling difficult people
  • Sales negotiation
  • Training Method

Exercises

 

  • Self-scoring surveys
  • Negotiation transcripts
  • Case studies

 

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Skills, Techniques, and Strategies for Effective Negotiations- DVD

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As a former federal mediator, Pat Cleary has been involved with just about every kind of negotiation. In this entertaining presentation, he shares gems of wisdom from his nearly 20 years of hands-on dispute resolution. Pat describes common negotiation mistakes that unnecessarily complicate solutions and can prevent you from getting what you want. He then provides practical, effective methods that you can use to sidestep the pitfalls and stay focused on getting the best deal possible. He explains how to test stakeholder commitment on the issues, what you should always take off the table, and when to recognize that "no" doesn't mean "no," and "final" doesn't mean "final."

$129.99 [Add to Cart]
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Winners (Don't) Take All: The Difficult Task of Creating and Claiming Value in Negotiation- DVD

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Negotiations have two dimensions: the creation of value, and the claiming of that value. Negotiators often focus on the value-claiming side, destroying value-creation opportunities in the process. Professor Neale describes the disastrous outcomes that result when negotiators' antagonism and pride obscure their own best interests. She explains how to focus instead on three critical data points: your reservation price, your aspiration price, and your best alternatives to an agreement. You can get a great deal—or you can walk away. Either way, you win. $129.99 [Add to Cart]

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If the Shoe Fits - DVD

The Windsor Smith Marketing and Communication Case Study

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This program focuses on the '4 Ps' - product, price, place and promotion - as used in Windsor Smith's overall marketing strategy. Marketing objectives, market research, the target market and marketing channels are also considered.

Duration 26 minutes
Captions No
Recommended Year Level 10–College
Year 2002

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Negotiation as Decision Making: Getting (More of) What We Want- DVD

Even though everyone negotiates in daily life as well as in business, it is clear that resources are often left "on the table." Contracts and outcomes are not always in the best interests of the negotiator, and there is no real systematic assessment of the quality of the negotiating behavior. Professor Neale identifies systematic ways to increase the quality of negotiated agreements, including methods of preparation and use of rational assumption, bidding, and decision criteria. $129.99 [Add to Cart]

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Sales Effectiveness Profile Leader's Guide

This Facilitators Guide enables a trainer to lead a half-day workshop administering, scoring, and interpreting the Sales Effectiveness Profile. Includes templates for development planning and 84 sets of coaching tips.

Section 1 of the Facilitator’s Guide provides an introduction to sales effectiveness that can be used as a lecture primer in conjunction with a group exercise to introduce the topic. There are timing guidelines for the workshop and instructions on administering the assessment. The next 7 parts are short primers on each sales effectiveness competency covering a more detailed definition of the competency including a process model of the skill. There are experiential exercises with facilitator notes and handout copy masters wherever appropriate.

Section 2 of the Facilitators Guide includes 84 sets of coaching tips, (12 per competency), designed to direct development for low scorers of each individual item (behavior) on the questionnaire. Each set of coaching tips expands the context of the behavior and provides several alternative best practices that can be used on-the-job to develop a specific skill.

There is a Personal Action Plan template and a Contract for Change that participants also get in either their assessment booklet or online report of results.

  • Sales Effectiveness Profile Leader's Guide $149.99 [Add to Cart]
  • Sales Effectiveness Profile - Package of 5 $44.99 [Add to Cart]
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Building Retail Brands to Drive Value - DVD

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Successful brands adapt to the changing needs of their customers. They grow from their base of brand-loyal return buyers who support price premiums and healthy profit margins. By investing this additional cash in further brand building, they create a "virtuous circle" that carries them through inevitable downturns. A strong brand guides overall strategy and acts as an ambassador for entering new markets and launching new products that will succeed as long as they continue to build on core brand values.

Program Highlights

  • How brand value generates cash and drives up market cap.
  • When you should execute first—and advertise later.
  • Why it's not just the marketing department that worries about brands anymore.

Formats: DVD
Duration: 43 Minutes (2002)

  • Building Retail Brands to Drive Value - DVD $129.99
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Sales as a Strategic Tool in Your Organization- DVD

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Mike Bosworth's approach to selling emphasizes respect for the prospect. He explains that everyone wants to buy—but nobody wants to be sold. Bosworth first learned this lesson at Xerox. There, sales productivity peaked after 18 months on the job, when the sales professionals knew the Xerox line so well that they could recommend the proper solution long before the customer finished explaining the problem. Customers found themselves being told what to do, and sales dropped. Bosworth advises that the best sales strategies allow customers to sell themselves on your solutions. $129.99 [Add to Cart]

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Don't Just Set Prices: Manage Them Strategically - DVD

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Traditional pricing methods involve a trade-off. You want to charge as much as you can in order to maximize profits, but not so much that there is a negative impact on sales. So when a customer rejects your price, does it mean that the price is too high? Maybe not, says Tom Nagle. Price levels are only the visible "tip of the iceberg" in pricing strategy.

Nagle explains that in order to get customers to pay for value, you have to do more than just set a value-based price. You must proactively manage your markets with communications that justify your price in terms of value. You need to offer service packages that customers recognize as providing extra value. And you need to manage a price structure that tracks with value, and a pricing process that forces customers to acknowledge value with their pocketbooks.

Tom Nagle is the author of the seminal work "The Strategy and Tactics of Pricing."

  • Don't Just Set Prices: Manage Them Strategically - DVD $129.99 [Add to Cart]
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How to Drive Your Competition Crazy - DVD

In the time-honored tradition of the maxim, "It's not how you play the game, but whether you win or lose," best-selling author Guy Kawasaki presents the definitive take-no-prisoners guide for Davids to beat Goliaths. This presentation is a top-ten countdown of irreverent and sometimes extreme stratagems in sales, marketing, production, and human resources that will help your organization get and keep the upper hand.

Guy Kawasaki is managing director of Garage Technology Ventures as well as a columnist for Entrepreneur Magazine. Kawasaki was a key individual responsible for the success of the Apple Macintosh computer and was named an Apple Fellow in 1995. Kawasaki has authored eight books, including "The Macintosh Way," "How to Drive Your Competition Crazy," "Selling the Dream," and "Rules for Revolutionaries."

  • How to Drive Your Competition Crazy - DVD $129.99 [Add to Cart]
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Using Evangelism to Sell- DVD

Through the use of anecdotes and humor, Guy Kawasaki explains the power of "evangelism" in sales and marketing. Instead of just selling, evangelism means you're converting people—to your product, company, or idea. It means using fervor, zeal, guts and cunning to mobilize people to believe as you do and to work together to make major changes. Drawing examples from his experiences in the computer industry, he focuses on the steps and skills necessary "to do the right things and do things right." $129.99 [Add to Cart]

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The Stanford Video Guide to Negotiating - DVD

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In business or otherwise, you probably do some form of negotiation every single day. But are you getting the most that you can out of it? This award-winning program follows talks between a baseball park and the team that might move there. As they negotiate, you’ll learn when to go after what you want, when to back down, and when to walk away entirely. Once you’ve got the skills to strategize and make offers, you can even sweeten the deal by improving upon agreements after you’ve reached a settlement.

Includes - Free Study Guide

Also available in Spanish

  • The Stanford Video Guide to Negotiating - DVD $199.99 [Add to Cart]
  • The Stanford Video Guide to Negotiating - Study Guide $14.95 [Add to Cart]
  • The Stanford Video Guide to Negotiating - Spanish (VHS) $195.00 [Add to Cart]
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Straight Talking: The Art of Assertiveness - DVD

Featuring John Cleese, Peter Capaldi and Jennifer Saunders. Release date: 1991

 

Free Online Preview

Techniques of assertive behavior are shown in action in a series of different settings from a management meeting to a one-to-one conversation between colleagues.

Straight talking shows that the basic rule of assertive behavior is honesty and that it's usually for fear of the response that honesty is avoided. However, this fear is generally over-exaggerated. The video is highly reassuring on this point for anyone who has doubts about volunteering what they think - even when asked to do so.

It also demonstrates why aggressive behavior doesn't work in the long run and why it's important to establish a negotiating position and stick to it. The benefits

 

  • Particularly suitable for junior management, sales personnel and purchasing staff
  • The key lessons are explained by a presenter and illustrated by realistic action sequences in a variety of situations
  • Dramatic sequences and subtle humour deliver the messages in a powerful, convincing fashion

Style: Humorous drama

Program includes: DVD or VHS,(27 mins), Meeting break DVD, Course leader's guide, Delegate worksheets on disk, Powerpoint slides/OHPs on disk and Self-study workbook on disk

 

  • Straight Talking: The Art of Assertiveness - DVD $999.00 [Add to Cart]
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25 Sales Strategies and Activities

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:

  • Know the customer
  • Create buying habits
  • Adapt to change
  • Empower customers
  • Create the need
  • Sell the sizzle
  • Understand the customer’s perspective
  • Sell service
  • And much more

Binder - 176 pages

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The Complete Telesales Training Kit - DVD

Produced - 1998

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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.

From start to finish, every facet of the sales process is tackled. From making initial contact and finding out customer needs through to identifying buying signals, dealing with objections and closing the deal - it's all here in eleven easy-to-follow segments.

Based on people and situations everyone will identify with and presented in a fun but structured format, each video segment is followed by a review of key points by a telesales expert. So if probing, say, or staying in control of a presentation is a problem, these are skills that can be focused on. And if it's a whole new team that needs the ultimate A-to-Z to successful telesales then look no further.

The benefits

  • True-to-life scenarios staff can relate to
  • Suitable for teams or individuals - experienced or novices
  • Ready-made OHTs with the main training points
  • Eleven flexible and easy-to-identify modules

Program includes: DVD(73 mins), 11 segments of video, trainer's guide, resources binder and handouts.

  • The Complete Telesales Training Kit - DVD $1,995.00 [Add to Cart]
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So You Want to Be A Success At Selling (4 Program Series) - DVD

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.

Free Preview: The Preparation

Part 2: The Presentation: Sales staff learn how to stay cool and dispassionate even when a customer criticizes them or their products.

Free Preview: Presentation

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

  • Success at Selling (Part 1 Preparation) - DVD $999.00 [Add to Cart]
  • Success at Selling (Part 2 Presentation) - DVD $999.00 [Add to Cart]
  • Success at Selling (Part 3 Difficult Customers) - DVD $999.00 [Add to Cart]
  • Success at Selling (Part 4 Closing the Sale) - DVD $999.00 [Add to Cart]
  • So You Want to Be A Success At Selling Series - DVD Preview $0.00 [Add to Cart]
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Breaking Competitive Accounts: The Seven Critical Sales Actions - DVD

Free Online Preview

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:

  • How to use price/value perception to plan and implement a high-impact sales campaign to capture competitive business
  • How to build and maintain high-level sales momentum needed even with hard-to-see decision makers
  • How to reposition the top competitors in the mind of your prospect and positioning your company, its products and services as the new benchmark
  • How to avoid the most common lost sales patterns
  • How to form and use a planner to stay on track

Length: 23 minutes

  • Breaking Competitive Accounts: The Seven Critical Sales Actions - DVD $595.00 [Add to Cart]
  • Breaking Competitive Accounts: The Seven Critical Sales Actions - DVD Rental $295.00 [Add to Cart]
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25 Role Plays to Teach Negotiation, Volume 2

Includes FREE CD with 25 role plays from the popular first volume-50 total role plays!

Updated with 25 new role plays not covered in the first volume, the latest edition of the popular 25 Role Plays to Teach Negotiation will inspire you to think and act like a negotiation expert. If you're a management training and development specialist who needs one or two role-plays to use in a negotiation program, this book's a must. The book provides the opportunity to practice the behaviors used most frequently by successful negotiators-including questioning, clarifying, checking for understanding, summarizing and active listening.

Each of these role plays is based on a unique approach to negotiation embracing three critical concepts:

  • Successful negotiation is not an adversarial process, but a collaborative framework for creative problem-solving
  • The needs and interests of both negotiating parties must be addressed if there is to be a long-term solution
  • Negotiation is an ongoing process, and today's negotiation will affect the long-term relationship between the parties

Try out new behaviors that will help you:

  • Handle situations among co-workers regarding their roles and responsibilities
  • Talk with your employees about their performance
  • Improve relationships between the purchasing staff and internal clients
  • Deal with difficult customers

Sample role-plays:

  • The new project manager
  • The difficult team member
  • The difficult discussion/meeting
  • Engineering changes

  • 25 Role Plays to Teach Negotiation, Volume 2 $149.99 [Add to Cart]
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Winning Presentation - Next Speech DVD

Be ready to anticipate the moment. Feel the goals and aspirations of your audience and make the presentation of your life! Divided into three sections—planning, writing and giving a presentation, The Basics of How to Plan, Write and Give a Winning Presentation! will help you overcome the “presentation jitters” and deliver what the audience expects—a great speech! Includes DVD and 75 Ways to Improve Your Next Speech book. 30 minutes.

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How to Connect in Business...in 90 seconds or less - DVD

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How to Connect in Business...in 90 seconds or less is a fun and motivational training program that will teach your employees how to naturally make a genuine connection with everyone they meet.

In business as well as life, the failure to build trust and rapport can be insurmountable, while the rewards of a good first impression are almost immeasurable.

How to Connect in Business...in 90 seconds or less can have a life changing impact on customer relationships and sales success as well as every other personal relationship in your employees' lives.

Program Includes: A 16 minute video or DVD, Hardback Book, 10 "Great!" Buttons, 10 Pocket Reminder Cards and 1 52-Page Leader's Guide

  • How to Connect in Business...in 90 seconds or less - DVD $895.00 [Add to Cart]
  • How to Connect in Business in 90 seconds or less - DVD Rental $350.00 [Add to Cart]
  • How to Connect in Business...in 90 seconds or less (Spanish) - DVD $895.00 [Add to Cart]
Business to Business Prospecting Series - DVD

Free Online Preview

3-Part DVD Series

The Business to Business Prospecting Series is a new 3-part series that has been designed to help companies sharpen the selling skills of even their best sales professionals and aggressively expand their business opportunities.

Determine and Reach Key Decision-Makers: Sticking to It
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.

  • Implementing an action plan
  • Increasing the effectiveness of each sales call
  • When you can't reach the decision-maker
Length: 13 minutes

Verify the Decision-Maker and Ask for the Business: Develop the Thirst
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.

  • What to say once you've made contact
  • Setting appointments - quality vs. quantity
  • How to ask for the business
Length: 17 minutes

Listening and Addressing Resistance: Prepare for the Obstacles
In this informative video, your staff will learn how to master their selling skills and overcome the inevitable objections that follow once you've asked for the business.

  • Addressing resistance and handling objections
  • Knowing when to listen, ask questions and wait for a response
  • Importance of open-ended questions Length: 16 minutes

    Each program also sold separately for $795.00

    • Business to Business Prospecting Series - DVD $1,495.00 [Add to Cart]
    • Business to Business Prospecting Series: Preview $0.00 [Add to Cart]
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    Sales Effectiveness Profile - Package of 5

    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:

    • Appreciate Customer Needs and Expectations
    • Listen Attentively
    • Be Analytical
    • Problem Solve
    • Handle Objections and Complaints
    • Communicate and Present Effectively
    • Show Personal Warmth and Empathy
    • Demonstrate Tenacity and Self Motivation
    • Be Well Organized and Resourceful

    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.

    • Sales Effectiveness Profile - Package of 5 $44.99 [Add to Cart]
    • Sales Effectiveness Profile Leader's Guide $149.99 [Add to Cart]