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Sales Training & Education 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
Duration: 47 Minutes (2006)
 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:
 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: 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  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.
 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
 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
 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.
Released - 2010 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
 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
Activities Cover
Exercises
 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]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] The Windsor Smith Marketing and Communication Case Study 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.
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] 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.
 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
Formats: DVD 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] 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."
 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."
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] 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
 Featuring John Cleese, Peter Capaldi and Jennifer Saunders. Release date: 1991
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
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
 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
 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.
 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
 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
 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:
Try out new behaviors that will help you:
Sample role-plays:
 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.
 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
 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
Verify the Decision-Maker and Ask for the Business: Develop the Thirst
Listening and Addressing Resistance: Prepare for the Obstacles
Each program also sold separately for $795.00
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.
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