 |
 Sales TrainingBusiness 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
 Successful professional sales people bring a set of skills and attitudes to potential sales opportunities that result not only in sales but in developing customers who will continue to do business with them time and time again. Identifying potential sales opportunities, making the sale, and creating a customer relationship that will result in future business is the art of selling. By the end of this course you will know the process of selling, the conditions necessary for a customer to buy, prospecting, the process of opening and investigating, the presentation and overcoming objections, closing and follow-up, and implementing what you’ve learned.
 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
NEGOTIATIONPLUS-101 is a workshop that shows you the art of getting what you want in any situation. Whether you are negotiating with a customer, making a sale, working with your co-workers or dealing with your boss, in this workshop best selling author Lee Miller will teach you how to get what you want. This hands on training is designed to teach individuals to think about negotiating differently and to improve their negotiating skills using the Convince, Collaborate and Create NegotiationPlus program which covers preparation, interest analysis, active listening, win-win negotiating, responding to negotiating tactics and dirty tricks. The program will also teach you the three keys to being a successful negotiator and how to avoid the ten most common negotiating mistakes. Course Outline:
- Pre Course Quiz Negotiating Basics Three Keys to Negotiating Success
Multi-Dimensional Approach
Implementing What You’ve Learned Post Course Quiz
 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.
 This series outlines the principles that should underlie all sales and marketing transactions. Each program contains solid advice and concrete lessons that teach effective skills. 8-part series, 19-26 minutes each. The Series Includes: Selling to Yourself | In Search of Quality | Tailor the Sale | The Power of Honesty | Find Your Niche | Keep It Simple | Selling Beyond the Wallet | A Winning Follow-Through
 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.
A part of The S.A.L.E. Series, Win the S.A.L.E. for Sales Professionals provides a comprehensive introduction to the basic sales process and is specifically designed for people who are new to sales or have limited sales experience. Learning activities include opportunities to explore and practice skills and strategies for responding to common sales situations. Using the S.A.L.E. process, participants take critical first steps toward successfully building rapport and managing the sales process. The S.A.L.E. Process:
Learning Point Highlights:
 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, the video 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
Released - 2003 The challenge: create the ultimate barbecue grill. The timeline: five weeks. The pressure: intense. By focusing on one very concentrated case study, this program illustrates the process of development that every new product goes through. Team members from Pentagram, a well-known design firm, and client company Design Within Reach take viewers on a wild ride that begins with a kickoff meeting and ends, a mere 34 days later, with the launch of a prototype. Field research, brainstorming, concepting, designing, model-making, and fabricating are demonstrated as the designers, engineers, and machinists—reacting to the ever-present unexpected—hurry to get the job done. (51 minutes)
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.
Released - 1999 When it comes to professional selling, Bob Kimball literally wrote the book. Throughout this dynamic 8-part sales training series, Dr. Kimball, author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida, uses his comprehensive, step-by-step training approach to reveal how anyone who is interested in sales or marketing can sell more—and more effectively. Each skills-oriented program presents secrets of selling in no uncertain terms while spelling out their application through concrete examples, demonstrations, illustrations, and critiques. This engaging, no-nonsense series is ideal for both classroom and business use. 8-part series, 21-30 minutes each. The Series Includes the following programs:
|
Business Training Media, Inc.TM
4108 Hayvenhurst Drive, Suite 101 Encino, CA 91436, USA |
