| "Everyone lives by selling something." - Robert Louis Stevenson "Life is like a cash register, in that every account, every thought, every deed, like every sale, is registered and recorded." - Fulton John Sheen "Make a customer, not a sale." - Katherine Barchetti An organization won't stay in operation too long if it isn't selling its product, its service, and its self. The training products on this page will help in your sales training and negotiation efforts. An on-going business needs to generate income and make the cash register ring. We all sell something . . . and we had better do it right today, or we won't be here tomorrow . . . and neither will our customers. OTHER FINE SALES TRAINING PRODUCTS Length: Part One – 21 minutes (Consultative Selling) One of the keys to successful consultative selling is knowing and understanding the social style of your client or customer. Every person, every client wants to be approached and dealt with in a particular manner. Use the right approach and you will establish rapport and begin building a lasting relationship. Use the wrong style and you won’t get to first base. "Advanced Selling" includes the complete video "Understanding Social Styles". Learn to determine which social style best describes your client: Once you know their style, you know the underlying factors that motivate your client and the overall issues that are important to them. Armed with this critical insight, we show you how to incorporate it into the five basic steps of the selling process: This two-part presentation works well in conjunction with the Fundamentals of Effective Selling. You can buy both Fundamentals and Advanced Selling for $278.00 (a one hundred dollars savings!). Item #PDDC-RADM10P1 You may purchase Advanced Selling: Consultative Selling Techniques and Behavioral Styles on VHS for $189.00. Ask For the Order - Video 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 your salespeople how to improve their sale closings and you give them and your organization a gift for a lifetime- consistently much higher sales. And Closing is all about ASKING FOR THE ORDER. That’s why noted sales trainers, authors and consultants Arthur R. Bauer and Gerald L. Manning have teamed up to produce a brand new high powered video-based sales training course entitled ASK FOR THE ORDER! (We’ve branded the course AFTO™). AFTO™ is designed to work with ALL selling strategies with all salespeople – rookies and veterans, field sales, or telemarketers. This video shows your salespeople how to get the order they have been working on and earned, rather than letting the competition have it. AFTO’s Key Learning Points AFTO™ is a “Sales Training Meeting in a Box” and includes all the training elements needed to run an engaging, informative and fun session: Instructor’s Kit Meeting Kit With Art Bauer as the video’s on-camera expert narrator, you’ll see demonstrations of right way/wrong way closing techniques and graphic reinforcements of key learning points. The Training Leader’s Guide provides step-by-step roadmaps for either 1.5-hour or 3-hour training sessions with group discussions and role-playing exercises. AFTO’s great accessories provide fun reminders of the experience for all attendees. You may rent Ask For the Order on VHS/DVD for $295.00. You may purchase Ask For the Order on VHS/DVD for $795.00. Asking For the Order & Closing the Sale - Video In this video you will learn to recognize the Positive and Negative Buy Signals every customer telegraphs. Body language, simple actions, expressions, as well as words all signal a buyer's attitude and readiness to buy. Through proper use of a Trial Close, you learn to gauge where you are in the selling process. You will learn whether your customer is ready to close the sale, or needs more information or objection handling. There are seven basic closing techniques. All are explained and demonstrated in this video training program. You'll learn how and when to use the following techniques: By knowing how to use these effective closing techniques, you can avoid the dreaded "I want to think it over" response from your customer. Item #PDDC-RADM10P2 You may purchase Asking For the Order & Closing the Sale on VHS for $199.00. Body Language At Work - Non-verbal Communication - Video The video The core program in this four-part master class covers first impressions, eye contact, gesture and posture, mirroring, body language that contradicts the spoken word, and people's sensitivity to their personal space. The three subsequent modules examine how to put messages across to others without distracting, misleading and making unconscious mannerisms. Features and applications: Program includes: Video (21 mins) You may rent Body Language At Work - Non-verbal Communication on VHS for $795.00 (Please, call with your training dates - 1-253-759-6639). You may purchase Body Language At Work - Non-verbal Communication on VHS for $2195.00. Breaking Competitive Accounts: The Seven Critical Sales Actions - Video Length: 23 minutes Now your sales force can learn to get ahead of the eagerly awaiting competition of the '90s, land those hard-to-get accounts, and increase market share by implementing the tactics of winning over business instead of walking away defeated. Let international sales training consultant Skip Normand reinforce to your sales team how most of your organization's new business potential depends on their ability to consistently capture competitive business. How-To Training Points: Training Package Includes: Item #PDDC-LCDCBREAK Rent for 5-Days: $140.00 Rent for 30-Days: $295.00 Purchase for $595.00 Available in English and Spanish You may rent Breaking Competitive Accounts: The Seven Critical Sales Actions (English) on VHS for $195.00 (5-Days). (Please, call with your training dates - 1-253-759-6639). You may rent Breaking Competitive Accounts: The Seven Critical Sales Actions (Spanish) on VHS for $195.00 (5-Days). (Please, call with your training dates - 1-253-759-6639). You may rent Breaking Competitive Accounts: The Seven Critical Sales Actions (English) on VHS for $295.00 (30-Days). (Please, call with your training dates - 1-253-759-6639). You may rent Breaking Competitive Accounts: The Seven Critical Sales Actions (Spanish) on VHS for $295.00 (30-Days). (Please, call with your training dates - 1-253-759-6639). You may purchase Breaking Competitive Accounts: The Seven Critical Sales Actions (English) on VHS for $595.00. You may purchase Breaking Competitive Accounts: The Seven Critical Sales Actions (Spanish) on VHS for $595.00. Video - Purchase $795.00, Rental 7 Days $195.00 (Item#PDDC-COASAL001) 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. Produced by Coastal. • Implementing an action plan Item # PDDC-COASAL001-VHS; 13 minutes; purchase $795; 7-day rental $195; includes leader’s guide and 10 employee handbooks. Available in both English and Spanish. For Video Purchase $795.00 For Video 7-Day Rental $195.00 You may rent Determine and Reach Key Decision-Makers: Sticking to It (English) on VHS for $195.00 (Please, call with your training dates - 1-253-759-6639). You may rent Determine and Reach Key Decision-Makers: Sticking to It (Spanish) on VHS for $195.00 (Please, call with your training dates - 1-253-759-6639). You may purchase Determine and Reach Key Decision-Makers: Sticking to It (English) on VHS for $795.00. You may purchase Determine and Reach Key Decision-Makers: Sticking to It (Spanish) on VHS for $795.00. Video - Purchase $795.00, Rental 7 Days $195.00 (Item#PDDC-COASAL002) 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. Produced by Coastal. • What to say once you've made contact Item #COASAL002-VHS; 17 minutes; purchase $795; 7-day rental $195; includes leader’s guide and 10 employee handbooks. Available in both English and Spanish. For Video Purchase $795.00 For 7-Day Video Rental $195.00 You may rent Verify the Decision-Maker and Ask for the Business: Develop the Thirst (English) on VHS for $195.00 (Please, call with your training dates - 1-253-759-6639).
You may rent Verify the Decision-Maker and Ask for the Business: Develop the Thirst (Spanish) on VHS for $195.00 (Please, call with your training dates - 1-253-759-6639).
You may purchase Verify the Decision-Maker and Ask for the Business: Develop the Thirst (English) on VHS for $795.00.
You may purchase Verify the Decision-Maker and Ask for the Business: Develop the Thirst (Spanish) on VHS for $795.00.
Listening and Addressing Resistance: Prepare for the ObstaclesVideo - Purchase $795.00, Rental 7 Days $195.00 (Item#PDDC-COASAL003) This new video is part 3 of the 3-part Business to Business Prospecting Series developed in cooperation with Winnie Ary of Ary Group, Inc. 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. Produced by Coastal. • Addressing resistance and handling objections Item #COASAL003-VHS; 16 minutes; purchase $795; 7-day rental $195; includes leader’s guide and 10 employee handbooks. Available in both English and Spanish. For Video Purchase $795.00 For 7-Day Video Rental $195.00 You may rent Listening and Addressing Resistance: Prepare for the Obstacles (English) on VHS for $195.00 (Please, call with your training dates - 1-253-759-6639).
You may rent Listening and Addressing Resistance: Prepare for the Obstacles (Spanish) on VHS for $195.00 (Please, call with your training dates - 1-253-759-6639).
You may purchase Listening and Addressing Resistance: Prepare for the Obstacles (English) on VHS for $795.00.
You may purchase Listening and Addressing Resistance: Prepare for the Obstacles (Spanish) on VHS for $795.00.
Butkis and Smith on SalesVideo $150/$295 (Item#PDDC-LCDC019)
Categories: Meeting Openers, Sales Length: 9 minutes Rental Price $150.00 Purchase Price $295.00 Description:
You may rent Butkis and Smith on Sales on VHS for $150.00 (Please, call with your training dates - 1-253-759-6639).
You may purchase Butkis and Smith on Sales on VHS for $295.00.
Video Series - 2 Tapes $459.95 or 2 DVDs $559.95. (Item#PDDC-FLBVL30018) Americans, as a whole, live in a constant state of acquiring and discarding, collectively spending billions of dollars and innumerable hours on shopping every day of the week. This intriguing two-part series draws on experimental data, anecdotal case studies, and interviews with a wide range of experts to scrutinize why people buy-and how sellers manipulate their desires. Original BBC broadcast title: Buy-ology. 2-part series, 50 minutes each. The Buy-ology: The Science of Buying and Selling Series Includes: Why We Buy - How They Sell 50 Minutes Each Buy the series for $459.00 and save over $50.00 You may purchase Buy-ology: The Science of Buying and Selling Series on VHS for $459.95.
Purchase Buy-ology: The Science of Buying and Selling Series on DVD for $559.95.
Video - $259.95/$309.95 (Item#PDDC-FLBVL30019) This program places consumers under a microscope to quantify the psychological spectrum of buying, from everyday habits that typically steer Americans through their supermarkets and malls to a clinical disorder in which the high of making a purchase becomes the goal of shopping. James Twitchell, author of ADCULT USA; psychologist David Lewis, author of The Soul of the New Consumer; Brian Wansink, director of the University of Illinois’ Food and Brand Lab; brand strategist Robin Lauffer; and others focus on a variety of topics, including the biochemistry of shopping, the intersection of branding and lifestyle, consumerism as a way of life, and compulsive shopping disorder. Original BBC broadcast title: Buy-ology: Program 1. (50 minutes, color) You may purchase Why We Buy on VHS for $259.95.
Purchase Why We Buy on DVD for $309.95.
Video - $259.95/$309.95 (Item#PDDC-FLBVL30020) Shopping, once simply a basic task, now vies with television as America’s most popular leisure activity. How are retailers cashing in on all that discretionary spending? From the Turkish bazaar to the Mall of America, this program reveals the strategies being used to ensure that wallets and purses remain open for business. Retail anthropologist Paco Underhill, shopping center architect Eric Kuhne, retail analyst Claire Williams, Amazon.com’s Jeff Bezos, and Geoff Burch, "the world’s most persuasive man," share their insights into the importance of advertising, store design, product placement, and buyer behavior analysis-all underlying aggressive new approaches that have redefined consumers as targets. Original BBC broadcast title: Buy-ology: Program 2. (50 minutes, color) You may purchase How They Sell on VHS for $259.95.
Purchase How They Sell on DVD for $309.95.
Call To Order - Converting Telephone Enquiries into Sales - Video The video Features and applications: Program includes: To Rent Call To Order Video - $250.00 (Call 1-253-759-6639) with your training dates!
To Purchase Call To Order Video - $870.00
To Purchase Call To Order CD-ROM - $495.00
The Complete Telesales Training Kit: Mastering the Art of Selling by Phone - Video Aim The video Features and applications: Also Available in SPANISH on VHS Program includes: Style: Drama Prices: Related training issues: Order #PDDC-ALGCTELE You may rent The Complete Telesales Training Kit: Mastering the Art of Selling by Phone (English) on VHS for $795.00 (Please, call with your training dates - 1-253-759-6639).
You may rent The Complete Telesales Training Kit: Mastering the Art of Selling by Phone (Spanish) on VHS for $795.00 (Please, call with your training dates - 1-253-759-6639).
You may purchase The Complete Telesales Training Kit: Mastering the Art of Selling by Phone (English) on VHS for $1995.00.
You may purchase The Complete Telesales Training Kit: Mastering the Art of Selling by Phone (Spanish) on VHS for $1995.00.
The Challenge GameBoard Game - Purchase $199.00 (Item#PDDC-TTCCG)
Add Excitement to Your Training Programs If your training programs lack interest and participant involvement, you may be sending the wrong message. Enhance your training programs with a more active, engaging and stimulating approach. Use "Challenge...a board game" to impart , reinforce and evaluate knowledge about your training topic. Easily Implemented, Facilitated "Challenge...a board game" is an easily facilitated, generic board game that can be used to enhance the learning of a variety of specific subjects in an involving, interactive way. "Customer Service" and "Sales Training" are currently available, with more to follow. You can easily customize the game to teach content or techniques unique to your organization. "Challenge... a board game" can be played by up to 5 participants or teams. You can incorporate Challenge at any stage of your orientation session to provide a review, follow-up or reinforcement of the content that has been covered. And, the game format creates interest, involvement and healthy competition while it imparts information. Challenge provides simple instructions and step-by-step guidance in setting up and conducting the game. It requires minimal supervision and can be structured to be conducted entirely by the participants. Building on Challenge's 150 standard Question Cards ("Customer Service" or "Sales Training") you can create additional questions about your organization, using the blank cards provided, to create a custom feel to your game. Why Challenge Is Right For You:
Contents:
Investment: $199.00 Additional Question Cards: PDDC-TTC08557 -- 150 Subject Question Cards on "Customer Service" ......$50.00 PDDC-TTC08558 -- 150 Subject Question Cards on "Sales Training" .....$50.00 Purchase $199.00 (Customer Service) You may purchase The Challenge Game - Customer Service for $199.00.
You may purchase Additional Questions Cards for The Challenge Game - Customer Service for $50.00.
You may purchase The Challenge Game - Sales Training for $199.00.
You may purchase Additional Questions Cards for The Challenge Game - Sales Training for $50.00.
You may purchase 150 Blank Customizable Cards for The Challenge Game - Sales Training for $50.00.
Client and Professionals - Working Together Building Long-term Client Relationships - Video The video Features and applications: Program includes: You may rent Client and Professionals - Working Together Building Long-term Client Relationships on VHS for $250.00 (Please, call with your training dates - 1-253-759-6639).
You may purchase Client and Professionals - Working Together Building Long-term Client Relationships on VHS for $795.00.
Video - $225.00 (Item#PDDC-FLBVL30242) Filmed at USC’s Marshall School of Business, this program guest-hosted by CNBC’s Stuart Varney partners two innovators from opposite ends of the retail supply spectrum: Thomas Stemberg, chairman and CEO of Staples, and Carl Yankowski, former CEO of Palm, a market leader in hand-held computers. Topics of discussion include creating categories, looking forward and staying ahead, and distribution, from shelf space to cyberspace. In addition, MBA students and faculty ask questions about mentors, managing Wall Street expectations, and maintaining focus. (60 minutes, color) 60 Minutes Buy this video for $225 - Prices include public performance rights You may purchase Creating New Categories, Businesses, and Markets on VHS for $225.00.
Customers WantedVideo $99.00/$119.00 (Item#PDDC-PDDCCWPop)
To purchase video $99.00. To purchase DVD $119.00 Item #PDDC-CWPop You may purchase Customers Wanted on VHS for $99.00.
You may purchase Customers Wanted on DVD for $119.00.
Ed Buys . . . SeriesVideo $100.00/$325.00 each
The videos Series Segments: Each video rents for $100.00 (7-Day) and sells for $225.00 (VHS) or $325.00 (DVD). You may rent the entire series for $300.00 or purchase for $495.00 (VHS) or $695.00 (DVD). Item #PDDC-EDBUY You may rent Ed Buys . . . Series on VHS for $300.00 (Please, call with your training dates - 1-253-759-6639).
You may purchase Ed Buys . . . Series on VHS for $495.00.
You may purchase Ed Buys . . . Series on DVD for $695.00.
Ed And His Friend Don't Buy ShoesVideo $100.00/$325.00 (Item#PDDC-ARCSHOES)
The Video Ed And His Friend Don't Buy Shoes Discussion Questions: 1. How does the clerk get off on the wrong foot . . . so to speak? 2. Is it ever okay to correct a customer? 3. Once the relationship begins to sour, is it possible to save the customer and the sale? 4. How could the sales clerk have conveyed the same size information without offending the customer? 5. Do you think Ed and his friend would come back to this stores? Ideal for Sales Training, Retail Sales Training, and Customer Service. This video is a classic training film re-edited for today's market. Length: five minutes. To purchase VHS video $225.00 To purchase DVD video $325.00 To rent video $100.00 You may rent Ed And His Friend Don't Buy Shoes on VHS for $100.00 (Please, call with your training dates - 1-253-759-6639).
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The equation is very simple, no sales, no business. 
The Consultant Salesperson "partners" with customers, often called clients, to arrive at solutions for problems or needs. Success depends as much on the relationship with the client as the solution offered. To the Consultant Salesperson, establishing rapport and uncovering needs are critical, far more so than to the vendor salesperson. Once the relationship is established, it is often long-lasting and almost impossible for competitors to break up. 
Research has clearly shown that if you don’t ASK FOR THE ORDER, your probability of Closing is less than 20%. 
If done properly, the close will be as natural and easy for your customer as it is for you. With the proper close, your customer is as ready to buy as you are to sell. 
Aim
Break through typical sales responses and land those hard-to-get accounts! 
Aim
This product is available for eLearning. Set your own learning schedule. Take a pre-test. Take learning at your own pace. Review afterwards to insure comprehension. 
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 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, or staying in control of a presentation is a problem, these are skills that can be focused on. If it's a whole new team that needs the ultimate A-to-Z to successful telesales then look no further. 
Aim
This classic 1939 Popeye cartoon illustrates the need for defending your prices and niche marketing. Popeye and Bluto have competing penney arcades located side by side. When a customer, Wimpy, approaches the first thing they do is cut their prices (six pennies for a nickle . . . seven pennies for a nickle . . . eight . . .). They even give their service away free to compete with their neighbor. Both Popeye and Bluto ignore the fact that their products are different. Finally, they destroy (cartoon violence) their products in the "Fight of the Century" with Wimpy charging a dime each to hordes of new customers. The moral of the story: when you cut your prices the only one who wins is the customer . . . and they won't win very long if you go out of business. 
Ed (Academy Award winner James Dunn) takes a day off and goes shopping. Each part of the series details an adventure he has at a retail establishment. Some of the clerks he meets are helpful. Some are not. Some of the clerks upsell him and some sell or try to sell him additional products to go along with his purchases. And one clerk so irritated Ed and a friend that they leave the store and will probably never come back. These three to five minute videos are ideal for sales and customer service workshop discussion starters. 
Ed (Academy Award winner James Dunn) goes shopping. He runs into a friend who is looking for a new pair of shoes. They go into a store where the shoe clerk seems to have his own agenda and who tells the customer that he is wrong. Ed and his friend leave without buying shoes.