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.
Secrets of Negotiating Profitable Sales Item: PDDC-BVL10820
Format: VHS
List Price: $1,599.95
Item: PDDC-BVL10820
Format: DVD
List Price: $2,199.95
Prices include public performance rights
Available only in the United States and Canada.
Copyright date: 1999
You may purchase Secrets of Professional Selling: Eight Steps to Success - Series on VHS for $1599.95.
You may purchase Secrets of Professional Selling: Eight Steps to Success - Series on DVD for $2199.95.
Secrets of Professional Selling
Selling well, like any set of skills, begins with a solid foundation. In this program, Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—drives home the basics, including the importance of listening, in order to determine a prospect’s needs and buying motives; of highlighting prospect benefits, not product features; of having a broad knowledge of one’s industry; of making a paradigm shift from "company salesperson" to "buyer consultant"; and of focusing on value rather than price. (26 minutes, color)
Part of the Series Secrets of Professional Selling: Eight Steps to Success
Item: PDDC-BVL10821
Format: VHS
List Price: $259.95
Item: PDDC-BVL10821
Format: DVD
List Price: $309.95
Prices include public performance rights
Available only in the United States and Canada.
Copyright date: 1999
You may purchase Secrets of Professional Selling on VHS for $259.95.
You may purchase Secrets of Professional Selling on DVD for $309.95.
Secrets of Personal Time and Territory Management
"I work hard every day, every week, but I’m not making any money in selling. If I’m working this hard, I ought to be doing a lot better than I am." In this program, Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—explodes the myth that sheer effort guarantees results while explaining how to "plan your work and work your plan," how to codify priorities and then stick to them, how to eliminate time-wasters, and the crucial importance of making weekly and daily schedules. (30 minutes, color)
Part of the Series Secrets of Professional Selling: Eight Steps to Success
Item: PDDC-BVL10822
Format: VHS
List Price: $259.95
Item: PDDC-BVL10822
Format: DVD
List Price: $309.95
Prices include public performance rights
Available only in the United States and Canada.
Copyright date: 1999
You may purchase Secrets of Personal Time and Territory Management on VHS for $259.95.
You may purchase Secrets of Personal Time and Territory Management on DVD for $309.95.
Secrets of Effective Personal Communication
In general, prospects can be divided into groups known as Amiables, Expressives, Analytics, and Drivers—and knowing the differences between them can make or break a budding business relationship. This program narrated by Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—stresses the value of good writing skills; of nonverbal communication during "7-second plans" and presentations; of listening and following up; and of generating mutual cordiality and respect. (30 minutes, color)
Part of the Series Secrets of Professional Selling: Eight Steps to Success
Item: PDDC-BVL10823
Format: VHS
List Price: $259.95
Item: PDDC-BVL10823
Format: DVD
List Price: $309.95
Prices include public performance rights
Available only in the United States and Canada.
Copyright date: 1999
You may purchase Secrets of Effective Personal Communication on VHS for $259.95.
You may purchase Secrets of Effective Personal Communication on DVD for $309.95.
Secrets of Successful Prospecting
What is a salesperson’s most important activity? In this program, Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—tackles the subject of prospecting, from gathering referrals to making cold calls. How to tap current and prior customers for referrals; how to cultivate a "non-referral farm" through research, networking, and other avenues; how to quantitatively assess the value of prospecting activities; and ways to improve the "appointment-to-disappointment ratio" are all considered. (30 minutes, color)
Part of the Series Secrets of Professional Selling: Eight Steps to Success
Item: PDDC-BVL10824
Format: VHS
List Price: $259.95
Item: PDDC-BVL10824
Format: DVD
List Price: $309.95
Prices include public performance rights
Available only in the United States and Canada.
Copyright date: 1999
You may purchase Secrets of Successful Prospecting on VHS for $259.95.
You may purchase Secrets of Successful Prospecting on DVD for $309.95.
Secrets of the Sales Presentation
Nothing promotes buying like buy-in. How is it achieved? This program narrated by Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—answers that and other questions as it examines the sales presentation, from start to finish. Topics covered include properly using open- and closed-ended questions; identifying the benefits most dear to the prospect; uncovering unmet needs or dissatisfactions; getting the prospect involved in the presentation; and closing on every point of agreement. (21 minutes, color)
Part of the Series Secrets of Professional Selling: Eight Steps to Success
Item: PDDC-BVL10825
Format: VHS
List Price: $259.95
Item: PDDC-BVL10825
Format: DVD
List Price: $309.95
Prices include public performance rights
Available only in the United States and Canada.
Copyright date: 1999
You may purchase Secrets of the Sales Presentation on VHS for $259.95.
You may purchase Secrets of the Sales Presentation on DVD for $309.95.
Secrets of Making Objections Your Friends
For a salesperson, an objection is the kiss of death. Or is it? In this program, Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—makes it clear that an objection and a rejection are two totally separate things, as he describes in detail the process of turning an objection into an ally: first, probe for the underlying reasons; next, acknowledge it with a disarming statement, mentally classify it as content-based or visceral, and deal with it accordingly; and then get back on track and go for the close. (26 minutes, color)
Part of the Series Secrets of Professional Selling: Eight Steps to Success
Item: PDDC-BVL10826
Format: VHS
List Price: $259.95
Item: PDDC-BVL10826
Format: DVD
List Price: $309.95
Prices include public performance rights
Available only in the United States and Canada.
Copyright date: 1999
You may purchase Secrets of Making Objections Your Friends on VHS for $259.95.
You may purchase Secrets of Making Objections Your Friends on DVD for $309.95.
Secrets of Closing the Sale
Regardless of how good a sales pitch is, the sale is not made until it is closed. In this program, Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—addresses the ins and outs of getting to "yes" while laying down the laws of making the sale: assume a closing mentality right from the start, be alert for prospect acceptance and closing cues, and ask for an order as soon as agreement is sensed, turning ordinary statements into closing questions. (24 minutes, color)
Part of the Series Secrets of Professional Selling: Eight Steps to Success
Item: PDDC-BVL10827
Format: VHS
List Price: $259.95
Item: PDDC-BVL10827
Format: DVD
List Price: $309.95
Prices include public performance rights
Available only in the United States and Canada.
Copyright date: 1999
Click Here to see a short preview!
You may purchase Secrets of Closing the Sale on VHS for $259.95.
You may purchase Secrets of Closing the Sale on DVD for $309.95.
Secrets of Negotiating Profitable Sales
The difference between making a sale and making a profitable sale means more than just an extra zero or two on the bottom line. This program narrated by Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—emphasizes the importance of negotiating win-win sales. Key discussion points include getting everything on the table before beginning to negotiate, remembering that price is only one element of the total package, and never making a concession without receiving one in return. (26 minutes, color)
Part of the Series Secrets of Professional Selling: Eight Steps to Success
Item: PDDC-BVL10828
Format: VHS
List Price: $259.95
Item: PDDC-BVL10828
Format: DVD
List Price: $309.95
Prices include public performance rights
Available only in the United States and Canada.
Copyright date: 1999
You may purchase Secrets of Negotiating Profitable Sales on VHS for $259.95.
You may purchase Secrets of Negotiating Profitable Sales on DVD for $309.95.
Selling Skills - Video
Interviews with professional sales personnel present strategies for enhancing business transactions. Viewers are shown how to prepare for a sale, approach customers and determine their needs, present merchandise, ask for a sale, handle resistance, and steps to take after the sale. Students see how to approach the sales process in its totality, beginning with the first customer contact, and carrying on long after goods and cash have been exchanged. The techniques are applicable to sales positions in any type of business.
Length: 35 minutes
Item: PDDC-BVL14647
Format: VHS
List Price: $199.95
Item: PDDC-BVL14647
Format: DVD
List Price: $249.95
Prices include public performance rights
Available only in the United States and Canada.
Copyright date: 1992
You may purchase Selling Skills on VHS for $199.95.
You may purchase Selling Skills on DVD for $249.95.
Sell It To Me! - Essential Skills for All Salespeople - Video
Aim
To equip both new and experienced sales staff with the necessary skills to develop and nurture professional and productive customer relationships.
The videos
Sell It To Me! is the best-selling two-part program on how to build relationships with customers that ensure you sell.
Part 1: Preparing the Way, explains the techniques that help salespeople conduct successful business. A series of light-hearted scenarios emphasize the importance of asking open-ended questions and the need to listen carefully to what the customer is actually saying.
Part 2: Doing the Deal tackles customer objections. By making them specific and putting them in perspective, sales staff will be able to provide compensating benefits to their customers. The program explains how to set achievable objectives, prepare alternatives, and then put it all into practice by closing the deal.
Features and applications:
Covers all stages of the sale, from initial contact through to closing the deal
This video production has an online preview. Visit our online preview page to view a sample of this program and other training videos. Click Here!
Learning resource pack includes:
Video part 1 (23 mins)
Order #PDDC-ALGSEL5
Video part 2 (23 mins)
Order #PDDC-ALGSEL6
Both parts Order #S000002
Course Leader's Guide
Delegate worksheets on disk
Powerpoint slides
Self-study workbook on disk
Style: Humorous drama
Prices:
Purchase: $1595 both VHS or DVD
(Purchase each part): $999 DVD
Rental (5 days) $595
(Rental each part) $350
Related training issues: Negotiating
Presentations
This video production has an online preview. Click Here!
To Rent Sell It To Me! - Essential Skills for All Salespeople Part One - $350.00 (Call 1-253-759-6639) with your training dates!
To Purchase Sell It To Me! - Essential Skills for All Salespeople Part One Video - $999.00 - DVD
To Rent Sell It To Me! - Essential Skills for All Salespeople Part Two - $350.00 (Call 1-253-759-6639) with your training dates!
To Purchase Sell It To Me! - Essential Skills for All Salespeople Part Two Video - $999.00 - DVD
To Purchase Sell It To Me! - Essential Skills for All Salespeople Both Parts on Video - $1695.00 - DVD
So You Want To Be A Success In Selling? - Video
WHAT'S IT ALL ABOUT
Part 1: The Preparation video
Before you can sell effectively, you must research your customers’ background. Cleese learns to work out objectives and alternatives, ask open questions to avoid rejection, keep control, and always be alert to opportunities to sell other John-Cleese-Training-Videos. 26 minutes.
Also available in Spanich and French (VHS Only)
Part 2: The Presentation video
Cleese learns to concentrate on benefits rather than features, and relate his John-Cleese-Training-Videos to his customer’s needs. He must also meet objections coolly, putting them into perspective with compensating benefits. Finally, he learns when to ask for the business, and how to keep quiet once the customer agrees. 25 minutes.
Also available in Spanich and French (VHS Only)
Part 3: Difficult Customers video
Cleese learns to resist smokescreens, tell fake objections from real ones and then restate things in his favor. He also sees that a customer’s anxiety, laziness, aggressiveness or vanity can't be fought but can actually be used to his advantage. 25 minutes.
Also available in Spanich and French (VHS Only)
Part 4: Closing the Sale video
Along with Cleese, you'll learn the three main lessons of closing: think positive and think big, always ask for the order, and keep on trying. In the end, Cleese gets it right. But his trials and tribulations make this an essential lesson for every salesforce. 29 minutes.
Also available in Spanich and French (VHS Only)
This product is available on DVD for flexible training. Instantly choose a scene for review and discussion. Call 253-759-6639 for more information.
KEY LEARNING POINTS
Purchase $870.00 (price for each part) This video production has an online preview. Visit our online preview page to view a sample of this program and other training videos. Click Here!
You may rent So You Want to Be a Success At Selling Part 1: The Preparation (English) on VHS for $250.00 (Please, call with your training dates - 1-253-759-6639).
You may rent So You Want to Be a Success At Selling Part 1: The Preparation (Spanish) on VHS for $250.00 (Please, call with your training dates - 1-253-759-6639).
You may rent So You Want to Be a Success At Selling Part 1: The Preparation (French) on VHS for $250.00 (Please, call with your training dates - 1-253-759-6639).
You may purchase So You Want to Be a Success At Selling Part 1 (English) on VHS for $870.00.
You may purchase So You Want to Be a Success At Selling Part 1 (Spanish) on VHS for $870.00.
You may purchase So You Want to Be a Success At Selling Part 1 (French) on VHS for $870.00.
You may rent So You Want to Be a Success At Selling Part 2: The Preparation (English) on VHS for $250.00 (Please, call with your training dates - 1-253-759-6639).
You may rent So You Want to Be a Success At Selling Part 2: The Preparation (Spanish) on VHS for $250.00 (Please, call with your training dates - 1-253-759-6639).
You may rent So You Want to Be a Success At Selling Part 2: The Preparation (French) on VHS for $250.00 (Please, call with your training dates - 1-253-759-6639).
You may purchase So You Want to Be a Success At Selling Part 2 (English) on VHS for $870.00.
You may purchase So You Want to Be a Success At Selling Part 2 (Spanish) on VHS for $870.00.
You may purchase So You Want to Be a Success At Selling Part 2 (French) on VHS for $870.00.
You may rent So You Want to Be a Success At Selling Part 3: The Preparation (English) on VHS for $250.00 (Please, call with your training dates - 1-253-759-6639).
You may rent So You Want to Be a Success At Selling Part 3: The Preparation (Spanish) on VHS for $250.00 (Please, call with your training dates - 1-253-759-6639).
You may rent So You Want to Be a Success At Selling Part 3: The Preparation (French) on VHS for $250.00 (Please, call with your training dates - 1-253-759-6639).
You may purchase So You Want to Be a Success At Selling Part 3 (English) on VHS for $870.00.
You may purchase So You Want to Be a Success At Selling Part 3 (Spanish) on VHS for $870.00.
You may purchase So You Want to Be a Success At Selling Part 3 (French) on VHS for $870.00.
You may rent So You Want to Be a Success At Selling Part 4: The Preparation (English) on VHS for $250.00 (Please, call with your training dates - 1-253-759-6639).
You may rent So You Want to Be a Success At Selling Part 4: The Preparation (Spanish) on VHS for $250.00 (Please, call with your training dates - 1-253-759-6639).
You may rent So You Want to Be a Success At Selling Part 4: The Preparation (French) on VHS for $250.00 (Please, call with your training dates - 1-253-759-6639).
You may purchase So You Want to Be a Success At Selling Part 4 (English) on VHS for $870.00.
You may purchase So You Want to Be a Success At Selling Part 4 (Spanish) on VHS for $870.00.
You may purchase So You Want to Be a Success At Selling Part 4 (French) on VHS for $870.00.
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. 
Ed (Academy Award winner James Dunn) goes shopping, but has to be reminded that he is looking for an anniversary present for his wife. She wants a new chair. Ed visits a furniture store and a sales clerk shows him several that Ed trys on. 
Ed (Academy Award winner James Dunn) goes shopping. He stops to buy some cigarettes and ends up buying a pipe and some tobacco. Next he stops in at a hardware store to look around. He ends up buying a hammer. In both instances he is sold on a product that he is steered to by the salesmen. He even is upsold and buys additional products. Not by by high pressure, but by an interested salesclerk. 
5. How were the salesmen able to make these sales? 
New customers and new businesses require two things from any business person or company. Knowledge of the marketplace, a clear understanding of all the dynamics of marketing, and action are all required to locate, assess and activate new customers. This two-video program covers both parts of the new customer/new business equation. 
Aim
The biggest obstacle most sales people find to making cold calls is knowing where to start. The American Business Video Training Series will take you through the process, step-by-step. 
Effective sales skills are useful to everyone. Everyday, every person in your company has the opportunity to sell the company. This video contains easy-to-follow steps in fundamental sales techniques to assist company employees gain essential sales skills. 
Aim
Ploys, Gambits and Dirty Tricks of Negotiating
Ploys, Gambits and Dirty Tricks of Negotiating presents gambits (just like in a chess game),so that individuals can familiarize themselves with the techniques in order to recognize and counter the gambits . . . as well as put the gambits into practice for themselves.
This fact-filled video explains the general organization of a retail store and shows how the various parts of the organization work to present merchandise to customers effectively. 
The face of sales is changing. . . 
