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Sales Management

BARKLES BUSINESS: SALES 101 - FINDING THE ITCH

Meet the Barkles... our new canine companions who will get your team howling with laughter. You'll love the fun and humor as they motivate your team to higher levels of success.

If Freda can do it, you can, too! In this funny sales meeting video, you'll see how to overcome objections and really connect with the customer... and close the sale!! The Sales 101 meeting video is perfect to get your sales team going!

DVD / 2013 / 4 minutes

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SALES MOTIVATION AND RESULTS TODAY - S.M.A.R.T.

Football's winning coaches Mike Ditka, Sean Payton, Rex Ryan, and Bobby Bowden talk about how to be successful at selling in this fast-paced training program. These coaches have an amazing track record of success. Now you can take their core lessons and apply them to your sales job.

Targeting motivation is a task every company faces today. The energy of the team, as well as each of its individual members, must be maximized in order to optimize operations and success. The strength of the Sales Motivation and Results Today - S.M.A.R.T. training program comes from its powerful and experienced leaders who inspire you and your team members to excel to full capacity.

The SMART 20-minute motivational program focuses on four key lessons that every salesperson needs to know to succeed.

Planning: This module includes defining your goals, knowing your job and committing to a game plan.

Power: Learn how to have the drive to get the job done!

Persistence: Gain the motivation to achieve success. Learn how to overcome criticism and attack the challenges.

People: Today, more than ever, sales success is a team effort. You need to show you care, build loyalty, and lead by example.

An extended 41-minute self-study program which includes five key lessons:

Planning: This module includes defining your goals, knowing your job and committing to a game plan.

Power: Learn how to have the drive to get the job done!

Persistence: Gain the motivation to achieve success. Learn how to overcome criticism and attack the challenges.

Perspective: Learn how to gain perspective and leverage it for success. See challenges and changes as opportunities.

People: Today, more than ever, sales success is a team effort. You need to show you care, build loyalty, and lead by example.

DVD / 2013 / 61 minutes

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MINIMISE THEFT

Although most people love retail shopping and are there to buy products or services, the reality today is that theft is a significant part of the retail environment. So, as an employee, a big part of your job is to help stop this. But how do you do that? In this program, we explore the main ways this is done. It covers routine store security systems and procedures, and how you apply these to merchandise, cash, and equipment. Featuring interviews from two leading authorities on the subject one a retailer, one a security systems expert this is a practical and informative resource covering ways you can help minimise theft.

DVD (With English Subtitles, CD-ROM) / 2011 / (Senior Secondary - Professional) / 23 minutes

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ORGANISE AND MAINTAIN WORK AREAS

When you go shopping, the first thing that stands out is how clean a shop is. If it's dirty or just plain messy, chances are you'll walk straight out. As an employee, a dirty workplace also means more hazards for you. With a focus on one of Australia's leading food retailers Burger Edge we explore the key skills you need to organise and maintain work areas, maintain safety standards, clean work areas and maintain equipment. Filmed in a dynamic contemporary retail environment, this is a practical and information-packed introduction to the systems and processes that keep work areas clean.

DVD (With English Subtitles, CD-ROM) / 2011 / (Senior Secondary - Professional) / 22 minutes

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PERFORM STOCK CONTROL PROCEDURES

In a successful retail business, your stock will turnover frequently. The more people buy it, the more you'll need to replace it. But how do you actually keep track of what's come in, what's gone out and what's out the back? In this program we take a comprehensive look at the skills, knowledge and attitudes required to handle stock in a retail environment. Filmed at the flagship store of Kryolan Cosmetics, we examine the importance of clean work areas, how to process goods safely, the best ways to receive and process incoming goods, how to process and store goods appropriately, and finally how to rotate stock.

DVD (With English Subtitles, CD-ROM) / 2011 / (Senior Secondary - Professional) / 21 minutes

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APPLY POINT OF SALE HANDLING PROCEDURES

The financial aspects of any retail store are vital to business success. It needs to be fast and accurate to help keep the business flowing well. Critical to this is good Point of Sale (POS) service and practice. This incorporates understanding and operating POS equipment, processing transactions, completing sales, cash and non cash handling, balancing the register, reconciliation of takings & accuracy of reporting. In this program we see and hear from a leading retail industry expert about how the systems work to make the retail experience a fast and smooth operation that keeps their business responsive and successful, and hear about the ways to optimise effectiveness of retail POS handling. This is an educational and practical look at this vital area of the retail industry.

DVD (With English Subtitles, CD-ROM) / 2009 / (Junior Secondary - Professional) / 21 minutes

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CUSTOMER SERVICE EXCELLENCE IN THE RETAIL INDUSTRY

The modern retail environment is extremely competitive. With the expanding capabilities of electronic trading, the personal shopper is becoming more discerning and the retailer can no longer just meet customer needs. Today it's vital that they anticipate and exceed their customer's expectations. Indeed going beyond expectations of standard customer service has become the key point of difference in the retailer's quest to survive and grow. This exciting program examines how several award-winning retailers achieve customer service excellence. It examines who customers are, defines products, facilities and services, explores the vital role that good communication plays, looks at the most effective ways to handle complaints and examines how best to serve customers with special needs. This is a practical and informative look at modern customer service excellence in the retail industry.

DVD / 2009 / (Junior Secondary - Professional) / 32 minutes

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OCCUPATIONAL HEALTH AND SAFETY IN THE RETAIL INDUSTRY

In Australia, accidents in the retail workplace cost millions of dollars per year in direct costs and loss of production. Every year many people suffer a long-term injury, which affects their ability to work and enjoy life. Some even die. Employers and employees have legal responsibilities to keep workplaces safe and to reduce these risks, and the retail environment has some unique OHS conditions that you need to be aware of. In this program we hear from both WorkSafe Victoria and the Shop Distributive and Allied Employees Association, as well as coal-face expertise from leading retailer Woolworths about the effects of workplace injuries, legal obligations, employer responsibilities, employee responsibilities, the main types of injuries and what to do if there is an OH&S issue. A positive and pro-active look at the issues and how to make your retail workplace safe.

DVD / 2009 / (Junior Secondary - Professional) / 32 minutes

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BUYER-FOCUSED SELLING

With Bob Urichuck

Non-Traditional Techniques That Boost Your Bottom Line

Without buyers there are no sales, no revenue, no jobs, and no organization. The focus needs to be on the buyer, yet many salespeople talk too much about their offering, failing to pay attention to the most important aspects of buyer acquisition. In this fast-paced program, learn how to facilitate the buying process by putting your focus on how to attract buyers and empower them to take action. Bob Urichuck's method reveals the A, B, C, & D of becoming buyer focused to build stronger relationships based on trust. The results of his teachings are faster sales cycles, higher margins, improved closing ratios, more satisfied customers, more referrals, and a healthier bottom line.

DVD / 105 minutes

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CAPTURE YOUR MARKET

With Libby Gill

Branding Strategies That Keep You in the Heads and Hearts of Your Customers

How important is your brand? According to industry experts, it's one the key determinants of how successful your company will be, how much repeat business you'll get, and how likely people are to refer others to you. In this practical business-building seminar, branding expert Libby Gill shows you how to create a compelling brand that sticks. Through powerful examples and real-world stories, you'll learn how to clarify your message, create more trust, compete more effectively, deliver on your brand promise, and much more. The fact is, if you don't create your own brand, the marketplace will assign one to you, and that could be detrimental to your success. Discover these truths and you'll be well on your way to creating a brand that will be remembered.

DVD / 54 minutes

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DEALING WITH CHALLENGING PEOPLE

With Mary Jane Mapes

How to Handle Even the Roughest Relationships

Does anyone you live or work with rub you the wrong way? Are difficult people causing you stress? In this skill-building seminar, Mary Jane Mapes delivers a practical, refreshingly unique approach to dealing with challenging people more tactfully than ever before. You'll discover how to turn around even the toughest situations by communicating in new ways that you may never have thought were possible. Through engaging stories and easy step-by-step instructions, you'll gain valuable insights into the dynamics of human relationships. With this new set of skills, you'll be better equipped to deal with just about any relationship challenge that comes your way.

DVD / 72 minutes

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DELIVERING EXCEPTIONAL CUSTOMER SERVICE

By Richard Mulvey
Attracting your new customers is only half the battle, for your business to grow this year you need them to come back over and over again. By developing high levels of customer service you will encourage your casual customers to become regulars but having satisfied customers is just not enough and in this work Richard explores the techniques needed to generate "Raving Fans".

Turn your satisfied customers into "Raving Fans"

Convert "Just Looking" to "Just Buying"

Find out how to create just the right "First Impression"

Discover how complaints can be positive if managed professionally

Make sure your customers always come back for more

Help your team develop a passion for your customers

How many customers do you lose to bad service each year? Ten? One hundred? One thousand? You will probably never know but every customer lost will cost you hundreds or even thousands of rand in their "life time value". It is never too late to offer exceptional customer service and in this work Richard outlines a step by step process that will help your team keep your customers for ever.

DVD / 65 minutes

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EXPLOSIVE SALES RESULTS!

With Jeff Blackman

Proven Strategies to OutThink, OutDo & OutSell Your Competition

If you want real-world solutions to drive monstrous results, then Explosive Sales Results is for you! Jeff Blackman's clients have grown their businesses by 30% to 40% or more. Some have even doubled and tripled their incomes. If you're a business-leader, salesperson, CEO, manager, executive, or entrepreneur-get ready to grow your business, enhance your profits, boost your earnings, and improve your life. Quickly. Ethically. Dramatically. In this fast-paced, hard-hitting, high-energy, information-loaded and exceptionally entertaining session, Jeff shows you how to attain an almost unfair competitive advantage. You'll learn how to create loyal and devoted customers, shorten your sales cycle, whip your competitors and sell value to maximize profits and earnings.

DVD / 80 minutes

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GETTING NEW CUSTOMERS / KEEPING THEM FOREVER

By Richard Mulvey
If you are going to grow your business this year you will need to be more creative in the way you attract new customers. In this work we discuss the traditional methods of attracting new customers and explore some more creative ways to dramatically grow your business. Once you have attracted customers to your business it is important to keep them and in this work we also explore simple but effective ways to hang on to your customers and keep them coming back over and over again.

Understand how Customer Relationship Management (CRM) works

Find new customers before your competitors do

Discover new ways to attract Customers to your business

Turn cold calling into warm calling

Double your potential customers in one month

Convert casual customers into permanent customers

In today's economic climate successful companies know the importance of a successful sales team. Customers are fewer and harder to find and while your competitors are snapping at their heels trying to take them away from you, using the same old techniques will not be enough to stem the tide. There are no shortage of opportunities however and in this work we explore some new ideas that will help you develop your customer base and keep them for ever.

DVD / 77 minutes

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HANDLING OBJECTIONS / CLOSING THE SALE

By Richard Mulvey

Managing objections and the close are the most important parts of the sale but are so often handled badly. We are not good at closing the sale. In a recent study undertaken by a local security company, salespeople ask for the business in only 34% of the time and this is not unusual. In this work we make the close simple but very effective, and take the lid off all those difficult objections.

Learn when to Close and when not to Close

Find out how Closing can be fun

Learn four steps to Closing any Sale

Discover the different types of objection and how to handle them

Objections are opportunities, find out how to look forward to them

How often do your sales people do all the hard work then forget to ask for the business? How often is a sale lost because an objection is badly handled? In this seminar for sales people at all levels we analyse objections and the close and discuss a few simple rules that will make a big difference to your strike rate.

DVD / 58 minutes

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HOW TO PERSUADE ANYBODY TO DO ALMOST ANYTHING

By Jacques de Villiers

If you'd like to close more deals more consistently, then you should spend time with sales trainer Jacques de Villiers and discover how to Persuade Anybody to do Almost Anything. Discover the six secrets of master persuaders that'll help you blast your sales through the roof. IN this DVD you'll learn some of the fiercest, clinical and most effective persuasion techniques known to the human race. Once you've mastered the simple, yet effective and ethical persuasion techniques, you'll open an Aladdin's cave of commissions that you've never dreamed of.

Discover how to get people to buy from you (even if they don't like you)

Learn the Sandra Bullock technique for getting commitment

Uncover the grandfather of all persuasive words

Find out how proof will push any Doubting Thomas over to your side

Learn the five words that make people salivate

DVD / 70 minutes

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HUMOR ADVANTAGE, THE

With Michael Kerr

How to Boost Engagement, Attract Customers and Increase the Bottom Line

A positive environment is key to driving your company to success. However, creating the right atmosphere doesn't happen by accident - you have to be intentional when it comes to building a great workplace. In this seminar you'll discover how organizations are leveraging their humor resources to foster a healthier, more engaged, more innovative, and ultimately more service-driven culture. This kind of work place attracts talented, committed employees who are engaged and energized on a continuous basis. When your staff members are practicing these principles, you gain more referrals, attract more customers, and keep them coming back for more.

DVD / 75 minutes

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SELLING FACE TO FACE

By Richard Mulvey

Selling is all about understanding your customer's problem and providing just the right solution. It is no longer enough to simply uncover customer's needs however; you have to go beyond Need to Wants and finally Desires if you are going to beat your competitors to the finishing post. In this work we look at the process of managing a customer meeting from start to finish . Creating the right impression, uncovering his needs and the emotional reasons he will buy, right through to the close.

Learn how to get Face to Face more often

Understand the Psychology behind buying decisions

Develop your listening skills

Control the conversation using just the right questions

Understand the difference between Needs, Wants & Desires

Discover the right time to close

DVD / 59 minutes

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SELLING OVER THE TELEPHONE

By Richard Mulvey

We all use the telephone but how many of us learn to use it efficiently? In this work Richard describes the principles involved in selling your product or service over the telephone, as well as a useful script for making an appointment, techniques to get past the "Gatekeeper", and other ways to use the telephone to help you to close more sales and grow your customer base.

Close more sales on the Phone

Learn how to make appointments over the Phone

Discover how telephone etiquette can improve your strike rate

Professionally handle all objections over the Phone

Find out how to design scripts that really work

Become your company's star telesales specialist

We all use the telephone. Even my eight year old can call her friends and make arrangements to visit.(hopefully with parental approval). But how many of us learn to use the telephone efficiently? In this work we describe the principles of selling over the telephone, helping your team to close more sales and grow your customer base.

DVD / 67 minutes

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SELLING QUALITY AT YOUR HIGHER PRICE

By Richard Mulvey

It is easier to sell the higher priced product but few sales people understand this principle. Price is not the only issue as far as your customers are concerned, value is what matters and in this work we discuss how to get your quality message across to your customers so that you can achieve your premium price

Learn how to avoid Price as the major issue in the Sale

Discover why it is easier to sell the Higher priced product

Increase your strike rate and your Profit Margin

Find out how to get across your Quality message

Far too often our sales teams see price as the only issue. This is a mistake that can get in the way of developing new profitable opportunities. In this work we will discuss how to get past price barriers, handle price objections, and close more, higher priced sales.

DVD / 69 minutes

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SELLING THE DREAM

By Richard Mulvey

Customers don't buy products, or even solutions, customers buy dreams. Your customers are dreaming about a better future through buying your products or services. In this work Richard outlines the process of creating and selling the dream that the customer wants to buy.

DVD / 69 minutes

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VALUE-CENTERED SELLING

With Victor Antonio

How to Focus on What Buyers Really Want

A shift in B2B selling has happened! Prospects are less inclined to "spend the time" listening to your pitch. Potential clients have shifted from wanting information to wanting to complete a transaction on their terms. Given this power shift in selling, how can you influence informed B2B buyers? How can you add real value to the sales discussion and not sound like a walking brochure? Value-Centered Selling focuses on helping you locate where your product or service can add value to the client's business model. Furthermore, it teaches you how to quantify your value so that the prospect is able to justify buying from you.

DVD / 82 minutes

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YOU'VE ONLY GOT 4 MINUTES

By Richard Mulvey

90% of the impression you make is created in the first four minutes of meeting people. In this training program you will find 5 simple rules that will help you manage those four vital minutes and create whatever impression you want to create.

Learn to create the right impression every time

Turn every meeting to your advantage

Discover how to impress everyone you meet

Find out how to manage your own body language

DVD / 55 minutes

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