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Successful Selling

Successful Selling


By Trevor Brennan Improving Sales Performance Through Employee Engagement looks at the issue of employee disengagement and points out how this situation can have a negative impact on the ability of a health/fitness club to be successful. In that regard, the DVD discusses what clubs can do to make their staff/employees intrinsically motivated to do "what they do," as well as make them feel valued for being a part of the whole. As such, the DVD emphasizes the fact that an efficient people strategy is arguably the most important aspect of any organization's human relations or management philosophy. The DVD also details several of the key factors involved in an effective employee engagement strategy. Among the topics covered: ~ What is employee engagement? ~ An efficient people strategy ~ A harmonious relationship between strategy and systems ~ Leadership ~ Beliefs and values ~ Autonomy ~ Collaboration ~ Growth & development ~ Support & recognition

DVD / 2014 / () / 50 minutes

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For those interested in food and have sales and leadership qualities, Gracey will introduce us to a regional sales manager for a major salad dressing manufacturer. Then Gracey will visit a food broker and find out why food manufacturers rely on them to increase sales of their food products. And Shawn will talk with a product sales consultant and learn how her presentation skills and background help increase her company's sales.

DVD / 2014 / (Senior High, College) / 20 minutes

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By Doug Werner Improve Sales Productivity With Lean Business Principles provides an overview of the key factors involved in lean business principlesˇXtools used to create and deliver value as the customer defines it, while consuming the fewest resources possible, by fully utilizing the knowledge, skills, passion, and thinking of those individuals who perform the work. The DVD identifies how health/fitness club operators can identify opportunities for utilizing these principles to sell memberships in their facilities. The DVD also reviews the current approach that clubs use for sales and suggests a paradigm that clubs could employ in the future for sales, based on lean principles. Among the topics covered: ~ Identifying opportunities to utilize lean ~ 'Lean' terminology ~ Mapping the 'current state' for membership sales ~ Sales processˇXcurrent state ~ Sales processˇXfuture state ~ New member launch checklist ~ Sales activity ~ Challenges to 'lean'

DVD / 2013 / () / 54 minutes

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A practical video guide to sales In Successful Selling Alex (Kevin Bishop, The Kevin Bishop Show) an experienced sales professional gets sucked into his online sales training app. As his virtual guide, Buddy (James Lance, Boy Meets Girl), takes him through a series of selling simulations, Alex realises that perhaps his technique isn't as sharp as he thought. Successful Selling is a fast-paced, practical video guide to sales for sales professionals. Using realistic scenarios and featuring recognisable actors this programme covers six modules for successful selling: research, objectives, asking questions, explaining benefits, meeting objections, and selling techniques. Use this training video to help your learners ~ Gain a greater understanding of customers and their needs ~ Learn to overcome objections and criticism when doing a deal ~ Control the sales meeting and speed up the transaction ~ Close the deal

DVD / 2013 / () / 32 minutes

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By Steve Jensen Establishing a Solid Foundation to Closing: The Secrets to Increasing Your Sales explains what a health/fitness club can do to establish a solid foundation for sales success. The DVD looks at some of the sales superstars in the industry and reviews several of the key factors that enables them to be successful. The DVD also reviews the "4 W's+H" process which clubs can use as a platform for establishing compelling reasons for prospective customers and services. In addition, the DVD points out several of the most important factors that need to be considered in a club's sales. Among the topics covered: ~ What do the best do? ~ Complacency is everywhere? ~ Establishing compelling reasons to meet you and buy ~ How prospects make buying decisions ~ Be a leader ~ The "4 W's+H" process ~ Additional take-aways

DVD / 2012 / () / 86 minutes

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By Jason Reinhardt Sales Excellence: Training That Produces Results explains how one word, phrase, or line can be a game-changer when it comes to sales. The DVD features tips for training staff to be more effective and productive sales people. The DVD explains how to collect guaranteed leads and reviews the importance of the profile card. The DVD also discusses how to connect with a prospect, as well as looks at the value of employing experienced-based selling, rather than price based. In addition, the DVD details how to capture referrals at point of sale and reviews how clubs can garner more referrals with a well-designed follow-up process. Among the topics covered: ~ Keep it simple ~ Guaranteed leads ~ Profile card importance ~ Shopping cart theory ~ ReferralsˇXpoint of sale ~ ReferralsˇXnew members

DVD / 2012 / () / 52 minutes

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Psychologist Peter Quarry and a panel of experts explore the dynamics of first impressions, building rapport, and strategies for building trust - all critical elements in securing sales and providing quality customer service. They offer some specific tools to overcome the de-motivation that affects all sales people from time to time, and examine the role of physical fitness and attitude in producing the positive energy required to succeed.

DVD (Closed Captioned) / 2009 / () / 12 minutes

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Featuring James Fleet, Kim Wall, Mina Anwar and Beverley Hills The best thing about dealing with a good sales person is you don't feel like you're being sold to. As far as you're concerned you're just receiving good service. This programme is designed to equip your staff with all the skills and techniques they need to approach sales opportunities with confidence. Suitable for all levels of staff who deal with customers, the lessons demonstrated are immediately actionable and accessible, from winning the customer's confidence, to discovering their needs, from knowing your product, through to closing the sale. Included in the programme is specific extra content for both retail and financial sales. These cover everything from handling complaints to dealing with difficult customers.

DVD / 2007 / () / 38 minutes

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Featuring Hal's Harley-Davidson In 1903, the first Harley-Davidson motorcycle was built in a 10 by 15 foot shed in Milwaukee, Wisconsin. Since then, the name Harley-Davidson Motor Company has been synonymous with Milwaukee. In the home of Harley-Davidson, how can any one dealer stand out? Hal's Harley-Davidson does it through creative relationship building and their approach to personal selling.

DVD / 2007 / (Grades 9-12, College, Adult) / Approx. 7 minutes

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Featuring: ~ Interviewee Eve Ash ~ Interviewer Peter Quarry This program shows how to overcome six typical challenges faced by experienced sales people. A great way to encourage positive sales skills and behaviours. Challenge 1 - Never Enough Time ~ Get organised ~ Get database up to date ~ Management system - follow-ups all organised ~ Territory well mapped out, and logical ~ Qualifying prospects - knowing they are the right person to see ~ Take half a day to a day to plan, strategise and making everything very logical ~ Use e-mail and voice mail Challenge 2 - Lost Confidence ~ Understand sales cycle of your product ~ Keep list of frequent objections and best answers ~ Get referrals ~ Get out of 'Negative land of W' - wishing, wallowing, wasting time Challenge 3 - Multiple Decision Makers ~ Work with the person that has contact with the decision maker - find the best way to present your product ~ Treat secretary as decision maker and sell to them ~ Advanced probes - how the criteria for the decision is going to be made, what budget will you be spending on the product Challenge 4 - Improving Presentations ~ Change yourself - new suit ~ Jazz up presentation - more visuals, tell a story, get feedback ~ Story telling - use previous client examples and how they are using your product Challenge 5 - Difficulty with negotiation ~ Be strong, natural and friendly ~ Workout minimum you are willing to accept ~ Workout maximum you want to accept ~ Workout target you will accept ~ Avoid lack of preparation during negotiation ~ Focus on needs not wants Challenge 6 - Writing a Great Proposal ~ Do it on the day you had the discussion ~ Simple introduction ~ Background on the problem ~ Your suggestion or solution ~ Cost involved ~ Clear pricing including any extra costs ~ Additional information ~ Your credentials ~ Keep it to 1-2 pages ~ Offer additional products or services Tips and Advice: ~ Keep a record of every time you got a sale ~ Write down trigger that led to the sale - and the buying signal ~ Change email subject after going back and forth to increase relevance ~ Visit your clients not just to sell but to find out about their business
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DVD / 2007 / () / 17 minutes

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All service involves selling, and selling entails meeting needs. This two-part module shows how service staff can identify customers' needs and then meet them by asking questions and actively listening; giving advice based on product knowledge; bending the rules; providing 'extras' and add-on sales'; and taking personal responsibility for problems. 1: Find Out the Needs This program highlights the importance of identifying what it is that customers and clients really want. It gives concrete suggestions as to how frontline staff can anticipate and establish their customers' service needs. 2: Meeting Needs This program shows that one of the tests of excellent service is whether staff can do more than simply meeting customers' needs. We see examples of frontline staff who go out of their way to meet unusual requests and to add extra touches to the service they provide.

DVD / 2006 / () / 38 minutes

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Featuring: James T. Healey Program Highlights ~ Why every one of us needs to know how to "sell." ~ How to change your tactics while keeping your strategy immutable. ~ How to play to the decision maker's personal agenda. Sales are the lifeblood of every company. Developing the product can pale in comparison with getting out there and trying to sell it. In spite of this, selling is relegated to a footnote in the curriculum of many MBA programs, and salespeople "can't get no respect." Yet, as Jim Healy points out, if you underestimate the critical importance of selling, you can lose opportunities and risk getting sidelined by the competition. When you're in the business of offering complex systems or services, selling is a process rather than a single event. Therefore, selling is not only an art, but it is also a science. It requires instinct, but also strategy. Without a clear strategy, Healy explains, the sale is lost before the battle even begins. And in order to create your strategy, you need a fundamental understanding of the four dynamic and interactive aspects of selling: analyzing the opportunity, positioning the solution, aligning with the power base, and overcoming resistance to buying. Healy details the steps you need to take to assemble these building blocks and beat the competition with an effective sales strategy.

DVD / 2006 / () / 47 minutes

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Today, in many fields selling is about building long-term relationships with customers. For sales people, relationship selling is viewed as a continuous circle in which they analyze customer needs, present the benefit of their product or service, gain the commitment from customers, and provide service after the sale in order to have another opportunity to start the cycle again.

DVD / 2005 / (Grades 9-12, College, Adult) / 9 minutes

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Perfect for new employees or freshen-up seasoned veterans, this program presents a logical, five-step selling process which new hires can easily memorize and start using with customers right away. With scenes set in a florist's shop, a hardware store, a men's clothier, a women's boutique, a shoe store, an electronics shop, and others, we follow the entire selling process from start to finish, using the following steps: ~ Greet the customer ~ Determine his or her needs ~ Present merchandise ~ Validate the selection ~ Close the sale

DVD (Participant's Guide) / / () / 14 minutes

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A Sales Training Meeting in a Box! 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 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 program 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.

DVD (With Leader's Guide, CD-ROM, Participantˇ¦s Workbook) / / () / Approx. 26 minutes

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How to make a persuasive sales presentation to a group. Sales presentations are a very special type of public speaking. Learn how to make your pitch with enthusiasm, lead potential customers to "experience" benefits, and then close the sale! The five-step formula: ~ Establish rapport. ~ Build credibility. ~ Get attention. ~ Establish a need. ~ Motivate action. No matter what you're selling, whether it's oranges to grocers or a new benefits package to your employees, the principles of sales success are the same. Learn how to build powerful, persuasive psychology into every presentation you make. And find out how to structure your presentation to follow each step in a psychological progression that leads to customer commitment.

DVD / / () / 24 minutes

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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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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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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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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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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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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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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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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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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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