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Video Sales Menu
Video & CDROMs
Sales 
Benchmarking to Win - Video
Closing Times - Video
Competition - Know Your Enemy: Competitor Analysis for Success - Video
Customer Care - All Team Members are Important - Video
Customer Care - Complaints are Gifts: How to Turn Bad News into Good News - Video
Customer Care - Continuous Improvement - Video
Customer Care - Focus on the Customer - Video
Customer Care - I'm a Customer... Sell me Something - DVD
Customer Care - Making Customers Feel Special - DVD
Customer Care - Power To The Customer - Video and CDROM
Customer Care - Satisfying Customer Needs - DVD
Customer Care - Second to None - Video
Customer Care - So Why Doesn't Management Tell us What to Do - Video
Customer Care - The Customer Talks Back - Video
Customer Care - The Happy Accident - Video
Customer Care - Who Killed the Customer? - DVD
Customer Care - Who Killed the Sale? - DVD
Negotiating, The Art of - DVD
Objections, The Challenge of - DVD
Professional Selling - Ready to Sell - CDROM
Professional Selling - Starting to Sell - CDROM
Professional Selling Sold! - CDROM
Sales - A Reason to Buy - DVD
Sales - Getting the Business and Keeping it - Video
Sales - In At The Sharp End - Video
Sales - Prospecting For More Sales - DVD
Sales - Selling Benefits - DVD
Sales - Selling Step-by-Step - DVD
Sales - Serves You Right - DVD
Sales - Target Setting - Video
Sales Videos and CDROMs Homepage
Telesales - Call Centre Series - DVD Set
Telesales - Call Centres: Maximising Performance - Trainers Pack
Telesales - It's Your Call - CDROM
Telesales - Making Every Call Count - DVD
Telesales - The Telephone Business CDROM
The Trouble with Sales Training - Video

Getting the Business and Keeping it - DVD

Is your sales team reaching their full potential?

This training video shows sales experts in action – revealing their approach to lasting sales success. Divided into five parts for maximum flexibility, the programme can be shown as a complete course or specific sessions according to individual skills and needs.

There is a sequence for each session, showing how sales experts apply the relevant skills to their best advantage.

Session 1 – Getting started

  • Making appointments by telephone
  • Preparing for an interview
  • Establishing buyer’s and seller’s roles and company credibility
  • Getting the signal to proceed with the interview

Session 2 – Investigating ‘the gap’

  • developing the various questioning techniques
  • listening skills
  • investigating to identify the buyer’s professional/ personal concerns
  • summarising ‘the gap’ and its consequences

Session 3 – Making the presentation

  • Structure of the presentation
  • Using features, advantages and benefits
  • Seeking ‘little agreements’
  • Projecting enthusiasm, conviction and confidence

Session 4 – Getting the decision

  • Gaining customer commitment
  • Techniques for asking for the decision
  • Making silence work for you

Session 5 – Controlling the interview

  • Setting interview objectives
  • Differentiating between distractions and objections
  • overcoming distractions and objections

Who could benefit?

  • Staff new to sales
  • Experienced sales people

Key learning areas

  • Preparing for a sales interview
  • Making appointments by phone
  • Key listening and questioning skills
  • Pinpointing the buyer’s personal and professional concerns
  • Structuring and staging a presentation
  • Gaining the customer’s commitment
  • Staying in control of a sales interview

Running times

Main video 63 minutes
Summary video: 45 minutes

Cost: Video and CDROM Prices
International orders please email for cost
Bulk Discounts Available

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