Detailed Description

Sales Training 100
Selling Made Simple

Selling is an art and a science that can be learned by study and practice. Most people who have difficulties achieving success in selling have never been properly trained. Many people who have been selling for many years function on the basis of habit and instinct rather than on the basis of methodology and process. In this course, you will learn the essential elements of successful selling practiced by all top sales professionals everywhere.

Faculty: Brian Tracy
Length: 26:10

Course Highlights:
• Selling
• Sales People Are Poorly Trained
• Basic Selling Model
• Attention
• Interest

How Buyers Buy

The very best salespeople are actually "sales psychologists." They spend an enormous amount of time thinking through the motivations of their customers and looking for ways to structure their offerings to appeal to the primary needs and motivations of the people they are talking to. In this course, we will talk about how buyers buy and how you must structure every sales offering so that it touches on the key motivations that cause people to make buying decisions.

Faculty: Brian Tracy
Length: 26:13

Course Highlights:
• Buying Psychology
• All Action = Definite Improvement
• The Sales Conversations
• Get The Appointment
• Gap Analysis / Risk

Personal Sales Planning

Successful salespeople are better thinkers than average salespeople. The more accurate you are in thinking about yourself, your goals and the activities necessary to accomplish them, the more successful you will be in everything you attempt. In this course, you will learn how successful individuals accomplish far, far more than the average person, by planning their goals and activities in advance. The aim of personal strategic planning is for you to increase your "return on energy." Your mental, emotional and physical energy is all you really have to sell. The key to success has always been to "plan your work and work your plan!"

Faculty: Brian Tracy
Length: 25:59

Course Highlights:
• Self-Employed
• Goals
• GOSPA Model
• Personal Sales Planning
• Hour by Hour Activities

Getting Through To Buyers - While The Others Are Screened Out

Many sales reps never have a chance to talk to decision-makers (who very likely could buy from them) because they are screened out. Getting Through To Buyers - While Others Are Screened Out shares with you the secrets of reaching and selling to people who can and will buy from you. You'll learn how to actually work with the screener to save time and be better prepared when you do reach the buyer.

Faculty: Art Sobczak
Length: 43:25

Course Highlights:
• Before You Pick Up the Phone
• Your Ultimate Benefit
• Identifying Buyers and Getting Information
• Voice Mail and Answering Machines
• Helping Screeners Do their Job
• How to Gain the Cooperation Of Screeners

Identifying Problems and Presenting Solutions

Customers buy for their reasons, not yours. The most important thing you do in a sales presentation is to uncover the true needs or problems of the prospect that your product or service can solve or fulfill. Selling is a science as well as an art. Top salespeople have a set of skills that they can use to establish higher levels of rapport and to separate prospects from suspects faster than average salespeople. By learning and practicing a series of powerful, proven skills used by high-performing salespeople everywhere, you can dramatically increase your effectiveness and your results. In this session, you will learn some of the best ideas used by some of the best people.

Faculty: Brian Tracy
Length: 26:37

Course Highlights:
• Questioning and Self-Image
• I'm Not Interested.
• Telling is Not Selling
• Presentation Skills
• Show, Tell, Ask

Sales Presentations

What type of presentation will you use on your next sales call? Does your next call have to be a face-to-face call or is there a better method? How do you know which type of call is most appropriate for each customer contact? In this course, we will discuss the advantages and disadvantages of each type of presentation. We will develop a process for you to use in determining which is best. As a result of this course, you will be able to: Understand the four types of presentations; Discern the advantages and disadvantages of each; Make better use of your sales resources to make more calls and close more sales; Modify the way you are currently using the four types of presentations; Use the sales call to differentiate yourself, your company and your product; and Penetrate accounts that have refused to see you.

Faculty: Chuck Reaves
Length: 21:21

Course Highlights:
• Four Types of Presentations
• Advantages of Presentations
• Sales Resources

Closing the Sale

The ability to get your prospect to make a firm buying decision is central to your success in professional selling. All top salespeople are excellent at bringing the sales conversation to a successful close. Learning how to close a sale is a skill that can be developed. In this course, you will learn some of the key ideas practiced by the biggest moneymakers in sales in all fields. When you learn how to close easily and well, at the appropriate time, you will take full control over the future of your sales career.

Faculty: Brian Tracy
Length: 26:55

Course Highlights:
• The Close Of The Sale
• Asking For The Order
• Closing Methods
• Let Me Think It Over

Time Management for Salespeople

After 100 years of research and countless millions of dollars invested in seeking the causes for success and the causes for failure, we have come up with a simple answer. People are highly-paid because they spend their time doing things of high-value. Salespeople who spend every minute of every day focusing on high-value activities, eventually rise to the top of their fields and make a lot of money. Salespeople, even in the best of markets with the best of products, representing the best of companies, who waste their time in low-value activities, seldom accomplish anything of importance. In this course, you will learn some of the fundamental ideas for managing your time and your life.

Faculty: Brian Tracy
Length: 27:20

Course Highlights:
• Earning Ability
• The Purpose of a Business
• The Salesperson's Work
• Minutes Theory