So you want to be a success at selling? Part 1: Preparation Bestseller
Part 1: Preparation
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Overview
Learning objectives
To give all sales staff a solid grounding in core sales skills. Part 1: preparation.
The definitive sales video training series
This classic series is ideal for new sales recruits or as a refresher for experienced members of the sales team. Four separate programmes cover all facets of making a successful sale:
Preparation
Why it is imperative for salespeople to get to know their customers and to understand how their products or services can benefit their client.
Other video resources in the success at selling series
How to explain the benefits, meet objections, and spot the buying signals is covered in Part 2: The Presentation Sales staff learn how to stay cool and dispassionate even when a customer criticises them or their products.
Part 3: Difficult Customers deals with the duckers, ditherers and dictators that often stand in the way of progress. How to use people's anxieties, laziness or vanity are some of the suggested techniques to help get things moving.
Finally, it's time to close the deal in Part 4: Closing The Sale This is an area where even skilled salespeople fear rejection - and so delay closing. They will find out how to conclude a deal efficiently and effectively.
This invaluable programme utilises proven techniques to underpin messages and sets out all the key sales fundamentals.
Use this video training to help your learners...
- Gain a greater understanding of customers and their needs
- Learn to overcome obstacles and criticism when doing a deal
- Control and speed up the transaction by learning to handle difficult customers
- Close a deal efficiently and effectively every time
Programme includes
- Video part 1 (26 mins)
- Course leader's guide (PDF)
Featuring John Cleese
A Video Arts production featuring John Cleese, Geoffrey Palmer, Nigel Hawthorne, Diana Quick and Andrew Sachs. Release dates: 1981,1981,1983,1984
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Learning chapters
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An introduction to selling http://www.videoarts.com/product/SEL1 L01/An-introduction-to-selling http://www.videoarts.com/images/products/SEL1.JPGJohn Cleese plays a travelling salesman. He is listening to a portable sales mentor who introduces him to selling.... (read more)
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Research the customer http://www.videoarts.com/product/SEL1 L02/Research-the-customer http://www.videoarts.com/images/products/SEL1.JPGJohn Cleese plays a travelling salesman. He arrives at an appointment without doing his research of the customer. We see where he goes wrong.... (read more)
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Research the customer's position http://www.videoarts.com/product/SEL1 L03/Research-the-customers-position http://www.videoarts.com/images/products/SEL1.JPGJohn Cleese plays a travelling salesman. He arrives at an appointment without doing his research of the customer's position. We see where he goes wrong.... (read more)
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Research the company http://www.videoarts.com/product/SEL1 L04/Research-the-company http://www.videoarts.com/images/products/SEL1.JPGJohn Cleese plays a travelling salesman. He arrives at an appointment without doing his research of the company. We see where he goes wrong.... (read more)
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Research the product http://www.videoarts.com/product/SEL1 L05/Research-the-product http://www.videoarts.com/images/products/SEL1.JPGJohn Cleese plays a travelling salesman. He arrives at an appointment without doing his research of the product. We see where he goes wrong.... (read more)
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Research your company http://www.videoarts.com/product/SEL1 L06/Research-your-company http://www.videoarts.com/images/products/SEL1.JPGJohn Cleese plays a travelling salesman. He arrives at an appointment without doing any research of his own company. We see where he goes wrong.... (read more)
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Research the relationship http://www.videoarts.com/product/SEL1 L07/Research-the-relationship http://www.videoarts.com/images/products/SEL1.JPGJohn Cleese plays a travelling salesman. He arrives at an appointment without doing any research of the relationship between the client and his own company. We see where he goes wrong.... (read more)
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Set objectives http://www.videoarts.com/product/SEL1 L08/Set-objectives http://www.videoarts.com/images/products/SEL1.JPGJohn Cleese plays a travelling salesman. He is listening to a portable sales mentor who points out the necessity of setting objectives with customer when on an appointment.... (read more)
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Prepare alternatives http://www.videoarts.com/product/SEL1 L09/Prepare-alternatives http://www.videoarts.com/images/products/SEL1.JPGJohn Cleese plays a travelling salesman. He is listening to a portable sales mentor who points out the necessity of preparing alternatives for customer before going on an appointment.... (read more)
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Other customers for the product http://www.videoarts.com/product/SEL1 L10/Other-customers-for-the-product http://www.videoarts.com/images/products/SEL1.JPGJohn Cleese plays a travelling salesman. He is listening to a portable sales mentor who shows him the benefits of preparing alternatives for customer before going on an appointment.... (read more)
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Other product for the customers http://www.videoarts.com/product/SEL1 L11/Other-product-for-the-customers http://www.videoarts.com/images/products/SEL1.JPGJohn Cleese plays a travelling salesman. He is listening to a portable sales mentor who shows him the benefits of asking for new contacts from a customer.... (read more)
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Ask questions http://www.videoarts.com/product/SEL1 L12/Ask-questions http://www.videoarts.com/images/products/SEL1.JPGJohn Cleese plays a travelling salesman. He is listening to a portable sales mentor who shows him the benefits of asking relevant questions.... (read more)
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Ask open questions http://www.videoarts.com/product/SEL1 L13/Ask-open-questions http://www.videoarts.com/images/products/SEL1.JPGJohn Cleese plays a travelling salesman. He is listening to a portable sales mentor who shows him the benefits of asking open questions.... (read more)
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Keep control http://www.videoarts.com/product/SEL1 L14/Keep-control http://www.videoarts.com/images/products/SEL1.JPGJohn Cleese plays a travelling salesman. He is listening to a portable sales mentor who shows him the need to keep control of the meeting with the client.... (read more)
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Summary http://www.videoarts.com/product/SEL1 L15/Summary http://www.videoarts.com/images/products/SEL1.JPGA summary of the lessons on successful selling.... (read more)
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Actors
John Cleese, Nigel Hawthorne, Geoffrey Palmer, Diana Quick, Andrew Sachs
Keywords
sales, negotiation, benefit, core selling skills, duckers, ditherers, dictators, close the deal, criticism
