So you want to be a success at selling? Part 3: Difficult customers Bestseller
Part 3: Difficult customers training video
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Overview
Learning objectives
To give all sales staff a solid grounding in core sales skills.
About the programme
This classic series is ideal for new sales recruits or as a refresher for experienced members of the sales team. 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.
Other video resources in the success at selling series
Part 1:The Preparation shows why it is imperative for salespeople to get to know their customers and to understand how their products or services can benefit their client.
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.
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.
Training sales teams to...
- Gain a greater understanding of customers and their needs
- 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 3 (25 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 objection handling http://awww.videoarts.com/product/SEL3 L01/An-introduction-to-objection-handling?ver=DE http://awww.videoarts.com/images/products/SEL3.JPGJohn Cleese plays a travelling salesman. He is listening to a portable sales mentor who introduces him to objection handling and how to deal with the difficult customers.... (read more)
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The desperate ducker http://awww.videoarts.com/product/SEL3 L02/The-desperate-ducker?ver=DE http://awww.videoarts.com/images/products/SEL3.JPGJohn Cleese plays a travelling salesman. He is listening to a portable sales mentor who introduces him to objection handling and we meet the desperate ducker.... (read more)
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Side step http://awww.videoarts.com/product/SEL3 L03/Side-step?ver=DE http://awww.videoarts.com/images/products/SEL3.JPGJohn Cleese plays a travelling salesman. He is listening to a portable sales mentor who shows him one of the things to do with the desperate ducker: side step.... (read more)
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Use their anxieties http://awww.videoarts.com/product/SEL3 L04/Use-their-anxieties?ver=DE http://awww.videoarts.com/images/products/SEL3.JPGJohn Cleese plays a travelling salesman. He is listening to a portable sales mentor who shows him to use the desperate ducker-s anxieties. Close a sale.... (read more)
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The disorganised ditherer http://awww.videoarts.com/product/SEL3 L05/The-disorganised-ditherer?ver=DE http://awww.videoarts.com/images/products/SEL3.JPG
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Be a nurse maid http://awww.videoarts.com/product/SEL3 L06/Be-a-nurse-maid?ver=DE http://awww.videoarts.com/images/products/SEL3.JPGJohn Cleese plays a travelling salesman. He is listening to a portable sales mentor who shows him one of the ways to deal with the disorganised ditherer. Be a nurse maid.... (read more)
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Restate their criticism as a positive http://awww.videoarts.com/product/SEL3 L07/Restate-their-criticism-as-a-positive?ver=DE http://awww.videoarts.com/images/products/SEL3.JPGJohn Cleese plays a travelling salesman. He is listening to a portable sales mentor who shows him one of the ways to deal with the disorganised ditherer. Restate their criticism as a positive.... (read more)
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Use their laziness http://awww.videoarts.com/product/SEL3 L08/Use-their-laziness?ver=DE http://awww.videoarts.com/images/products/SEL3.JPGJohn Cleese plays a travelling salesman. He is listening to a portable sales mentor who shows him one of the ways to deal with the disorganised ditherer. Use their laziness.... (read more)
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The domineering dictator http://awww.videoarts.com/product/SEL3 L09/The-domineering-dictator?ver=DE http://awww.videoarts.com/images/products/SEL3.JPGJohn Cleese plays a travelling salesman. He is listening to a portable sales mentor who introduces him to objection handling and we meet the domineering dictator.... (read more)
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Get them to reveal their prejudices http://awww.videoarts.com/product/SEL3 L10/Get-them-to-reveal-their-prejudices?ver=DE http://awww.videoarts.com/images/products/SEL3.JPGJohn Cleese plays a travelling salesman. He is listening to a portable sales mentor who shows him a way of handling the domineering dictator, by getting them to reveal their prejudices.... (read more)
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Relate your product to their needs http://awww.videoarts.com/product/SEL3 L11/Relate-your-product-to-their-needs?ver=DE http://awww.videoarts.com/images/products/SEL3.JPGJohn Cleese plays a travelling salesman. He is listening to a portable sales mentor who shows him a way of handling the domineering dictator: associate your product with the qualities they admire.... (read more)
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Use their vanity http://awww.videoarts.com/product/SEL3 L12/Use-their-vanity?ver=DE http://awww.videoarts.com/images/products/SEL3.JPGJohn Cleese plays a travelling salesman. He is listening to a portable sales mentor who shows him a way of handling the domineering dictator by using their vanity to get a decision.... (read more)
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Summary http://awww.videoarts.com/product/SEL3 L13/Summary?ver=DE http://awww.videoarts.com/images/products/SEL3.JPGA summary of the lessons on successful selling.... (read more)
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Related titles
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So you want to be a success at selling? Part 1: Preparation Bestseller video Part 1: Preparation http://awww.videoarts.com/product/SEL1/So-you-want-to-be-a-success-at-selling-Part-1:-Preparation?ver=DE http://awww.videoarts.com/images/products/SEL1.JPGLearning objectivesTo give all sales staff a solid grounding in core sales skills. Part 1: preparation.The definitive sales video training seriesThis 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... (read more)
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So you want to be a success at selling? Part 2: Presentation Bestseller video Part 2: Presentation http://awww.videoarts.com/product/SEL2/So-you-want-to-be-a-success-at-selling-Part-2:-Presentation?ver=DE http://awww.videoarts.com/images/products/SEL2.JPG
The aim
To give all sales staff a solid grounding in core sales skills.Making effective sales presentationsThis 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:How to explain the benefits, meet objections, and spot the buying signals is cove... (read more) -
So you want to be a success at selling? Part 4: Closing the sale Bestseller video Part 4: Closing the sale http://awww.videoarts.com/product/SEL4/So-you-want-to-be-a-success-at-selling-Part-4:-Closing-the-sale?ver=DE http://awww.videoarts.com/images/products/SEL4.JPGLearning objectivesTo give all sales staff a solid grounding in core sales skills.Closing the sale video resourceThis classic series is ideal for new sales recruits or as a refresher for experienced members of the sales team. Closing the sale is an area where even skilled salespeople fear rejection. In this resource they will find out how to conclude... (read more)
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Actors
John Cleese, Nigel Hawthorne, Geoffrey Palmer, Diana Quick, Andrew Sachs
Keywords
sales, negotiation, benefit, core selling skills, difficult customers, assertiveness
