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Sell it to me! Part 1: Preparing the way

Essential skills for all salespeople video

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  • Overview

    Sales skills: training objectives

    To equip both new and experienced sales staff with the necessary skills to develop and nurture professional and productive customer relationships.


    About this sales video learning programme

    Sell it to me! is the best-selling two-part programme on how to build the kind of relationship with customers that will guarantee a sale.

    Part 1: Preparing the way is an amusing and easy-to-follow drama which demonstrates the techniques that help sale people conduct successful business. A series of light-hearted scenarios emphasise the importance of asking open-ended questions and listening carefully to what the customer is actually saying.

    By examining a couple of 'worst case' examples, people will learn how to keep control of a presentation and how to avoid making dangerous assumptions that could cost them the sale. From initial contact through to closing the deal, this programme is suitable for all levels of sales staff and can be used as individual or combined teaching units.

    For information on the related title Part 2: doing the deal click here


    This video resource will help your learners to...

    - Improve selling techniques so that customers are guaranteed to want to buy
    - Develop and nurture productive customer relationships


    Training resources

    Video (23 mins)
    Course leader's guide (PDF)
    Delegate worksheets (Word)
    PowerPoint slides
    Self-study workbook (Word)


    Featuring Robert Lindsay

    A Video Arts production featuring Josie Lawrence, Robert Lindsay, Amanda Redman, Martin Clunes and Colin Salmon. Release date: 1994


  • Learning chapters

    1. The portable sales mentor http://citrix.videoarts.com/product/SEL5 L01/The-portable-sales-mentor http://citrix.videoarts.com/images/products/SEL5 L01.jpg
      We meet the portable sales mentor and the salespeople.... (read more)
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    2. Ask open questions http://citrix.videoarts.com/product/SEL5 L02/Ask-open-questions http://citrix.videoarts.com/images/products/SEL5 L02.jpg
      We meet the portable sales mentor and the salesman. The salesman learns that he needs to ask open questions.... (read more)
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    3. Keep control http://citrix.videoarts.com/product/SEL5 L03/Keep-control http://citrix.videoarts.com/images/products/SEL5 L03.jpg
      The portable sales mentor points out how not to lose control of a sale with a client.... (read more)
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    4. Don't anticipate or assume http://citrix.videoarts.com/product/SEL5 L04/Dont-anticipate-or-assume http://citrix.videoarts.com/images/products/SEL5 L04.jpg
      The portable sales mentor points out why you shouldn-t anticipate or assume.... (read more)
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    5. Listen http://citrix.videoarts.com/product/SEL5 L05/Listen http://citrix.videoarts.com/images/products/SEL5 L05.jpg
      The portable sales mentor points out the importance of listening to the client.... (read more)
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    6. Recap of lesson 1 http://citrix.videoarts.com/product/SEL5 L06/Recap-of-lesson-1 http://citrix.videoarts.com/images/products/SEL5 L06.jpg
      Recap of lesson 1.... (read more)
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    7. Explain the benefits http://citrix.videoarts.com/product/SEL5 L07/Explain-the-benefits http://citrix.videoarts.com/images/products/SEL5 L07.jpg
      The portable sales mentor points out the importance of explaining the benefits to the client and meeting the client-s needs.... (read more)
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    8. Establish their needs http://citrix.videoarts.com/product/SEL5 L08/Establish-their-needs http://citrix.videoarts.com/images/products/SEL5 L08.jpg
      The portable sales mentor points out the importance of establishing the client-s needs.... (read more)
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    9. Recap of lesson 2 http://citrix.videoarts.com/product/SEL5 L09/Recap-of-lesson-2 http://citrix.videoarts.com/images/products/SEL5 L09.jpg
      Recap of lesson 2.... (read more)
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    10. Summary http://citrix.videoarts.com/product/SEL5 L10/Summary http://citrix.videoarts.com/images/products/SEL5 L10.jpg
      A summary of the lessons on preparing for a sale.... (read more)
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  • e-learning course

    Each e-learning course uses Video Arts memorable video content and includes thought-provoking questions that ensure the user is learning and being challenged.

    Bite-size modules allow individuals to go at their own pace as they work their way through the demonstrations, tutorials and video clips.

    Each e-learning title includes:

    • Pre-test to establish current knowledge and determine which modules the learner needs to complete
    • Test results and summary notes at the end of each module
    • Glossary of commonly used terms and key video clips
    • Final knowledge check to test retention
    • Full tracking and reporting capabilities

    e-learning course contains:

    • Trailer
    • Pre-test
    • Introduction
    • Meet the customer
    • Meet customer needs
    • Meet customer objections
    • Close the sale
    • Summary

     

    We provide access to full tracking and reporting so you can keep up-to-date with the learner’s progress. All our courses are fully SCORM-compliant for use with learning management systems and virtual learning environments.

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    1. Sell it to me! Part 2: Doing the deal Essential skills for all salespeople video http://citrix.videoarts.com/product/SEL6/Sell-it-to-me!-Part-2:-Doing-the-deal http://citrix.videoarts.com/images/products/SEL6.jpg
      Learning objectives To equip both new and experienced sales staff with the necessary skills to develop and nurture professional and productive customer relationships. Essential skills for sales professionals Sell it to me! is the best-selling two-part programme on how to build the kind of relationship with customers that will guarantee a sale. ... (read more)
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      Learning objectives To show sales staff what effect their behaviour can have on customers.Retail sales skills The prequel to this programme, If looks could kill, demonstrated how thoughtless behaviour can create a dissatisfied customer. This sequel shows that how we believe we are behaving is not necessarily how the customer sees it. In... (read more)
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    4. Call to order Converting telephone enquiries into sales training video http://citrix.videoarts.com/product/TP5/Call-to-order http://citrix.videoarts.com/images/products/TP5.jpg
      The aim
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      About the programme
      A poor telephone technique doesn't just create a bad impression, it loses business. Missed opportunities can result from sloppy behaviour, an over-familiar approach and a less-than-professional attitude. In this humorous drama, a Jack-the-lad t... (read more)
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Actors

Martin Clunes, Josie Lawrence, Robert Lindsay, Amanda Redman, Colin Salmon


Keywords

control, listen, benefits, closing the deal, sales, negotiation


Languages

English, Bulgarian, Czech, German, Greek, Spanish, French, Hungarian, Indonesian, Italian