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Sell it to me! Part 2: Doing the deal

Essential skills for all salespeople video

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  • Overview

    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.

    Part 2: Doing the deal is an amusing and easy-to-follow drama which demonstrates how to effectively tackle customer objections. By making them specific and putting them into perspective, sales staff will be able to provide compensating benefits to their customers.

    The programme explains how to set achievable objectives, prepare alternatives, and then, by putting it all into practice, close the deal. It reinforces the fact that even skilled salespeople can fail to spot buying signals or spoil a close by continuing to sell after the deal has been done. 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 1: Preparing the way click here


    Train your sales team to...

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


    Video training resources:

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



    Featuring Josie Lawrence

    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://www.videoarts.cowww.videoarts.com/product/SEL6 L01/The-portable-sales-mentor http://www.videoarts.cowww.videoarts.com/images/products/SEL6 L01.jpg
      We meet the portable sales mentor and the salespeople.... (read more)
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    2. Don't take objections personally http://www.videoarts.cowww.videoarts.com/product/SEL6 L02/Dont-take-objections-personally http://www.videoarts.cowww.videoarts.com/images/products/SEL6 L02.jpg
      We meet the portable sales mentor and the salesperson. The salesman learns not to take objections personally and not to argue with the customer.... (read more)
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    3. Make the objections specific http://www.videoarts.cowww.videoarts.com/product/SEL6 L03/Make-the-objections-specific http://www.videoarts.cowww.videoarts.com/images/products/SEL6 L03.jpg
      We meet the portable sales mentor and the salesperson. The salesman learns to get the customer to make objections specific.... (read more)
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    4. Put the objections in perspective http://www.videoarts.cowww.videoarts.com/product/SEL6 L04/Put-the-objections-in-perspective http://www.videoarts.cowww.videoarts.com/images/products/SEL6 L04.jpg
      We meet the portable sales mentor and the salesperson. The salesman learns to put the objections in perspective and follow it with a trade off.... (read more)
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    5. Recap of lesson 3 http://www.videoarts.cowww.videoarts.com/product/SEL6 L05/Recap-of-lesson-3 http://www.videoarts.cowww.videoarts.com/images/products/SEL6 L05.jpg
      Recap of lesson 3.... (read more)
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    6. Not closing the sale http://www.videoarts.cowww.videoarts.com/product/SEL6 L06/Not-closing-the-sale http://www.videoarts.cowww.videoarts.com/images/products/SEL6 L06.jpg
      We meet the portable sales mentor and the salesperson. The salesperson is shown the importance of closing the sale.... (read more)
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    7. Watch for buying signals http://www.videoarts.cowww.videoarts.com/product/SEL6 L07/Watch-for-buying-signals http://www.videoarts.cowww.videoarts.com/images/products/SEL6 L07.jpg
      We meet the portable sales mentor and the salesperson. The salesperson is shown the importance of not missing a buying signal.... (read more)
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    8. Set realistic objectives http://www.videoarts.cowww.videoarts.com/product/SEL6 L08/Set-realistic-objectives http://www.videoarts.cowww.videoarts.com/images/products/SEL6 L08.jpg
      We meet the portable sales mentor and the salesperson. The salesperson is shown the importance of setting realistic objectives.... (read more)
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    9. Ask for the order http://www.videoarts.cowww.videoarts.com/product/SEL6 L09/Ask-for-the-order http://www.videoarts.cowww.videoarts.com/images/products/SEL6 L09.jpg
      We meet the portable sales mentor and the salesperson. The salesperson is shown how to ask for an order and to suggest alternatives.... (read more)
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    10. Keep your mouth shut http://www.videoarts.cowww.videoarts.com/product/SEL6 L10/Keep-your-mouth-shut http://www.videoarts.cowww.videoarts.com/images/products/SEL6 L10.jpg
      We meet the portable sales mentor and the salesperson. The salesperson is shown how important it is to keep your mouth shut once you have the sale.... (read more)
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    11. Recap of lesson 4 http://www.videoarts.cowww.videoarts.com/product/SEL6 L11/Recap-of-lesson-4 http://www.videoarts.cowww.videoarts.com/images/products/SEL6 L11.jpg
      Recap of lesson 4.... (read more)
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    12. Summary http://www.videoarts.cowww.videoarts.com/product/SEL6 L12/Summary http://www.videoarts.cowww.videoarts.com/images/products/SEL6 L12.jpg
      A summary of the lessons on doing the deal in 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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Actors

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


Keywords

buying signals, benefits, alternatives, closing, sales, negotiation