An Audiocassette Seminar
$69.95

Cracking New Accounts, the audiocassette seminar, is an expanded version of the book of the same name, including additional information for the salesperson wanting to build a more successful sales career. It focuses on cost justification and relationship selling. Six audiocassettes, produced by Career Track, approximately six hours in length.

Whether your livelihood is determined by knocking on every door in your territory, by selling to divisions of the Fortune 500, or by getting your ideas adopted within your own organization, "Cracking New Accounts" addresses the issues common to selling regardless of the industry.

Based on the book, Cracking New Accounts, written by Terry L. Booton, the definitive salesman, this directs sales "encyclopedia" covers every facet of the sales cycle. No other instructional tape offers a more complete dissection of "the anatomy of a sale." Step by step, Booton looks at each element, identifies its role and instructs how to make the elements work for you. It is an insiders guide adapted from his powerful and successful training seminars.

Cracking New Accounts:

• Provides tips on generating new leads


• Improves sales people's ability to qualify real buyers


• Gets salespeople to make the important distinction between customers and clients


• Helps overcome everyone's innate fear of objections


• Directs all sales activity toward getting commitment and closing the business


• Provides a proven methodology with fresh, innovative sales approaches

Topics Included in this six cassette series

• Professional selling is a lifestyle / Your ongoing education as a salesperson


• Success selling begins with quality leads / Managing your leads electronically / Preparing for a sales call


• Understanding buyers / Selling to the different personality styles / Your personality style and your territory


• How well do you listen / Making the first call / The importance of calling on decision makers


• What executives have on their mind / Questioning and qualifying your prospect / The Quick Six


• Asking the right questions / Financially justifying your product or service / Calculating payback and ROI


• When and when not to write proposals / The 2 kind of demonstrations / Overview of 12 closing techniques


• The Ben Franklin close / The think it over close / The you can't afford not to close


• How to handle major delays / Closing phrases that get results / Avoid becoming a technocrat


• Keeping in touch with what your customers think of you / Turning a mediocre relationship around / Giving added value


• Understanding income statements and balance sheets / Effectively handling objections / Specific types of objections


• Bypassing politics in your prospect's organization / Overcoming negative references / 11 ready-reference rules for handling objections

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