Each of the following tapes range from 30 minutes to one hour in length and can be purchased individually for $12 each.

Titles:

Calling on the Top Decision Maker


Financial Justification Techniques


Objection Handling Techniques


Hiring and Motivation Salespeople


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