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60 Minutes of "How-To" Video Clips!

Product Information

Learn what it takes to get the order! One hour of video showing actual sales calls that demonstrate the right and wrong way to sell.  Key sales advice from finding likely prospects, identifying interests, proposing options, closing the sale, and always keeping the end in mind.


About the Author

Deaver Brown co-founded the Umbroller stroller company, American Power (APCC), and Simply Media. He published The Entrepreneurs Guide with Macmillan in hardcover and Ballantine in mass market paperback.  He published a business series of CD-ROM’s with Macmillan and another series with Simply Media. Brown graduated from Harvard College and Harvard Business School. He has published numerous articles in trade journals and business magazines.

 
Product Features

• How to get the order
• Includes "real life" good and bad examples which demonstrate the right and wrong way to sell
• Complete hour of video showing actual sales calls
• A 32-page printable book on Sales Skills
• Easy to use interface

Categories

• Part 1: The Fundamentals
• Part 2: The Skills Set
• Part 3: Why People Won’t Work on Their Selling Skills
• Part 4: More on Specific Skills & Knowledge
• Part 5: Define Your Selling Proposition by What Your Company Does Not Do
• Part 6: Personality Traits: Nice, Firm, Listen, Give ‘em What They Want!
• Part 7: Learn Your Craft
• Part 8: Strategy & Tactics of Selling
• Part 9: Mechanics of Selling
• Part 10: Hiring Sales People?
• Part 11: Sales & Order Department
• Part 12: Reference Information
• Part 13: Further Readings
• Appendix A: Umbroller Stroller Case at Harvard Business School
• Appendix B: Basic Presentation Format
• Appendix C: Cross River (Umbroller) Catalog
• Appendix D: List of Clickable Video Clips
• Opening Your Mind so the Opportunities Can Flow In
• The Skill Set: Know Your Deal
• Know What You are—and What You are Not
• Personality & Presence: The mission critical sale
  • Wrong Way: Sales Person Doesn’t Get It
  • Right Way: Sales Person Listens and Gives ‘em What They Want
• Learn Your Craft: The Product Sale
  • Wrong Way: Sales Person has 2 mouths and 1 ear
  • Right Way: Sales Person Listens, Responds, Gets the Order
• Analyze the Situation: The Product Service Sale
  • Wrong Way: Research Not Done; Not Listening; Arguing
  • Right Way: Sales Person listens, responds, Closes
• The Volvo Sale: Higher Income, Status Product, Discretionary Income
  • Wrong Way
  • Right Way
• The Chevy Sale: Moderate Income, No Status issues, Basic Income
  • Wrong Way
  • Right Way
• Hiring Sales People

Windows Requirements

• Windows 95, 98, 2000, XP
• Pentium processor
• 16 MB of RAM
• 15MB free hard drive space
• CD-ROM Drive
• Sound Card and Speakers
• 800x600 resolution, 16-bit (thousands of colors)