Winner of President's Award,
7th Annual CCAIT Video Competition
Winner of Blue Ribbon
Sales Training, American Film and Video Festival
In the past you were considered a successful salesperson if you got the prospect to sign on the dotted line. Today, a salesperson is successful only if the prospect or customer remains satisfied long after the contact is signed, the sale made, or the account confirmed. That means providing a combination of quality, service, and value that makes a company’s product stand out from the competition. And it means using a consultative approach to selling, where the salesperson and the customer function as allies, working toward a common goal. In The Sales Connection, students view compelling interviews with the most respected experts in the field and scrutinize first-hand experiences and live-action observations of salespeople “in the trenches.”
Topics Covered in The Sales Connection:
1. The Sales Engine addresses the ways in which personal selling stimulates economic growth in a market driven economy, and traces it evolution from the early days of the Production Era to the present day.
2. A Seller’s World examines the opportunities and potential rewards of a career in personal selling.
3. The Big Picture provides an overview of the broad range of career opportunities in personal selling, with positions ranging from entry level trainees to high paid supervisors and managers.
4. The Personal Touch outlines the qualities needed for succcess, including the manner in which salespeople establish, build and maintain relationships and a positive self image.
5. First Impressions emphasizes the importance of the image that a salesperson projects in shaping how the customer responds.
6. Sales Talk examines communication style bias – often a barrier to selling success — and how this occurs when salespeople contact customers whose communication styles are different.
7. In the Know reveals why it is important to provide the prospective buyer with specific knowledge needed to make the best possible buying decision.
8. A Good Match shows how the key to successful selling is being able to convert "product features" into "buyer benefits."
9. In Position focuses on those decisions, activities, and communication techniques that form selling strategies for new and old products.
10. Beneath the Surface highlights the factors which influence buyers' decisions and make them buy.
11. Step by Step focuses on two influences for buying -- "emotional" and "rational."
12. Making Connections discusses how prospecting is the method by which salespeople can identify potential customers, a process which requires planning.
13. Plan of Action explains the importance of pre-planning for a sales presentation and outlines the work involved prior to the actual meeting with the prospect.
14. Going the Distance goes over the four major parts of a consultative-style sales presentation, a popular approach to the sale of retail and wholesale goods and services.
15. Show and Tell stresses the importance of the sales demonstration as a proven way to strengthen a consultative sales presentation.
16. Breaking Through provides strategies for dealing with and overcoming buyer resistance.
17. On the Dotted Line offers guidelines for "closing the sale" as an outcome of a well-planned presentation.
18. Full Service focuses on the two main process of personal selling — making the sale and servicing the sale — and emphasizes the importance of customer service in increasing sales.
19. The Extra Mile discusses customer concerns and the need for each salesperson to become familiar with them as they relate to their customers.
20. Setting the Pace sets forth the responsibilities of sales managers and the things they need to do for success.
21. Peak Performance focuses on the responsibility sales managers have for orienting, training and motivating new salespersons.
22. Personal Best positions self-management as a four dimensional process that involves management of time, territory, records and stress.
23. On Line demonstrates the role of computers for speedy prospect identification and information organization which leaves more time available for sales.
24. Open Line looks at some of the advantages and strategies of telemarketing which can increase the efficiency and effectiveness of salespeople.
25. The Right Choice explores various legal and ethical guidelines for salespeople and the rights and wrongs of selling.
26. One World considers the impact of international business and the economic interdependency of nations on sales and selling.
To Order, Contact:
Video Resources Software
11767 South Dixie Highway
Miami, FL 33156