NEW!  Influencing for Agreement

Do you experience difficulty gaining buy-in from customers when presenting a new product?
How frequently do you encounter difficult questions that sabotage your ability to close the sale?
Does your boss shoot down your ideas before you get a chance to fully explain them?

If you are like most of the sales professionals I know, you want to influence your customers and prospects to take positive action. But sometimes it seems like everything works against you.

You have to deliver bad news to a client.
Your prospect doesn't listen to you.
You inadvertently say something to annoy your prospect or customer.
Your boss rejects ideas and suggestions before you have the opportunity to explain them

These types of situations are common in today's business world. However, there is a solution.

It's called Influencing for Agreement.

On this CD, I discuss how to overcome these challenges with Bob Harris of Robert Harris Resources. Bob specializes in helping people overcome barriers that prevent them from achieving success. In particular, he explores interpersonal dynamics at play in communication effectiveness, and overcoming resistance to change. Here's an idea of what he covers on the CD:

• The biggest mistake sales professionals make when pitching new products
• Defuse difficult questions that can sabotage sales success
• What NOT to say in order to motivate others to agree and commit
• The emotional and psychological barriers that prevent prospects, customers, and colleagues from taking positive action
• The best way to communicate bad news
• A 4-step process to crystallize EXACTLY what to say in virtually every situation
• How to get your boss to listen to your suggestions
• A proven formula to deliver difficult news to your clients and prospects
• Prevent others from shooting down your ideas before you have the chance to fully explain them
• Quickly build trust and rapport with new prospects (it's not what you think)

The ability to influence others is a key sales skill. Yet, most people don't develop this skill. This CD will help you discover how to gain buy-in from your customers and prospects, confidently and effectively deliver bad news, get your ideas accepted by your boss, and most importantly, increase your sales!

Here is what some of his clients have said about Robert's program:

"Thank you for your excellent training...They have clearly learned new tools and techniques to influence others and resolve conflicts in a win-win way."

"Your dynamic presence and belief in the process added considerable credibility which, for a group of actuaries, was essential to get the buy in we needed for the session to succeed."

"Your presentation on Influencing Clients to Accept Change was a highlight at both our regional conferences this year."

Stop Cold Calling! Identify & Sell to Your Ideal Profitable Clients

Virtually every salesperson is extremely busy. In fact, in today's business world, too many sales people complain that they have too much to get done on any given day. Visiting clients, submitting orders, responding to customers requests, and completing paperwork leaves you exhausted by the end of the day. Finding time to prospect and cold call for new business seems next to impossible.

It doesn't have to be like that!

You see, most sales people make the common mistake of treating all of their customers equally. This is usually because they mistakenly believe that all of their customers are profitable. While this may be true in some cases, research has shown that a select few customers will generate most of your profit. Doesn't it make sense to focus your attention on this group of customers and clients?

On this CD, I talk to sales expert Lisa Leitch and we discuss how to increase your sales from your existing clients and customers. Lisa will present some outstanding ideas that will help you drive your business forward and grow it every week. Here's an idea of what we'll discuss during this tele-seminar.

• Identifying your ideal profitable client (it may not be who you think!)
• Discover the most effective way to stay in touch with your clients
• The best time to reach your customers and prospects
• How to find the time to call existing clients and new prospects without working more hours
• Strategies to use marketing emails and voice mail messages so that people will buy from you
• Three proven techniques to close more business right away
• How to do all this and more-without stalking!

This tele-seminar will explain exactly what you need to do to improve your sales results without having to spend more time in the office, on the road, or meeting with customers. Start working smarter, not harder!

Selling to Attila the Hun

Do you have prospects who seem impossible to sell to?
Are some of your existing customers extremely challenging and difficult to deal with?
Do you encounter people who just can't make a buying decision?

Virtually everyone in sales has their "Attila the Hun" customer or prospect. These people are extremely challenging and difficult to sell to. It doesn't matter what information you give them, how much information you supply, or what you say, you just can't get them to buy.

What can you do to make the sales process easier or more effective when dealing with difficult customers and prospects?

On my "Selling to Attila the Hun" CD, I explain how to achieve better results with your most challenging customers. Here's an idea of what you will discover on the CD.

• How personality styles affect the sales interaction and buying process
• What voice mail greetings tell you about that individual
• How to use your prospect's voice mail greeting to your advantage
• Why some people seem impossible to sell to
• The positive impact of adapting your approach with your challenging customers and prospects
• One action you must take when a prospect seems overly demanding or aggressive
• How to deal with the person who can't seem to make a decision
• Enough is enough-why and when too much product information works against you
• Utilizing key motivators to move the sales process forward
• Identify your prospects fears and concerns about making a final buying decision
• How to better connect with all of your prospects and customers
• Visual and verbal clues to watch for when meeting with your prospect for the first time

This is one of the most powerful CDs I have ever recorded.

When I present this topic in my sales training workshops, it consistently generates the most interest and discussion from the sales people who attend the program. That's because it demonstrates how a few minor changes in your approach can generate a huge return in your results.

How many more sales you could close if you knew exactly how to approach them? How much more effective would you be? Think of your most difficult customers or prospects for a moment. If you used the right approach, you might be able close a sale very quickly. Imagine what would happen to your confidence level if this happened.

Not only could you close more sales, make more money, and increase your income; you could do it with less stress and aggravation. Isn't that worth a few bucks and an hour of your time?

Leveraging Voice Mail to Set Up Meetings with Decision Makers

In big companies, corporate decision makers go to great lengths to protect themselves from unwanted interruptions. They frequently check caller ID first to decide if they'll even answer the phone. If they don't know who you are, your call is sent to voicemail. When they listen to their messages, you just have a few seconds to catch their attention. In this much-needed tele-seminar, we'll focus on exactly what it takes to create a customer-enticing voicemail message. My guest expert will be Jill Konrath who specializes in helping people sell to big companies. In fact, she even wrote a book called, “Selling to Big Companies.”

Here is an idea of what you will learn during this dynamic program:

• How to avoid the most common mistakes sellers make that cause messages to be deleted before they've finished talking.
• What it takes to immediately establish credibility with someone who would just as soon hang up the phone.
• Three things that always pique a decision maker's curiosity and are great to include in your voicemail messages.
• What it takes to "close with confidence."
• Why preparing a script is absolutely essential and throwing it away before you call is just as important.
• How to fine-tune your message so that it "zings", but also sounds conversational.
• How to evaluate the quality and effectiveness of your voicemails.
• and more …

Secrets to Motivating Your Retail Team

Motivating retail employees has never been an easy task and in today's highly-competitive retail environment, it is more challenging than ever before.

Knowing how to effectively motivate and inspire your team is critical to your long-term success. It can reduce turnover which saves you money in the form of lower recruiting costs. Plus, it helps improve customer service which leads to higher sales and more profits.

Here is an idea of what you will learn during this dynamic program:

• What REALLY motivates employees-it's not what you think
• 20 proven strategies you can start using immediately to motivate your team
• Common mistakes retail owners and managers make when trying to motivate their employees
• The disconnect between what managers think employees want and what employees really want from their job
• How recruitment affects team morale and individual employee motivation
• The power of praise
• Why it makes good business sense to keep your employees "in" on things
• The impact of your personal leadership
• Job security-Does it matter to your employee?
• How your loyalty affects employee motivation
• What you should NEVER do when disciplining an employee
• The importance of clarifying your expectations
• Strategies to open up the lines of communication

The content for this program was developed as a result of working directly with retail and hospitality staff for more than two decades. The principles are real and down-to-earth and will work in virtually any type of retail operation.

If you are a retail owner or manager you owe it to yourself to buy this CD. Or, give it to your new manager, supervisor, or key holder -- it will them some tools to help them succeed and become more effective in their jobs.

7 Marketing Mistakes That Cost You Money

Business owners! Are you making any of the 7 common marketing mistakes?

Michael Hepworth, The StreetSmart Marketer, has uncovered 7 marketing mistakes that are so common it would shock you.

Yet most people are completely unaware that they are making them, or that they even exist. In fact, experienced marketers and business people are often guilty of making these mistakes.

Mistakes that mean:

• You leave money on the table unnecessarily
• You can't measure the effectiveness of your marketing
• Your clients continue to beat you up on price
• Your marketing generates much lower results than it should
• Your prospects see little difference between you and your competitors

If you don't know what these mistakes are, you could be making them without even realizing it. What could that cost you and your business?

In this engaging and fast-paced session, you will discover what these simple mistakes are, and why business owners unknowingly make them. Presented in straight-forward, practical terms so you will know how to apply what you learn immediately in your company.

Discover the marketing mistakes you need to avoid. Mistakes that could be costing you a lot more than the cost of this CD. Apply the break-through ideas The StreetSmart Marketer presents in this program and watch your marketing results improve instantly.

Negotiate Like a Pro

Have you ever closed a sale and afterwards felt like you had been taken advantage of because you felt forced to give your customer a significant discount?

Or you sold something at very little profit just to get the sale?

If so, you shouldn't feel bad. You're not alone.

Most people who sell a product or service are required to negotiate from time-to-time. Unfortunately, most people have never been taught how to negotiate effectively and are not comfortable with the process. As a result, they end up discounting their price too quickly. They give away money. And even though they close the sale they don't always feel good about it.

Now you can learn virtually everything you need to know to negotiate with more confidence and power. This 6 CD program has five distinct modules:

• Module 1 - General Principles of Negotiating
• Module 2 - Fatal Negotiating Mistakes
• Module 3 - Negotiating Tactics & Counter-Tactics
• Module 4 - Negotiating Price/Handling Concession
• Module 5 - Power & Leverage - How to get it, how to use it

Sales is NOT a Four Letter Word!

This audio CD contains a live version of Kelley’s signature keynote sales training presentation. During this energetic and fast-paced sales training session you will learn deceptively simple sales strategies that can significantly increase your sales.

• The importance of speaking in terms that your customer can understand

• How to improve your sales presentation

• The best way to overcome sales objections

• Why you MUST ask for the sale

• How to make it easy for customers to buy from you

• The difference between mediocrity and sales success

• How to engage your customer in the sales process

• The impact of your initial greeting

• Proven techniques to differentiate yourself from your competition

This lively sales training presentation makes a great training tool for a sales meeting or on-going sales training for your team. Simply play the CD for your sales team and have them comment on how they can apply the concepts into their daily routine.

Buy Sales is NOT a Four Letter Word now!

74 Strategies to Increase Your Sales

During this sales training program Kelley presents 74 different sales-building strategies. You will learn:

• The best types of questions to ask

• The power of visualization

• How your reputation affect your sales results

• How to set SMART goals

• How to demonstrate the value of your products and services

• The importance of keeping your name in your customers’ mind

• The power of thank-you cards

• How to establish yourself as an industry expert

• What you should do after you ask for the sale

• How your attitude affects your sales results

• The impact of your first impression

• The importance of your self-image

• How to use the phrase “Tell me…”

• The most important rule of selling (and life)

The concepts from this sales training CD have been adapted from Kelley’s book, Stop, Ask & Listen.

Buy 74 Strategies to Increase Your Sales now!

Secrets to Overcoming Objections

Everyone who sells a product or service encounters sales objections from time to time. And the majority of sales people I talk to are constantly looking for techniques to overcome these objections.

What’s particularly interesting is that many objections – including the dreaded price objection – can actually be prevented by applying a few simple sales training concepts.

During this recorded tele-class you will learn;

• The most common myth surrounding objections

• The difference between an objection and condition of sale

• The best way to prevent many objections from occurring

• What every customer or prospect wants to know

• Key questions that will help you uncover your customer’s buying motives

• The most important thing to focus on during the sales conversation

• The power of empathy

• Why you should clarify any objection you hear

• Dealing with the price objection

• How to find out what people really mean when they say, “You’re too expensive” or “I’ll think about it”

The sales concepts from this sales training tele-workshop will help you manage objections more effectively, prevent many objections from being expressed, and help you close more sales.

Buy Secrets to Overcoming Objections now!

Get Motivated

If you’re like the sales people and business owners I know, you want to achieve better results in the upcoming year. However, you may not know exactly how to get there.

This powerful and insightful session will show you exactly how to create, execute and achieve goals that will keep you motivated, excited, and help you become more successful.

In this lively and engaging session you will learn:

• The most common myth surrounding objections

• Why goals are so powerful

• The best way to record your goals

• A 5-step process to achieve your goals

• The importance of action plans

• The most important action in the goal-setting process

• Creating balance in your life

• The 7 areas in your life that should have goals

• Visualization techniques to help you achieve your goals

• How to overcome the obstacles that get in your way

• Why people don’t achieve their goals

• How to keep yourself motivated

• How to make time to work on your goals

• One simple technique to overcome procrastination

The concepts from this tele-workshop will help you manage objections more effectively, prevent many objections from being expressed, and help you close more sales.

Buy Get Motivated now!