So You Want To Be A Success At Selling?

Author

Produced

Key Features

DVD 4-part training series
Purchase includes a Leader's Guide.

Key Sales Techniques

The aim of this program:
To give all sales staff a solid grounding in core sales skills.

About the program:
This classic four-part series is ideal for new sales recruits or as a refresher for experienced members of the sales team.

One such veteran is John Cleese, who thinks he knows it all and cannot understand why he has been provided with an unusually responsive in-car 'Quick-learn Instruction Tape'. We follow Cleese through a number of selling situations as he initially fails, and ultimately succeeds, in selling a wide variety of products.

Straightforward techniques to increase sales

Part 1: The Preparation
In Part 1, Cleese learns that before people can sell effectively, it is imperative to research the background of the customer. Then work out objections and alternatives to fall back on. Also avoid rejection by asking open questions, keeping control and being alert for opportunities to sell other products.

Click here to view an online preview of Part 1 of Success at Selling:
Success At Selling: Part 1 online preview

Part 2: The Presentation
Part 2 shows Cleese how vital it is to concentrate on benefits rather than features and to relate products to customer needs. Meet objections coolly getting customers to verbalize their points. Put the objections into perspective with compensating benefits. Then ask for the business when the buying signals are clear and keep quiet once the customer agrees.

Click here to view an online preview of Part 2 of Success at Selling:
Success At Selling: Part 2 online preview

Part 3: Difficult Customers
In Part 3 the helpful tape shows Cleese that everyone can be sold-it’s just a case of knowing how to approach them. This video shows the intractable objection given by the three classic difficult customers: duckers, ditherers and dictators.

Cleese learns to blow away smokescreens, sidestep fake objections, identify real ones and then restate them in his favor. He discovers that the customer’s anxiety, laziness, aggressiveness or vanity can’t be fought-but can actually be used to his advantage.

Click here to view an online preview of Part 3 of Success at Selling:
Success At Selling: Part 3 online preview

Part 4: Closing The Sale
Part 4 deals with every salesperson’s ultimate goal. At this critical point, many salespeople fear rejection and so delay closing. This video aims to overcome that fear by showing Cleese in varied closing situations. He learns three main lessons. The most important is to think positive and think big.

Cleese then learns always to ask for the order. A rejected close is better than no close at all; at least it saves time. Finally, Cleese learns to keep on trying; inn factories, offices and shops we see him getting it disastrously wrong. Then at last, he gets it rewardingly right.

Click here to view an online preview of Part 4 of Success at Selling:
Success At Selling: Part 4 online preview

Learning Objectives:
Part 1:

• Do research
• Set objectives
• Ask open questions

Part 2:

• Explain the benefits
• Meet objections
• Ask for the order

Part 3:
Rules for Duckers:

• Sidestep smokescreens
• Reassure them
• Use their anxieties

Rules for Ditherers:

• Be a nursemaid
• Restate criticisms as requirements
• Use their laziness

Rules for Dictators:

• Relate your products to their needs
• Associate your products with the qualities they admire
• Use their vanity

Part 4:

• Think bigger
• Ask for the order
• Keep trying

Suggested Uses:

• Objection handling
• Behavioral styles
• Closing skills
• Sales motivation
• Basic sales skills for new hires
• Refresher skills for experienced reps

These videos feature John Cleese, Geoffrey Palmer, Nigel Hawthorne, Diana Quick and Andrew Sachs.

Want to purchase more than 1 or  2 video segments?  We offer a 10% discount if you purchase three or more of the modules in this training series.  The cost for the entire series individually (4 programs) is $2995.  All four programs come one DVD for $2495.00.

The online video previews offered on this page require that Windows Media Player is installed on your computer. To add this media player product, download from Microsoft Windows Media Player.

This product is available for sale only within the United States of America.

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