The S.A.L.E. Series

Produced

• June 2006

Key Features

The programs in this three part series are available in Complete Training Kits, which include both the VHS and DVD versions.

Programs in this series include:
- Win the Sale! for Sales Professionals
- Coach the Sale for Sales Managers
- Support the Sale for Service and Support Professionals

Developing Critical Work Skills

Sell smarter, not harder with this three module series featuring the easy-to-learn S.A.L.E. process.

• S - Set the stage
• A - Analyze needs
• L - Link to solutions
• E - Establish commitment

Developing Critical Work SKills

The three programs in The S.A.L.E. Series are:

Win the Sale!
Take critical first steps toward successfully building rapport and managing the sales process with this introductory sales training program, Win the S.A.L.E. for Sales Professionals.

Coach the Sale!
Create winning sales teams by setting goals and expectations, modeling the S.A.L.E. process and applying the coaching process with the program, Coach the S.A.L.E. for Sales Managers.

Support the Sale!
Learn to build trust, obtain referrals and recognize upselling opportunities, with the popular program, Support the S.A.L.E. for Service and Support Professionals.

Details about each of the three S.A.L.E. programs:

Win the Sale! for Sales Professionals - program information

A part of The S.A.L.E. Series, Win the S.A.L.E. for Sales Professionals provides a comprehensive introduction to the basic sales process and is specifically designed for people who are new to sales or have limited sales experience. Learning activities include opportunities to explore and practice skills and strategies for responding to common sales situations. Using the S.A.L.E. process, participants take critical first steps toward successfully building rapport and managing the sales process.

The S.A.L.E. Process:

• S -Set the stage
• A - Analyze needs
• L - Link to solutions
• E - Establish commitment

Learning Point Highlights:

• Demonstrates using the S.A.L.E. process to make a sales call
• Shows how to respond professionally to questions and common objections
• Illustrates how to identify buying signals and successfully close sales

The videos used in this program are:

• S.A.L.E. One Step at a Time for Sales Professionals (32 minutes)
• S.A.L.E. Putting it all Together for Sales Professionals(11 minutes)

Complete Training Kit Components:

• DVD (includes full length video, companion SMART-START® Sales Truths, Insight Interview with Subject Matter Expert)
• Two VHS (Tape 1 - 32 minutes, Tape 2 - 11 minutes)
• Facilitator Guide (multiple agenda options)
• Facilitator Resources
• Reproducible Participant Materials
• Online Program Resources
• Trainer Pack

Coach the S.A.L.E. for Sales Managers - program information

About the Program: A part of the SalesSmarts™Series, The S.A.L.E. Series, Coach the S.A.L.E. for Sales Managers is specifically designed for new sales managers or for sales managers with limited management experience. This program introduces the multiple roles, responsibilities, knowledge and skills required of an effective sales manager. Participants will experience a variety of learning activities, including opportunities to explore and practice skills and strategies related to modeling the S.A.L.E. Process, setting goals and expectations, managing accounts and applying the coaching process. 

The S.A.L.E. Process:

• S - Set the stage
• A - Analyze needs
• L - Link to solutions
• E - Establish commitment

Learning Point Highlights:

• Model the S.A.L.E. Process
• Recognize and respond to the most common sales management challenges
• Apply a four-step coaching process to help sales professionals employ the S.A.L.E. Process

The videos used in this program are:

• S.A.L.E. One Step at a Time for Sales Managers (33 minutes)
• S.A.L.E. Putting it all Together for Sales Managers (11 minutes)
• Coaching for S.A.L.E. Success (12 minutes)
• SMART-START® Sales Truths
• Bonus Materials: Insights Interview with Mathew Terronez and TrainerTALK™ Interview with Sue Mueller

Complete Training Kit Components:

• DVD (includes full length videos, companion SMART-START® Sales Truths, Insight Interview with Subject Matter Expert)
• Two VHS (Tape 1 - 44 minutes (two programs), Tape 2 - 12 minutes)
• Facilitator Guide (multiple agenda options)
• Facilitator Resources 
• Reproducible Participant Materials
• Online Program Resources
• Trainer Pack

Support the S.A.L.E. for Service and Support Professionals - program information

About the Program: A part of the SalesSmarts™ Series, Support the S.A.L.E. for Service and Support Professionals is specifically designed for professionals who support sales teams in their organizations. This program introduces a basic S.A.L.E. Process which gives participants a comprehensive approach to supporting the sales process. Learning activities include opportunities to explore and practice skills and strategies for responding to challenging customer support and service situations.

The S.A.L.E. Process:

• S - Set the stage
• A - Analyze needs
• L - Link to solutions
• E - Establish commitment

Learning Point Highlights:

• Explain how each step of the S.A.L.E. Process builds trust and credibility with prospects and customers
• Resolve customer problems and complaints in a way that maintains customer loyalty
• Recognize and respond to new sales opportunities with existing customers

The videos used in this program are:

• S.A.L.E. One Step at a Time for Service and Support Professionals (32 minutes)
• S.A.L.E. Putting it all Together for Service and Support Professionals (11 minutes)
• S.A.L.E.S. Supporting the Sales Process (14 minutes)

Complete Training Kit Components:

• DVD (includes full length video, companion SMART-START® Sales Truths, Insight Interview with Subject Matter Expert)
• Two VHS (Tape 1 - 43 minutes (two programs), Tape 2 - 14 minutes)
• Facilitator Guide (multiple agenda options)
• Facilitator Resources 
• Reproducible Participant Materials
• Online Program Resources
• Trainer Pack

PRICING INFORMATION

Entire (3 Program) Series Pricing (when all three programs are purchased at the same time)
Complete Kit  = $2995

Win the Sale! for Sales Professionals:
Complete Kit = $1295

Coach the S.A.L.E. for Sales Managers
Complete Kit = $1295 

Support the S.A.L.E. for Service and Support Professionals
Complete Kit = $995

SMART-START® Sales Truths is available separately in DVD or VHS format.
DVD or VHS = $295

Customized instructional design services or custom video options are available for specific client needs and requests.  Please contact the Richardson Co. Training Media at 1-800-488-0319 or mailto: rctm@rctm.com to inquire about customized delivery options.

The video "preview" clip shown on this page is from the Support the Sale segment of this series.  This online preview requires that Windows Media Player is installed on your computer. To add this media player product, download from Microsoft Windows Media Player.

 

Produced by VisionPoint Productions