Ask For The Order

Author

• Arthur R. Bauer and Gerald L. Manning

Produced

• November 2004

Key Features

What are the components of AFTOTM?
AFTOTM is a “Sales Training Meeting in a Box” and includes all the training elements needed to run an engaging, informative and fun session:

Instructor’s Kit:
26-minute AFTOTM Video (and/or DVD)
38-page Training Leader’s Guide
CD-ROM with Training Leader’s Guide, Participant’s Workbook & 22-slide PowerPoint® presentation

Meeting Kit:
25 - AFTOTM participant buttons (“I AFTO…do you?)
25 - AFTOTM note pads
25 - AFTOTM Reminder Cards
25 – Certificates of Completion
1 - 12” x 24” 4 color AFTOTM Poster, suitable for framing (“I AFTO…do you?)

The TV quality video includes 11 realistic vignettes in diverse business settings with 43 different actors. With Art Bauer as on-camera expert narrator, you’ll see demonstrations of right way/wrong way closing techniques and easy to remember graphic reinforcements of key learning points. The Training Leader’s Guide provides step-by-step roadmap for either 1.5 hour or 3-hour training sessions. Group discussions and role-playing exercises insure participation and experiential learning. AFTO’s great accessories provide fun reminders of the experience for all attendees.

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Do you remember the old parable: “Give them a fish and they’ll eat for a day, teach them how to fish and they’ll eat for a lifetime.” Well, closing the sale is the same thing. Teach them (your salespeople) the skill of how to improve their closing of sales and you give them and your organization a gift for a lifetime- consistently much higher sales. That’s the gift that keeps on giving to everyone.

Consultative Selling in the 70’s

Strategic Selling in the 80’s

Partnering in the 90’s

Wow! With all the changes in selling, it’s a wonder that sales managers can sort it all out and incorporate the right methods for their business.

Was all this Change needed? Probably. Competition has increased dramatically. Products and services have grown more complex. Sales cycle time and the cost of a sales call have increased several-fold. Customers need much more help in making the right decision. But through it all, one facet of the sales process has remained Constant. Salespeople have the ultimate responsibility for bringing all their selling activities to a successful Close. And Closing is all about ASKING FOR THE ORDER.

Research has clearly shown that if you don’t ASK FOR THE ORDER, your probability of Closing is less than 20%.

That’s why noted sales trainers, authors and consultants Arthur R. Bauer and Gerald L. Manning have teamed up to produce a brand new high powered video-based sales training course entitled ASK FOR THE ORDER! (They’ve branded the course AFTO™).

AFTO^TM is designed to work with ALL selling strategies with all salespeople – rookies and veterans, field sales, or telemarketers. This video shows your salespeople how to get the order they have been working on and earned, rather than letting the competition have it.

What are AFTO’s Key Learning Points?

Customers expect you to AFTO^TM

Fear is the main reason salespeople don’t AFTO^TM

What is Tough Minded Selling?

Don’t mistake Doubt for Rejection

The 3D Approach to Selling - Dedication, Discipline, Determination

To close a Sale, ask a Closing Question

Using the Direct Approach to Closing Questions

Using the Indirect Approach:

Take-it-for Granted
Either/Or
Step by Step
Positive/Negative

When should Closing Questions be asked?

What are the benefits to you and your team for buying and using the AFTO^RM sales training program?

1. Increases the skill level of your sales people in one sitting.
2. Increases the closing ratio of your sales team.
3. Increases the confidence of your sales people.
4. Teaches your team the four best kinds of closes.
5. Teaches your team the three “D”s of Tough Minded Selling.
6. Teaches your team when to close (and when not to).

So, teach your sales team more about closing, with the Tough Minded approach and you’ll increase everyone’s bottom line.

Click here to view the AFTO Trainers Guide Sample.

Click here to view the AFTO Participants Guide Sample.