Below are some of the most powerful sales and negotiation training programs, tools, videos, games and assessments available.
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50 Activities for Sales Training $149.95
Novice and experienced salespeople alike will benefit from these activities which focus on strengthening essential selling skills. The ready-to-use activities offer practice in closing a sale, developing new business, resolving customer objections, managing sales relationships, and more.
All of the necessary materials are provided for you to effortlessly implement the activities; they come complete with trainer's notes, feedback instruments, exercises, and simulations.
Activities Cover: Developing new business; Neutralizing and resolving customer objections; Closing a sale; Developing and managing sales relationships; Ten selling skills required for success.... Training methods include: Group interactions and discussions ; Feedback instruments ; Simulations and games ; Role-plays ; Written exercises
300 pp/ 3-ring binder/ Code...50AST/ $149.95
Selling With Insight - BEST SELLER! $195
This new selling system uses the INSIGHT Inventory to help people increase their sales effectiveness. It will help participants to understand themselves and others better and to use this understanding to improve their interpersonal relationships with their customers. This makes it possible for salespeople to reduce the interpersonal tension that often develops from style differences between themselves and their customers and to create open, honest dialogue. Your sales representatives will be able to uncover their customers' needs and accurately match them with the most appropriate products and services.
Participants will learn: Their primary style preferences and how these affect their behavior; How they may behave when under stress and how selling situations can bring out this altered behavior; How their styles impact their communications and sales approach with their customers How they are likely to be perceived by their customers, both positively and negatively; How to flex their styles to sell more effectively to customers with similar or different styles; Strategies for dealing with difficult customers
The Selling with INSIGHT system includes: One INSIGHT Inventory Booklet with interpretation; Four Skill-building activities; One action planning worksheet; Trainer's Guide/ 3-ring binder /Code...SWIT/ $195.00
Pack of 5 Additional Participant Booklets for five users/ Code...5SWI/ $79.95
Sales Effectiveness Profile: Assess the Effectiveness of Your Sales Team
In an increasingly competitive world, an effective salesperson needs a wide variety of skills and competencies in order to be successful. These skills and competencies include the ability to:
- Appreciate Customer Needs and Expectations
- Listen Attentively
- Be Analytical
- Problem Solve
- Handle Objections and Complaints
- Communicate and Present Effectively
- Show Personal Warmth and Empathy
- Demonstrate Tenacity and Self Motivation
- Be Well Organized and Resourceful
The Sales Effectiveness Profile report provides a clear indication of an individual's effectiveness in each skill/competency area, as well as interpretative information to use personal action-planning.
Sales Effectivenss Profile Facilitator's Guide with one Profile $99.95
A Packet of 5 Sales Effectiveness Profiles for 5 users is for $49.75
The New Sales Game
The New Sales Game is a highly interactive, one-day, facilitated program that uses presentations, group discussion, games, and activities to help sales representatives better understand their customers and develop strategies to become more effective solution providers. Participants will evaluate where they are, and where they need to be through a creative Customer Focus Tool and an easy-to-implement Action Plan. The training concludes with an entertaining group game to drive home key points.
A comprehensive Leader's Guide with clear objectives, a complete course outline, a detailed script, questions and answers, and overhead transparency masters makes it simple for sales managers or trainers to facilitate the program. The New Sales Game is an easy-to-deliver one-day program that will energize and add a powerful new dimension to your sales meetings.
Participants will learn how to: Focus on the real needs and perceptions of their customers Proactively become solution providers Determine your company's value-added services
The complete training package includes: A comprehensive Leader's Guide, one participant booklet, one Customer Focus Tool, sixteen overhead transparency masters, game board and playing materials / Code...NSG/ $249.00
A Set of 5 Additional Participant Booklets for 5 Participants $74.95
50+ Activities to Teach Negotiation - Fully Reproducible $149.95
This book contains a variety of fully reproducible exercises to teach and reinforce the skills necessary to be a successful negotiator. Each Activity includes a detailed description of the exercise, the steps to follow, additional resources and lecture notes for the trainer.
- Evaluate participant's current negotiation skills
- Demonstrate behaviors characteristics of successful negotiators
- Find creative new ways to approach problems
- Assess how participants deal with conflict
- Explore boundary role concept and its implications
- Planning negotiation
- Creative thinking
- Negotiating styles
- Questioning Techniques
- Handling difficult people
- Sales negotiation
Training Methods: Exercises ; Self-scoring surveys ; Negotiation transcripts ; Case studies
300 pp/ 3-ring binder /Code...50ATN/ $149.95
Ask For The Order - a New Sales Training Video on the Most Critical Skill: Closing
Research has clearly shown that if you don't ASK FOR THE ORDER, your probability of Closing is less than 20%.
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 your salespeople how to improve their sale closings and you give them and your organization a gift for a lifetime- consistently much higher sales. And Closing is all about ASKING FOR THE ORDER.
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! (We've branded the course AFTO).
AFTO 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.
AFTO's Key Learning Points
- Customers expect you to AFTO
- Fear is the main reason salespeople don't AFTO
- 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
- Step by Step
- When should Closing Questions be asked?
AFTO Is a Complete Sales Training Meeting In a Box:
AFTO includes all the training elements needed to run an engaging, informative and fun session:
- Instructor's Kit
- 26-minute AFTO Video (and/or DVD)
- 38-page Training Leader's Guide
- CD-ROM with Training Leader's Guide, Participant's Workbook & 22-slide PowerPoint presentation
- 25 - AFTO participant buttons (I AFTO..do you?)
- 25 - AFTO note pads
- 25 - AFTO Reminder Cards
- 25 - Certificates of Completion
- 1 - 12" x 24" 4-color AFTO Poster, suitable for framing (I AFTO..do you?)
With Art Bauer as the video's on-camera expert narrator, you'll see demonstrations of right way/wrong way closing techniques and graphic reinforcements of key learning points. The Training Leader's Guide provides step-by-step roadmaps for either 1.5-hour or 3-hour training sessions with group discussions and role-playing exercises. AFTO's great accessories provide fun reminders of the experience for all attendees.
For a Free Preview email your request and information to firstname.lastname@example.org
Purchase DVD package $795.00
Rent it for 5 business days $295.00
25 Role Plays To Teach Negotiation - Volume II - Fully Reproducible $99.95
Includes FREE CD with 25 role plays from the popular first volumeâ50 total role plays!
Updated with 25 new role plays not covered in the first volume, the latest edition of the popular 25 Role Plays to Teach Negotiation will inspire you to think and act like a negotiation expert. If youâre a management training and development specialist who needs one or two role-plays to use in a negotiation program, this bookâs a must.
The book provides the opportunity to practice the behaviors used most frequently by successful negotiatorsâincluding questioning, clarifying, checking for understanding, summarizing and active listening.
Each of these role plays is based on a unique approach to negotiation embracing three critical concepts:
- Successful negotiation is not an adversarial process, but a collaborative framework for creative problem-solving
- The needs and interests of both negotiating parties must be addressed if there is to be a long-term solution
- Negotiation is an ongoing process, and todayâs negotiation will affect the long-term relationship between the parties
Try out new behaviors that will help you:
- Handle situations among co-workers regarding their roles and responsibilities
- Talk with your employees about their performance
- Improve relationships between the purchasing staff and internal clients
- Deal with difficult customers
Purchase for $99.95
- The new project manager
- The difficult team member
- The difficult discussion/meeting
- Engineering changes
Flex Style Negotiating
Flex Style Negotiating is a 360-degree assessment-based performance improvement program for all professionals who rely on effective negotiation skills. It profiles participants' preferred negotiation styles and defines legitimate versus illegitimate behaviors.
Flex Style Negotiating uses a situational model to explain the negotiation process. Participants are taught to diagnose negotiation situations and adapt their behavior to maximize the likelihood of a successful outcome. Not only does the program define the behaviors that make up the participant's style, it suggests alternative behaviors the negotiator can use in order to "flex their style" more readily and in more situations.
The Instructor's Manual explores topics such as personal approaches to conflict, different styles of negotiation, and advanced techniques for competition and collaboration. It contains experiential activities for exploring conflict and creativity, role plays for negotiation leadership and anger, and, overall, represents a solid game plan for developing flexible negotiation skills.
Flex Style Negotiating includes two instruments, a strategic job aid, and a combination reproducible Participant's Workbook, and Instructor's Manual. The instruments are the Behavioral Style Assessment/Self and the Behavioral Style Assessment/Other. The job aid is the Situational Strategy Selector.
Self Assessment Pack of 5, Code FSNS $44.75
Other Assessment Pack of 5, Code FSNO $44.75
Participantâs Book Pack of 5 Code FSNPW $99.95
Situation Style Selector Pack of 5 FSNSS $44.75
Instructorâs Manual /150 pp/ 3-ring Binder/Code FSNIM $49.95
The Negotiation Sourcebook: Reproducible Training Aids for Active Negotiators $49.95
The Negotiation Sourcebook, Second Edition, focuses on the needs of active negotiatorsâthose people asked daily to negotiate with vendors, government officials, and others. The articles cover a cross section of these negotiations and will help to fill in the gaps for those situations that your negotiators may have only limited experience in addressing.
There are also a number of articles that provide a theoretical framework for the process, since more than technique is needed to be an effective negotiator. Because we do not negotiate in a vacuum but within the context of a relationship, each of these articles leans towards the problem-solving or collaborative approach.
Reproducible Training Aids; Planning workbook ; Case studies ; Worksheets.
512 pp/ Paperback/ Code...NS2/ $49.95
25 Sales Strategies and Activities $99.95
25 Sales Strategies and Activities By Peter Garber
Is your sales team stuck in a rut? Would you like to get them fired up about bringing in new customers and selling more?
25 Sales Strategies and Activities is a unique training and development tool designed to teach sales professionals how and when to use a variety of proven sales strategies.
The guide presents 25 strategies and activities in terms of two critical selling factors:
Relationships â how the customer perceives you as a supplier based on past experience and interactions
Performance â what you as a supplier actually deliver to the customer
A diagnostic sales strategy matrix shows how much each strategy emphasizes both relationship and performance. A relationship performance index further classifies the strategies as highest, higher, moderate, lower, lowest.
Each strategy comes with an activity that clears up any question about how the strategy should be implemented. Each activity includes fully reproducible exhibits which can be used as exercises and handouts in training sessions.
Rather than a one-time training tool, 25 Sales Strategies and Activities is a useful and practical guide your employees will refer to over and over again. Itâs packed with a wealth of insight, tips and guidance for motivating sales people to: Know the customer / Create buying habits / Adapt to change / Empower customers / Create the need / Sell the sizzle / Understand the customerâs perspective / Sell service / And much more
176 pp $ 99.95
Negotiation Style Profile: Unlock Your Power to Negotiate and Persuade
A fascinating assessment that will unlock your natural power to persuade others.
Everyone has their own negotiation style. Now you can quickly identify yours and how to better use it to your advantage. The Negotiation Style Profile is a self-assessment tool that has been used successfully by thousands of businesspeople. It helps measure your current negotiating style and suggests how you might adjust it to achieve better results in the future.
The 32-questiion, true/false instrument is self-scoring. Once you complete all the questions, you will plot your scores on the effective negotiation grid. Interpretative information is included that discusses each style- its behaviors, body language, pros and cons and positive ways to use it.
Facilitator's Guide with one Profile $49.95
A Set of 5 Negotiation Style Profiles $44.75
The Stanford Video Guide to Negotiating- Winner of 3 national awards!
Negotiate better deals and enjoy the process more...
Negotiating is the art of making better deals. Making the right deal can turn a small venture into a big one, or it can turn a quiet product into a blockbuster. Skill, preparation, and confidence are the keys to negotiating well. The Stanford Video Guide to Negotiating will keep you a step ahead of your negotiating counterparts.
- Anchors - Learn how to control the range of negotiations and make it work for you, not against you.
- Framing -Understand why the words you choose can be just as important as the positions you take.
- The myth of the fixed-pie - Know when being too tough can cost you money.
- Escalation of commitment - Know when and why you have to be willing to walk away.
- First offers - Learn both when not to make the first offer and how to make the right offer when you do.
- Bidding strategies - Identify the hidden messages behind bids and offers.
- Post-settlement settlements - Learn how you can adjust good agreements and make them great ones.
- Uncertainty - Learn why understanding risks can smooth your path to agreement.
- Flinches, nibbles, and red herrings - Learn why they work and how to counteract them.
- The Sluggers Come Home...
Stanford Graduate Business School Professor Margaret Neale narrates, analyzes, and instructs, as you get an inside look at the negotiations that decide the fate of Curry Field and the Sluggers. Will Ted and Billy Curry stop their financial losses? Will Al Griggs get the ballpark he needs to field a winning team? Or will real estate developer Barbara Meyers prove too tough? Tune in and see.
The Stanford Video Guide to Negotiating comes with one free study guide (45 pages). The study guide reviews materials covered in the video and it is a perfect resource for review and reinforcement before every negotiation.
DVD Format comes with one Study Guide. Extra study guides available / Length: 59 mins. / Purchase for $195.00
How To Build a Brand: The For Dummies Experience - Video
- The For Dummies experience.
- Avoid temptations which dilute your message.
- "Branding" is more than just a current buzzword.
A successful brand builds customer trust and loyalty by being easily identifying and consistent in quality and presentation. The IDG Books' For Dummies series set the course for the company's dynamic, brand-focused growth, John Kilcullen describes the strategies and tactics that have taken his brand from one obscure computer manual to a publishing empire which touches on an incredible array of lifelong learning topics, from business to sports, from art to wine, from gardening to home improvement, and beyond.
John Kilcullen graduated magna cum laude with a BA in Communications from Fordham College in New York. Before joining IDG Books Worldwide, he spent nine years in various sales and marketing management positions at publishing industry leaders Prentice-Hall, the Bantam/Doubleday/Dell Publishing Group and computer book publisher Que. Mr. Kilcullen has been profiled in the Investor's Business Daily, The New York Times, People Magazine, and USA Today and has been seen in CNBC, CNN, and CNNfn.
DVD Length: 49 mins. (2000) - $95.00
Motorola Selling Concepts Training Video - Free Preview
Increase your selling power and profit potential with the selling 'secrets' of international powerhouse Motorola, Inc. This series of four programs provides a structured, cumulative approach to understanding and using four basic selling concepts. Short vignettes featuring two types of selling (face-to-face and over-the-phone) are used to demonstrate the linkage between the four building blocks.
Program 1: Identifying Needs and Opportunities (17 minutes) Challenges individuals to discover customer needs and opportunities, and then to develop a personal selling approach that will work for them. Explains the role of buyer and seller and provides ways to guide customers to recognize and reveal their own needs.
Program 2: Demonstrating Features and Benefits (16 minutes) Defines and demonstrates how to make the necessary linkage between the customerâs needs and the seller's product or service benefits.
Program 3: Handling and Preventing Objections (16 minutes) Learn to turn negative responses into sales opportunities. Alerts salespeople to the appropriate responses that will avert misunderstandings and help to overcome objections.
Program 4: Closing Concepts (16 minutes) Demonstrating how the close naturally follows in the sales cycle, this program shows how to choose among and utilize effectively techniques to finalize sales.
Length: 64 min. Includes Training Leader's Guide and Handouts: For a Free Preview email your request and information to:
Purchase The Four Programs - total of 64 minutes, $795.00
For a Free Preview email your request and information to: email@example.com
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