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SALES TRAINING (ST)
ST585B2
24 Techniques For Closing The Sale
Brian Tracy
A concise and dynamic presentation of some of the finest closing
techniques.
1 Tape 65-Min.: Video
ST551S1
25 Sales Secrets Of Highly Successful Salespeople
Stephan Schiffman
Get results. America's #1 corporate sales strategist reveals the traits that
will distinguish you as a highly efficient salesperson.
4 Tapes 4 Hrs., 20-Min.: Audio
ST311G1
36 Biggest Mistakes Sales-People Make & How To Correct Them
George N. Kahn
Gives the listener fast and proven ways to identify and correct 36 common
mistakes that result in lost sales and lost income. Selling techniques featured
include how to eliminate the number one cause of discontinued orders, turn
low-potential dry runs into an avalanche of new business, use facts and figures
about the product in a fresh new way, and make a fast, positive impression
on potential buyers.
4 Tapes : Audio
ST760Z4
5 Steps To Successful Selling
(Audio Format)
Zig Ziglar
Represents the distillation of years of selling experience and techniques
used by many of the premier salespeople and top sales trainers. What it takes
in the way of integrity, enthusiasm, knowledge and ability. You learn all
this and more in this easy-to-understand program on how to build confidence,
handle questions and objections, and to develop an overall game plan.
1 Tape 60-Min.: Audio
ST760Z3
5 Steps To Successful Selling
(Video Format)
Zig Ziglar
See audio format for description.
1 Tape 81-Min.: Video
ST370G1
50 Ways To Close A Sales (And Keep The Customer For Life)
Gerald Michaelson
The focus is now on 'making sure the customer is happy tomorrow' rather than
securing a one-time sale. New strategies along with real world advice on
how to uncover prospects, convert prospects into customers, and to keep those
customers for life are all here on this hard-hitting guide to successful
selling.
1 Tape 90-Min.: Audio
ST610B7
7 Qualities Of Top Salespeople
Brian Tracy
In this revealing program, find out what makes top-performing salespeople
more successful than the average salesperson. Adapt the qualities, attitudes
and behaviors all superior salespeople seem to possess. Learn how to confront
fear and transfer 'enthusiasm' and prepare a postanalysis to clinch the
sale.
1 Tape 20-Min.: Video
ST600B9
7 Steps To Sales Success
Brian Tracy
This sales-cycle video tells budding salespeople how to sell. A great review
for the seasoned salesperson too, this video begins with the prospecting
stages and goes all the way to locking in the buying commitment. Learn how
to tap into key decision-makers; deal with resistance and build rapport.
1 Tape 20-Min.: Video
ST230T4
Advanced Sales Survival Training
Tom Hopkins
This helpful and entertaining talk tackles a subject familiar to all
salespeople--stress. The 'dirty dozen' stress factors are identified and
the listener is coached on how to handle them. Based on 25 years in the field
of selling, these strategies are sure to make the process of selling more
enjoyable.
1 Tape 60-Min.: Audio
ST620B4a
Advanced Selling In Action - Vol. 1: Self-Image In Selling
Brian Tracy
New ways for finding and using superior selling skills that guarantee you
a place in the top 10% of the sales profession! Ideal training for an individual
or group.
1 Tape 15-Min.: Video
ST620B4b
Advanced Selling In Action - Vol. 2: Relationship Selling
Brian Tracy
See volume 1 for description.
1 Tape 15-Min.: Video
ST620B4c
Advanced Selling In Action - Vol. 3: Building Credibility With Customers
Brian Tracy
See volume 1 for description.
1 Tape 15-Min.: Video
ST620B4d
Advanced Selling In Action - Vol. 4: Secrets Of Success In Selling
Brian Tracy
See volume 1 for description.
1 Tape 15-Min.: Video
ST461J1
Art Of Closing Any Deal, The
James Pickens
Simulated conversations and detailed, practical advice provide hard-hitting
ammunition, without frills, for closing deals in any type of selling
situation.
2 Tapes 3 Hrs.: Audio
ST020A4
Asking For The Order & Closing The Sale
American Business
Focuses on the most effective techniques used in closing the sale. Topics
covered include reorganizing buying signals, when and how to use a trial
close and the 7 basic closing techniques.
1 Tape 27-Min.: Video
ST310J5
Basic Fundamentals... Selling Right (Audio Format)
Jack & Garry Kinder
Become the salesperson you want to be. This training program covers the
fundamentals of selling all the intricate strategies.
1 Tape 30-Min.: Audio
ST310J4
Basic Fundamentals... Selling Right (Video Format)
Jack & Garry Kinder
See audio format for description.
1 Tape 30-Min.: Video
ST270I5
Boost Your Sales 1,000%
Inc. Magazine
Achieve remarkable bottom line results by bringing your sales force into
the 21st century, positioning the sales manager as coach, interviewing and
hiring the best people and much more.
1 Tape 58-Min.: Video
ST190J1
Can't Lose Sales Tips
Joe Girard
'The World's Greatest Salesman' shares his secrets for success, addresses
some of the frequently asked questions about selling, and provides successful
selling techniques.
1 Tape 60-Min.: Audio
ST670L1
Changing The Game: The New Way to Sell
Larry Wilson
This internationally acknowledged master of professional selling techniques
shares the techniques for selling today's customer.
6 Tapes 5 Hrs., 29-Min.: Audio
ST076C1
Close That Sale
Crisp Pubns
Shows how the process of demonstrating products and services is directly
linked to closing the sale.
4 Tapes : Audio
ST770Z1
Closes, Closes, Closes (Audio Format)
Zig Ziglar
Features more than 40 proven sales closes.
2 Tapes : Audio
ST770Z2a
Closes, Closes, Closes
(Video Format) - Vol. 1
Zig Ziglar
This first volume of this two-volume set features the 'Persuasion' close;
The 'Three Question' close; The 'Cost or Price' close; Plus 20 more effective
ways to close a sale.
1 Tape 64-Min.: Video
ST770Z2b
Closes, Closes, Closes
(Video Format) - Vol. 2
Zig Ziglar
This second volume of this two-volume set features 'Picture' close; The 'Positive
Expectancy' close; The 'Ooh and Aah' close; and another 20 ways to make that
sale!
1 Tape 72-Min.: Video
ST371R1
Conceptual Selling
Robert B. Miller & Stephen E. Heiman
Presents the basic concepts of their innovative, face-to-face selling system
that works for America's top companies to produce immediate, important, and
reliable sales increases.
2 Tapes : Audio
ST020A5
Effective Telephone Selling
American Business
Covers the procedures to follow when implementing a telephone sales
program.
1 Tape 28-Min.: Video
ST070H1
Essential Sales Professional's Companion: Negotiating the Game/How to
Sell Yourself/Academy of Master Closes/
Secrets of Closing the Sale
Herb Cohen & J. Girard, Tom Hopkins, Zig Ziglar
Four masters of selling share their secrets and insights on everything from
meeting a prospective client through the final close. Includes: Negotiating
the Game: Optimal Win-Win Negotiating (Cohen), How To Sell Yourself (Girard),
The Academy of Master Closes, (Hopkins) and Secrets of Closing the Sale
(Ziglar).
4 Tapes 90-Min. ea.: Audio
ST030A3
Everyone In Your Company Is A Salesperson
American Business
A short video demonstrating how any member of an organization have the
opportunity to create, save or increase a sale.
1 Tape : Video
ST020A6
Fundamentals Of Effective Selling
American Business
Explains the process used by salespeople to present themselves and their
products professionally and successfully.
1 Tape 53-Min.: Video
ST560R1
Hardball High-Pressure Selling
Techniques That Work
Robert L. Shook
Not rude, offensive methods but tactics that make the buyer decide now and
in your favor.
6 Tapes 6 Hrs., 50-Min.: Audio
ST620B2
High Impact Telephone Selling
Brian Tracy
Master four separate selling approaches on the phone. This video does more
than just help you understand the sales cycle, it helps you ask for the
order!
1 Tape 20-Min.: Video
ST090G1
High-Tech Selling
George Colombo
Tell how to be proficient with high-tech sales tools; incorporate technology
easily into your everyday selling routine; get 20-30% more time each month
to spend with customers; manage client accounts more effectively; stay
'high-touch' in a high-tech world; forge and maintain close electronic ties
with customers; keep up-to-date information at your fingertips; minimize
paperwork and reliance on support staff; hone in on fast-changing sales trends;
create compelling multimedia sales presentations; & more.
6 Tapes 6 Hrs., 38-Min.: Audio
ST190J2
How To Close Every Sale
Joe Girard
It doesn't matter what you want to sell - the most crucial part of the sale
is to get the customer to sign on the dotted line. The author will take you
through the selling process step-by-step, giving you inside tips, the theory
and essential principles, and the crucial subtle points many salespeople
overlook. Here's how to double or even triple your income, and become the
number one salesperson in your field.
1 Tape 90-Min.: Audio
ST270I6
How To Manage Your Sales Strategy For Greater Sales & Profits
Inc. Magazine
Seven sales experts show you why you should never talk about your product
on the first sales call; five elements of value-added selling, how to get
nine appointments out of every ten prospects and more.
1 Tape 90-Min.: Video
ST230T1a
How To Master the Art of Selling Anything (Part 1)
Tom Hopkins
Covers all aspects of selling (in 2 parts). Make selling your profession,
and be the best at it; how to control the sales situation, trigger the sale
by pulling emotions, and handle your feelings of failure & rejection;
referral and non-referral prospecting; and telephone techniques. This part
of the program concludes with tips on how to plan your presentation and contact
your prospect.
6 Tapes : Audio
ST230T1b
How To Master the Art of Selling Anything (Part 2)
Tom Hopkins
Here's how to qualify your prospect; do a presentation; overcome objections;
test and power close; and add on to your sale. Time planning and goal setting
sessions are the final segments of this program.
6 Tapes : Audio
ST190J4
How To Sell Anything to Anybody
Joe Girard
A how-to guide from the man the Guinness Book of World Records named "The
World's Greatest Salesman, " and the philosophy that has accelerated him
to the top for more than 10 years.
1 Tape 90-Min.: Audio
ST310D2
How To Sell as Fast as You Can
Danielle Kennedy
Selling fast means selling more and earning more.
8 Tapes : Audio
ST583B4
How To Sell Well (Audio Format)
Brian Tracy
Learn a new model of selling: from attitude through closes.
1 Tape 60-Min.: Audio
ST582B3
How To Sell Well (Video Format)
Brian Tracy
See audio format for description.
1 Tape 60-Min.: Video
ST310J3
Important Disciplines... Working Right (Audio Format)
Jack & Garry Kinder
By learning and utilizing the disciplines discussed in this program, you'll
build your competence and your confidence level. You'll learn the cardinal
rules of selling and how to set goals and prioritize your activities.
1 Tape 26-Min.: Audio
ST310J8
Important Disciplines... Working Right (Video Format)
Jack & Garry Kinder
See audio format for description.
1 Tape 26-Min.: Video
ST310J7
Important First 30 Seconds... Developing Tele-Confidence (Audio Format)
Jack & Garry Kinder
Your first impression is vital to your success or failure in selling - especially
important in telephone sales. With this program, you'll learn how to grab
your prospect's attention, overcome objections and get the sale.
1 Tape 30-Min,.: Audio
ST310J6
Important First 30 Seconds... Developing Tele-Confidence (Video Format)
Jack & Garry Kinder
See audio format for description.
1 Tape 30-Min.: Video
ST090R1
Making Cold Calls Easy & Profitable
Richard Diercks
Examines the effective use of the telephone in making appointments and closing
sales.
1 Tape 35-Min.: Video
ST190M1
Mastering Sales
Mark Gray
As you incorporate the many ideas and techniques of this program into your
professional career, you will be joining the professionals who have mastered
sales.
12 Tapes : Audio
ST230T9
Mastering The Art of Selling
Tom Hopkins
Based on one of the bestselling sales training books ever published, this
recording reveals the most successful techniques for making contacts, qualifying
prospects, handling objections and closing the sale.
1 Tape 60-Min.: Audio
ST080J5
Million Dollar Sales Strategy, The
Jim Cathcart & Tony Alessandra
Time management, prospecting and deal closing by two of the best.
1 Tape 45-Min.: Video
ST225J1
Nice Guys Finish Rich - Here's How!
Jim Hansberger
A formula of faith, family, friends, fitness and finances. Let it work for
you.
6 Tapes : Audio
ST010T1-2
Non-Manipulative Selling
2 Tapes : Audio
ST010T1-6
Non-Manipulative Selling
Dr. Tony Alessandra & Phil Wexler
Techniques that will allow the sales-person to successfully play the role
of consultant and problemsolver.
6 Tapes 5 Hrs., 48-Min.: Audio
ST370M4
On Selling
Mark H. McCormack
The bestselling author now focuses on key disciplines and shares his philosophy
on selling. Written in his trademark candid, anecdotal style, this program
expands upon the three basic tenets of salesmanship--how to identify the
customer, how to reach the customer, and how to persuade the customer to
buy--and guides readers through the steps which every salesperson must
master.
4 Tapes 6 Hrs.: Audio
ST280S1
One Minute Salesperson, The
Spencer Johnson, MD & Larry Wilson
This 'real-life' classic will quickly improve both your outlook and your
income as it teaches you how to achieve and maintain the attitudes and aptitudes
of a winning salesperson.
2 Tapes : Audio
ST610B8a
Partnering With Customers - Vol. 1
Brian Tracy
How good are your sales relationships? This insightful video helps salespeople
focus on the building and maintaining aspect of relationship selling and,
most of all, partnering with customers; learn about 2 ideal customer
candidates(!); position yourself to sell without selling; and qualify your
A-B-C prospects.
1 Tape 20-Min.: Video
ST610B8b
Partnering With Customers - Vol. 2
Brian Tracy
See volume 1 for description.
1 Tape : Video
ST560R2
Perfect Sales Presentation
Robert L. Shook
Takes listeners through all the steps of a sale, from initial contact to
closing, stressing important information and demonstrating the important
nuances of voice and timing.
1 Tape 60-Min.: Audio
ST671G5
Phone Power For Getting Appointments
George Walther
Using the switchboard operator as an info-source; penetrating the secretarial
shield; five steps to scheduling the appointment.
1 Tape : Audio
ST670G3
Phone Power For The Inbound Telemarketer
George Walther
Three keys to inbound-telemarketing excellence. Techniques for keeping your
callers from getting fed up while on hold. Cross-selling, upgrading and
referrals.
1 Tape : Audio
ST671G2
Phone Power For The Outbound Telemarketer
George Walther
Four simple techniques for getting through to your customer. The forced-choice,
pause, and yes-no closing techniques. Five methods for handling common
objectives.
1 Tape : Audio
ST671G4
Phone Power For The Salesperson
George Walther
The four important ingredients of an ideal beginning to your phone calls;
how multiple-choice questions pay off; the five critical areas of qualifying;
the three necessary factors in every transaction.
1 Tape : Audio
ST671G3
Profitable Telemarketing
George Walther
A comprehensive program that guides you to total success in telemarketing...
get more commitments by phone, increase the amount of your average order,
and achieve greater productivity... Word-by-word tools for handling objections
and improving the ratio of closed sales to calls made.
6 Tapes 4 Hrs., 2-Min.: Audio
ST580B6-2
Psychology Of Selling: The Art Of Closing Sales
2 Tapes 2 Hrs.: Audio
ST580B6-6
Psychology Of Selling: The Art Of Closing Sales
Brian Tracy
The 'why' behind the 'what' broadens your understanding, increases your
competency, and enables you to become a true and well-rewarded professional.
These are practical, day-to-day techniques for increasing confidence in one's
sales abilities and boosting profits, and the simple errors that spell the
difference between success and near-success.
6 Tapes 4 Hrs., 37-Min.: Audio
STB342
Red Hot Cold Call Selling
Business Advantage
How to turn cold call selling into money-making success. You'll learn to:
implement 5 elements of a good cold-calling script; use the objection itself
to break through the objection; and develop 5 "sales banners".
1 Tape 37-Min.: Video
ST051R1-2
Secrets Of Closing Sales
2 Tapes : Audio
ST051R1-4
Secrets Of Closing Sales (Unabridged)
Roy Alexander & Charles B. Roth
Sit beside the nation's top salespeople as they close on tough customers.
As you experience dozens of sell-and-win situations, you will develop
"Do-Attitudes" that make effective closing part of your nature. More than
250,000 people have used these secrets to double - even triple - their sales
income. Now you can do it, too!
4 Tapes 3 Hrs.: Audio
ST761Z1
Secrets Of Closing The Sale: Strategies & Guidelines You Need to Become
Proficient in the Art of Effective Persuasion
Zig Ziglar
Convinced that the only way to be the best is to care about the people we
serve, this program shows how to do everything possible to get a positive
decision--one that benefits both the prospect and the listener.
(Unabridged)
1 Tape 57-Min.: Audio
ST770Z8-2
Sell Your Way To The Top (Abridged)
2 Tapes 2 Hrs.: Audio
ST770Z8-6
Sell Your Way To The Top
Zig Ziglar
Five basic reasons why your prospects don't buy, 24 negative words to avoid,
and much more.
6 Tapes : Audio
ST760Z2
Selling
Zig Ziglar
This video has many practical applications for the salesperson, the sales
manager and the sales recruiter, and then moves on to motivating you to get
out there and sell!
1 Tape 50-Min.: Video
ST230T8
Selling for Dummies (Abridged)
Tom Hopkins
A fun and easy guide from the basics to proven, expert techniques on how
to sell ideas, concepts, and products, handling setbacks and rejection, giving
presentations and demonstrations, and building networks.
1 Tape 90-Min.: Audio
ST670L3
Selling in the '90's (Audio Format)
Larry Wilson
Here's the practical, result-oriented strategies that you need to meet today's
challenges.
1 Tape 61-Min.: Audio
ST670L2
Selling in the '90's (Video Format)
Larry Wilson
See audio format for description.
1 Tape 61-Min.: Video
ST071T1
Soft Sell: The New Art of Selling/Self-Empowerment, & Persuasion
Tim Connor & Glen Seibert
The new art of selling, self-empowerment, and persuasive approach--one that
stresses motivation, communication, relationship-building and self-image
psychology to power-boost you to personal sales success.
2 Tapes 3 Hrs.: Audio
ST160B1
State-Of-The-Art Selling
Barry Farber
Natural, non-manipulative relationships (both long- and short-term), trust
and offering customers solutions. This is what it takes to sell today. Here's
how to do it and more.
6 Tapes : Audio
ST610B2
Strategic Selling
Brian Tracy
Learn all the right tactical moves for selling more products or services
in far less time with 4 confidence factors and 5 key principles for strategic
selling. You'll learn how to designate your specific area of 'competitive
advantage' and maximize sales through market analysis.
1 Tape 20-Min.: Video
ST280K1
Subliminal Selling Skills (NLP)
Kerry Johnson, Ph.D.
How to literally read the minds of prospects and non-manipulative techniques
for increasing sales.
6 Tapes 5 Hrs., 21-Min.: Audio
ST012A5
Successful Consultative Selling: Don't Jump To Conclusions
Katie Riley & Jonathan Whitcomb
Goes beyond needs-based selling enabling your customers to value you as a
resource, not just a salesperson. Whether you're working with middle
intermediaries or going straight to the head decision maker, by examining
the principles behind consultative selling, you'll learn how to build value
and credibility and generate more sales. Concludes with answers to 10 of
the most frequently asked questions about the consultative selling process.
4 Tapes 1 Hr., 55-Min.: Audio
ST371R2
Successful Large Account Mgmt.
Robert B. Miller & Stephen E. Heiman
How to hold on to your most important customers - and keep them going strong
- in today's marketplace.
2 Tapes : Audio
ST310D1
Super Natural Selling
Danielle Kennedy
Learn new ways to sell better and sell more.
8 Tapes : Audio
ST080J1
Superstar Selling (aka Selling Smart)
Jim Cathcart & Tony Alessandra
Become a complete professional in all you do and your sales will skyrocket!
Here's a program that will teach you the skills and techniques to beat your
competition by planning your sales strategy like a sales manager.
6 Tapes 5 Hrs., 37-Min.: Audio
ST462J1
Top Seller: How to Master Advanced Selling Skills
Jim Pancero
This audio program is for sales people who have been around the block and
already know the "fundamentals" of selling. In this unique sales tool, this
top sales consultant addresses the established sales rep, explaining how
to put a new strategic positioning approach to work. Learn how to implement
a strategic account planning process, achieve maximum persuasive depth in
every customer interaction, and more.
2 Tapes : Audio
ST671G6
Upside Down Selling
George Walther
Here's how to direct your sales efforts to existing customers instead of
prospects.
1 Tape 55-Min.: Video
ST521R1
Walk Like A Giant, Sell Like A Madman
Ralph R. Roberts
The average real estate sells ten to twelve homes per year. A superstar
salesperson sells fifty. Last year alone, this 'madman' sold more than six
hundred! More than a gutsy success story, this no-nonsense advice will to
help all salespeople.
1 Tape 90-Mn.: Audio
ST761Z2
Zig Ziglar's Secrets of Closing the Sale
Zig Ziglar
This ultimate sales guide covers creative closes, reasons people won't buy
and ways to overcome them, selling with integrity, and more.
4 Tapes 4 Hrs.: Audio
