This series delves in to the mysteries of what makes a good salesperson. People in the industry talk candidly (in between making calls and responding to customers) about what it takes to make it. We look at the technique used by effective professionals who get results. At times, our cameras tag along behind salespeople and eavesdrop on them in full flight. Hosted by the charismatic Irishman himself – Arthur Cunningham. Fast paced. Spontaneous. Informative. Filmed in Australia. Including interviews with Aussie Home Loans, Ansett Australia, the Body Shop, Hocking Stuart Real Estate, City Suzuki, Drake International, Independent Filmmakers Magazine, Goldmark, Solvay Pharmaceuticals and many other businesses.

There are nine videos in the series: 1.The Secrets of Selling 2.Setting up a System 3.Psychology of the Customer 4.Increasing Productivity 5.Using the Phone - Part 1 6.Using the Phone - Part 2 7.Presentations 8.The Retail Environment 9.Handling Inbound Calls These programs can be purchased as a series or individually. Prices - 1 $330.00* 2 – 5 $280.50 each* 6 – 8 $247.50 each* Set of 9 $1930.50 ($214.50 each)* Series of 9 programs. Unit Price AU$1,930.50 (incl. GST)

This fast paced program is a fresh and realistic look at sales told by sales reps themselves .It gives you insight into what the whole selling industry is about. What are the realities of the job? What about the adrenalin rush? Staying motivated and disciplined. A great overview for those new to the sales environment, a great discussion starter for sales seminars and a good dose of fresh ideas for those familiar with the industry. ·The nature of selling ·Personality ·Energy levels ·Self discipline ·Rapport ·Negotiating skills ·Motivation ·Developing a career 23 minute program. Unit Price AU$330.00

Success in sales is very measurable in terms of hard figures. With this in mind you need to set up or adapt a system which will eliminate time wasting and ensure you’re on the ball with each and every customer. This video takes a look at various systems employed by different sales people. It helps you to analyse your organisational skills, time management and level of efficiency. It will give you more ideas about getting out there, organising your territory and your time… ensuring better results. ·Different systems ·Getting organised ·Time management ·Good habits/bad habits ·Territory ·Communication on the road 20 minute program. Unit Price AU$330.00

A deep level of understanding of customers is vital in securing sales. This video examines the customer and looks at what makes them tick - why they buy AND why they resist buying. The relationship you build with your customer - the goodwill - is as valuable an asset as any other. Everything should be focused on this. We look at the individual parts of the interaction… body language, tone of voice, pacing of speech, responsiveness - all the things needed to “qualify” the customer and clinch the sale. ·Reading people ·Getting inside the “door” ·Attracting new customers ·Understanding customer needs ·Understanding why people buy ·Why people resist buying ·Overcoming delaying tactics ·Dealing with objections  25 minute program. Unit Price AU$330.00

It is important to be in touch with targets you have set and the progress you are making. With this in mind “Increasing Productivity” looks at the ways - sometimes unorthodox - you can crank up your results. It shows you how to increase the number and value of sales made for the amount of time you put in. ·Monitoring productivity ·Increasing productivity ·Coping with rejection ·Considering profit ·Ongoing relationships ·Looking after existing customers 20 minute program. Unit Price AU$330.00

The phone is a critical tool in the sales business. It is very personal and can be used to establish instant contact. But there is a battle to be fought: navigating your way straight to the person who makes the buying decisions - past the secretaries, voicemail etc. And once you’re through, what do you say and how do you say it? Review your style, and increase your strike rate.This video will help you to analyse your tone of voice and responsiveness to the customer. Experiment with openings and ways of delivery till you find an effective and comfortable approach. ·Making the call ·Getting to the right person ·Barriers ·Telling your sales story ·Positive attitude ·Voice and verbal skills ·The personal approach ·Stress management 21 minute program. Unit Price AU$330.00

This follows the phone call process through to the final follow up and closing of the sale. This video looks at the sales people using the phone every day to sell their product. It addresses issues like: listening effectively; asking questions to tease out useful information (AND reading “between the lines”); and dealing with the difficult customer. Attention needs to be paid to the careful management of the follow up calls as well. Much depends on being contactable and “on the ball” when the return calls come back. Improve your handling of calls and consequently increase your productivity as a sales person. ·Listening ·Handling questions ·Difficult customers ·Follow up ·Communication systems 19 minute program. Unit Price AU$330.00

Many people in the sales industry need to present and pitch their product to the clients at one stage or another. It’s a golden opportunity. It can be formal (staged with high-tech lighting, sound, powerpoint presentations etc) or informal, just a few minutes in a busy day in the office of the guy who makes the buying decisions. The presentation is when the client is listening and open. It’s important to give it your best shot. This lively video takes a look at sales people “out there” presenting their product everyday. It reviews all the steps in preparation and underlines the vital importance of knowing your product inside out. The presentation can either make or break the sale so it’s important that you’re constantly fine-tuning it. ·Preparation ·Know your subject ·The audience ·Pacing ·Nerves ·The visuals ·Interacting ·The close 26 minute program. Unit Price AU$330.00

Everyone knows that happy customers mean successful business, especially in the highly competitive retail sector. And so much of that happiness is generated by the attitude of the staff in the frontline. This program takes a look at many different retail settings to give you some ideas and a fresh approach. We talk to customers, sales assistants and managers to find out what it is that makes the customers come back and enjoy their shopping experience. It has helpful advice on issues such as approaching the customer, improving the sale, repeat business and presentation. Excellent pointers on the really key retail sales skill - being able to read a customer’s mind. ·Retail presentation ·The sales assistant ·Customer service ·The approach ·Establishing the need ·Improving the sale ·Repeat business 19 minute program. Unit Price AU$330.00

This video is about being responsive to customers needs. The phone is a great tool for customer service as it spans distance and yet remains so personal. What are the things you need to say to help people get to the point? What is the correct protocol for putting people on hold? How do you make a judgment about referring issues to more senior people? We look at both large call centres and small business. What about handling complaints? Being patient and responsive but at the same time getting the matter dealt with efficiently is an art form. Tips on improving your phone manner and keeping your cool. ·Different inbound uses ·Listening to customers ·Know your subject ·Difficult customers ·Tone and voice ·Increasing the sale  20 minute program. Unit Price AU$330.00

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