NEW!   Selling in a Tough Economy

Are you finding it more difficult to reach your sales targets?
Is the current economy affecting your results?

2008 was a challenging year from a sales perspective and the outlook for 2009 is not any better. In fact, the next year could be one of the most difficult years on record for anyone selling a product or service.

But, I doubt your company is decreasing their sales budgets.

That's okay. Just because the economy is tough does not mean you can't reach or exceed your sales targets. The key is in knowing what you need to do.

This fast-paced, information-rich CD will outline key strategies you can implement into your business right away to achieve better results.

Here is an idea of what is covered on this CD;

• Identifying your best sales opportunities for 2009
• What one skill you can develop that will have the greatest impact on your sales
• The most critical direction to focus your effort, energy and attention
• How to get past the excuses and focus on performance
• Improve your sales productivity - it's not about the numbers
• Stop being an order-taker and transform yourself into a sales-maker
• 1 action that will guarantee better results in every sales interaction
• The power of one - single-action strategies that will improve your results
• How to maximize your key selling time
• What you need to change in your prospecting
• Plus much, much more

The concepts presented on this CD are not pie-in-the-sky theories. They are proven techniques that will help you improve your sales in a tough economy. Apply the strategies on this CD and get the jump-start on your coworkers and competitors.

NEW!   Get Results, Not Excuses

Fact: up to 40% of sales reps do not reach their sales targets

Sales Managers: Do you hear these excuses from your sales reps…

"The economy is affecting my customers"
"No one is buying right now"
"My quota is too high"
"I can't get anybody on the telephone"
"I could sell more if I didn't have to do the paperwork"

If so, you're not alone. Excuses from sales reps can be one of the most frustrating aspects of managing a sales team.

In this CD, I outline ideas that will help you:

• Set goals that will motivate and inspire your reps
• Keep your team focused on achieving their sales targets
• Use goals as a motivational strategy for each person on your team
• Coach your reps how to achieve their goals

This one-hour CD will help you:

• Ensure that your sales reps reach and exceed their sales goals
• Avoid mistakes many sales managers make when setting goals for their team
• Improve the performance of your sales reps
• Exceed your sales targets for the upcoming year

We will discuss specific strategies and tactical approaches you can implement in your business right away. These strategies will help you improve the performance of your sales reps and get better results. Here's an idea of what is discussed on this CD.

1. The most common mistakes sales managers make when setting sales goals for their team
2. One action step you can take immediately to gain buy-in from your reps
3. How to set goals that will inspire and motivate your sales team
4. Leadership techniques that will keep your team focused on their goals
5. The power of one - single action steps that will improve your team's results
6. High-impact techniques to help your team achieve their goals
7. Why incentive programs and contests often sabotage your efforts to improve sales results
8. The power of praise - why positive reinforcement makes an impact on your team's results
9. A 4-step process to provide effective feedback to your reps
10. Make the most of every coaching conversation with your team
11. Using positive reinforcement to improve a rep's ability to hit their goals
12. Plus much, much more.

Whether you manage a small team or a large sales force, you will gain insights that will help your company achieve its sales targets next year. Actionable ideas that you can put into place immediately.

Creating Urgency in Prospective Customers

How often have you found yourself in this situation:

You've met with a prospective customer, delivered what you thought was a powerful and convincing presentation, left the meeting feeling confident the sale would happen and then spent the next two weeks unable to get a return call from your prospect?

It's a maddening situation that almost every sales person encounters. It's a frustrating, helpless feeling.

On this CD I discuss this challenge with Craig James of Sales Solutions.

Creating Urgency in Prospective Customers CD will give you strategies and tactics to handle this all-too-common problem and get your prospects to re-engage. This CD is packed with ideas that you can use right away to "de-stall" a deal and get it back on track. Here is a sample of what you will learn:

1. The most common mistakes that cause a prospect to stall with their decision
2. How an internal champion can make all the difference
3. The power of questions-- 6 questions you can ask in your initial call that will help create urgency in your prospect's mind
4. The importance of reminding the prospect's key players why they're engaged in the transaction
5. How to improve the impact of your proposal
6. 4 strategies you can use to restart stalled deals
7. The number one reason why sales people encounter a lack of urgency
8. How to respond to "send us a proposal"
9. How and why email works against you
10. 3 techniques you can use in each prospect interaction to move the sale forward
11. A last ditch tactic to resurrect deals that have gone silent
12. Plus much more.

If you ever encounter a lack of urgency from your prospects, then you need to listen to this CD. Fast-paced with lots of practical ideas and information you can use to:

• Move every sale forward easier and with less stress
• Differentiate yourself from the competition
• Improve the impact of your proposalsc
• Increase your closing ratio
• And, ultimately, increase your sales

If you encounter any lack of urgency from your prospects, you need this CD.

Getting Through the Gatekeeper

Talking directly with decision-makers is critical if you want to maximize your sales. But your carefully rehearsed sales pitch is useless when you can't reach them.

To get to that person you need to get the key from the gatekeeper. These individuals' are called many unflattering names. They protect their executive like a watchdog guards its master. They can wield a tremendous amount of power. And, they often prevent you from connecting with the person who makes key buying decisions.

Sales people face a multitude of challenges trying to get past the gatekeeper and often resort to manipulative tactics to achieve this goal. Unfortunately these tactics are usually ineffective. Not to mention that they make you look unprofessional and do little to position you as a sales professional.

Fortunately, there is a much better way.

On this CD, "Getting Through the Gatekeeper," you'll discover how you can achieve much better results with much less effort. My guest expert is Patrick Kilhoffer of Direct Connections International. Patrick has made thousands of cold calls to executives and learned exactly how to get through the gatekeeper. Effectively, easily, professionally. Here is what you can expect to learn when you purchase this CD.

• Discover the biggest misconceptions sales people have about the Gatekeeper's role
• Find out what tactics prevent the Gatekeeper from connecting you with the decision-maker
• Learn the approach will have the Gatekeeper willing to give you key to the executive office with you
• Identify how to get through the gatekeeper and speak live to your best prospects.
• Find out how to double the number of prospects you talk to
• What you can learn from the Gatekeeper that will help you make the sale
• Discover a proven method for connecting with the hard-to-reach executive.
• Know how to position yourself as someone who should be put through to the decision-maker

Patrick was my guest several months ago during my "Cold Calling Made Easy" teleseminar and dozens of people discovered amazing tips, techniques and strategies to improve their cold calling results. Here is what two people had to say:

"I enjoyed your training today. As someone newer to my role as a salesperson, I really learned some information that I believe will help me. It was motivating to listen to your ideas. As soon as I am done with this email I am going to put the training into action."

"The CD is very informative and helpful and it's made me realize how important "research" is and a part of prospecting. I've never afforded the time to properly research my prospects and have had many managers who believe it's a numbers game solely. It's also allowed me to give myself a bit of a break, where I can be extremely hard on myself when I can't get appointments."

Double your sales by doubling the number of prospects you talk to. And you don't need to use tactics that offend your prospect or make you look unprofessional. This CD will show you exactly what you need to do to get past the gatekeeper and speak directly with the decision-maker.

When you buy this CD you will get key insights to deal more effectively with gatekeepers. Imagine how much less stress you would feel if you knew what strategies to use to get past the gatekeeper. How many more sales could you close if you spoke directly with the decision-maker?

Find out how you can become more successful and effective at getting through the gatekeeper. Become a Keymaster.

Negotiate with Confidence & Power

Does it ever feel like your customers are concerned only with getting the lowest price?

Have you ever closed a sale and afterwards felt like you had been taken advantage of afterwards?

Did you ever sell something at very little profit just to get the sale?

If so, you're not alone.

Most people who sell a product or service are required to negotiate from time-to-time. Unfortunately, most people have never been taught how to negotiate effectively and are not comfortable with the process. As a result, they end up discounting their price too quickly. They give away money. And even though they close the sale they don't always feel good about it.

Do you know how to respond to these questions and statements?

"You'll have to do better than that."
"You're too expensive."
"I can get the same product and/or service for less money at one of your competitors."
"What's your best price?"
"What kind of deal can you give me?"
"Will you match this price?"
"What's the best you can do?"
"How much of a discount can I get?"

How you respond will affect your customer's behaviour and expectations. If you are not using the proper approach and techniques you are costing yourself money. You could be losing thousands of dollars in revenue! Not to mention the money you're losing in profit.

You'd benefit-and profit-from learning a few straight-forward negotiating techniques. Techniques that are easy to use. Strategies that actually work in the real world.

Check out my Negotiate with Confidence & Power CD. Here's an idea of what you will learn from this one-hour program;

• Nine of most common negotiating mistakes that cost you money
• How to gain the right information and use it effectively to get what you need
• Five negotiating strategies that will help you get more from the other person
• Determine when it makes sense to walk away from a potential deal
• The two key issues your customer considers before making a buying decision
• How to respond to requests for discounts
• The worst time to make a negotiating decision
• One myth you need to avoid
• How to respond to unrealistic demands or aggressive negotiators
• Plus a whole lot more.

If you have to negotiate your deals, you need to buy this CD. You will learn easy-to-use yet powerful techniques that will help you:

• Negotiate more confidently
• Increase the size and scope of each sale
• Reduce how much you discount in order to get the sale
• Increase your profits
• And, ultimately, make more money.

Getting Past Voice Mail:
Strategies and Tactics to Get Past Electronic Gatekeepers and Get Your Calls Returned

Sales Managers and Sales Reps: are you frustrated with the impact voice mail has on your sales results?

If so, you're not alone. With over 70% of all calls to prospects and customers ending up in voice mail where they are screened, forgotten or more likely deleted, there is no question that voice mail is a challenge for sales teams across North America.

But there is a solution.

On this CD I discuss this challenging aspect of sales with Jim Domanski of Tele-Concepts Consulting. Jim is one of North America's leading experts on telephone selling and has helped thousands of sales professionals improve their results.

"Getting Past Voice Mail: Strategies and Tactics to Get Past Electronic Gatekeepers and Get Your Calls Returned" CD will show you the typical mistakes made by sales reps when dealing with voice mail and what you can do to avoid them. But more importantly, it will provide you with proven techniques on how to tackle voice mail more effectively, reach key decision makers and increase your sales results.

This CD is jam-packed with "in the trenches" tips that will make reaching the decision maker less frustrating and more successful. Here is some of what you will learn:

• The 6 Best Strategies for Managing Voice Mail
• Where and how to gather key information on decision makers and by-pass voice mail completely
• The typical mistakes made by sales reps when encountering voice mail (and how to avoid them)
• Outsmarting Call Display: professional and ethical tactics to get around call display and reach decision makers
• 5 Intriguing Voice Mail Templates: how to develop an intriguing voice mail and get your call returned from both prospects AND customers
• How to professionally integrate direct mail, e-mail and fax into your voice mail tactics
• How to use YOUR voice mail message to provide better results
• The "Ultimate" Voice mail strategy
• The 4/3 Strategy of Follow Up-how to be politely persistent without being a PITA
• And much, much more

If you use the telephone to sell directly, qualify prospects, set appoints, or contact customers then this CD is for you. Fast paced, dynamic and practical you will discover how to:

• reduce the stress and frustration that is caused by voice mail
• position yourself as professional and respectful
• increase the number of call backs from customers and prospects
• improve you contact rates
• and ultimately increase appointments and sales

If you use the telephone to set appointments and sell, you need this CD.

Conquering the Dreaded Price Objection

"Your price is too high."
"Your competitor is cheaper."
"What can you do about the price?"

Having a prospect or customer tell you that your price is too high is probably the number one objection that most salespeople get and yet it is the one objection they are often the least prepared to handle properly.

If you're tired of stumbling over price objections, this CD is for you.

My guest expert will be Brian Jeffrey of Sales Forces Assessments and we'll be exploring this topic in detail. Brian has been involved in selling, sales management, and sales training for over 30 years and he knows exactly how to conquer the dreaded price objection.

Here is idea of what you will take away from this engaging audio program.

• Find out the reasons behind any price objection (there aren't as many as you think!)
• Learn how to move your prospect away from price being their main purchasing criteria.
• Discover ten techniques for effectively handing the objection when it does come up.
• Understand what causes people to voice a price objection in the first place.
• Recognize four factors that are more important to most buyers than price.
• Identify the appropriate time to discuss price. Most salespeople make a huge mistake here!
• Find out how to avoid discussing price before creating value for your product or service.
• Learn the secret to dealing with price hagglers.
• Discover 9 responses to the question, "Can you do any better than that?"
• Understand how to actually prevent price objections
• All this and more.

Sales Blunders that Cost You Money

After working with thousands of sales people and business owners during the last the thirteen years, I have seen first-hand how often people make costly sales mistakes. And these blunders cost them money. Even experienced sales people are guilty of making many of these mistakes.

Mistakes that mean…

• You miss valuable sales opportunities
• You fail to reach your sales targets or quotas
• You struggle to increase your sales
• Your customers beat you up on price and constantly demand discounts
• Your prospects fail to see the value of your product, service or solution

Some of these mistakes are small and easy to correct. Others are major blunders that can have a devastating impact on your top line sales and bottom line profits.

During this 60-minute program, I discuss the mistakes that many sales people make and how you can increase your sales by avoiding these costly sales blunders. Here is a glimpse of what you will discover on this CD:

• Six key sales myths even the most experienced sales people fall prey to
• Key questions you need to start asking your customers and prospects
• Sales call preparation-it will make or break you
• Enough is enough -- when and why too much information can kill the sale
• Two specific actions that will help you differentiate yourself from your competition
• The different types of questions you need to ask when talking to multiple people in an organization
• What REALLY turns prospects off and prevents them from doing business with you
• The one question you MUST be prepared to answer even if your customer does not ask it
• How much prospecting do you really need to do?

I could go on but you get the idea.

You will discover how to avoid the mistakes you have been making -- without even realizing it. Even if you are only making small mistakes, you are probably losing valuable sales opportunities. This CD will help you differentiate yourself from your competition, close more sales, generate higher sales, and achieve better results.

Cold Calling Made Easy

Are you required to make cold calls?
Do you find yourself resisting this task?
Would you like to find a way to make this easier?

Cold calling is a way of life for many sales people and business owners. Whether they like it or not, they have to pick up the telephone and dial for dollars. However, the majority of sales people make mistakes that hinder their results. As a business owner, I get my share of sales calls and I can attest to this. That means many people get frustrated, annoyed and even depressed when tasked with the job of prospecting via the telephone.

You can generate substantially better results when you avoid the most common mistakes and use the right approach. And, when you see an improvement in your sales you will feel more motivated to pick up the phone and make your calls. Here is how you can achieve that goal.

On this CD I discuss "Cold Calling Made Easy" with cold calling expert Patrick Kilhoffer. Patrick founded Direct Connections International and he spends most of his day making cold calls on behalf of his clients. During the last 13 years he has made thousands of calls and has learned a thing or two along the way. Patrick will share powerful insights that will show you how to make cold calling easier and definitely more profitable. Here's an idea of what he will discuss on this fast-paced recording:

• How to determine if cold calling will work for you
• Talk to people who want to buy your product or service
• Make more money by targeting the right people/companies
• One action you can take to triple your results
• Discover how to say what the prospect wants to hear
• Find out how to avoid sounding like every other sales person your prospects hear from
• Effectively manage and control the critical first 15 seconds of the call
• The best way to immediately get your prospect's attention and keep it during the call
• Tips and techniques to control the sales conversation
• What to do with people who won't or can't buy
• Determining the best call to action
• How to move the sales process forward during your call

This is just a glimpse of what Patrick reveals in this fast-paced CD. His experience has helped him gain an in-depth understanding of what works and what doesn't. Plus, he is familiar with dozens of different industries which means he can answer virtually any question thrown at him. Here is what some of his clients have said:

"This program is great! Out of my first 10 appointments I sold 7 of them for $17,000 in premiums."
"I'm very satisfied with this program. The results are very good-I'm closing 50%."
"My sales charts have been going up since I've been doing this program."

If cold calling is part of your sales, marketing, and business strategy then you need this CD. You will discover practical ideas that you can use right way to make cold calling easier, less stressful, and more productive. And, you will find out how to quickly improve your results.

Influencing for Agreement

Do you experience difficulty gaining buy-in from customers when presenting a new product?
How frequently do you encounter difficult questions that sabotage your ability to close the sale?
Does your boss shoot down your ideas before you get a chance to fully explain them?

If you are like most of the sales professionals I know, you want to influence your customers and prospects to take positive action. But sometimes it seems like everything works against you.

You have to deliver bad news to a client.
Your prospect doesn't listen to you.
You inadvertently say something to annoy your prospect or customer.
Your boss rejects ideas and suggestions before you have the opportunity to explain them

These types of situations are common in today's business world. However, there is a solution.

It's called Influencing for Agreement.

On this CD, I discuss how to overcome these challenges with Bob Harris of Robert Harris Resources. Bob specializes in helping people overcome barriers that prevent them from achieving success. In particular, he explores interpersonal dynamics at play in communication effectiveness, and overcoming resistance to change. Here's an idea of what he covers on the CD:

• The biggest mistake sales professionals make when pitching new products
• Defuse difficult questions that can sabotage sales success
• What NOT to say in order to motivate others to agree and commit
• The emotional and psychological barriers that prevent prospects, customers, and colleagues from taking positive action
• The best way to communicate bad news
• A 4-step process to crystallize EXACTLY what to say in virtually every situation
• How to get your boss to listen to your suggestions
• A proven formula to deliver difficult news to your clients and prospects
• Prevent others from shooting down your ideas before you have the chance to fully explain them
• Quickly build trust and rapport with new prospects (it's not what you think)

The ability to influence others is a key sales skill. Yet, most people don't develop this skill. This CD will help you discover how to gain buy-in from your customers and prospects, confidently and effectively deliver bad news, get your ideas accepted by your boss, and most importantly, increase your sales!

Here is what some of his clients have said about Robert's program:

"Thank you for your excellent training...They have clearly learned new tools and techniques to influence others and resolve conflicts in a win-win way."

"Your dynamic presence and belief in the process added considerable credibility which, for a group of actuaries, was essential to get the buy in we needed for the session to succeed."

"Your presentation on Influencing Clients to Accept Change was a highlight at both our regional conferences this year."

Stop Cold Calling! Identify & Sell to Your Ideal Profitable Clients

Virtually every salesperson is extremely busy. In fact, in today's business world, too many sales people complain that they have too much to get done on any given day. Visiting clients, submitting orders, responding to customers requests, and completing paperwork leaves you exhausted by the end of the day. Finding time to prospect and cold call for new business seems next to impossible.

It doesn't have to be like that!

You see, most sales people make the common mistake of treating all of their customers equally. This is usually because they mistakenly believe that all of their customers are profitable. While this may be true in some cases, research has shown that a select few customers will generate most of your profit. Doesn't it make sense to focus your attention on this group of customers and clients?

On this CD, I talk to sales expert Lisa Leitch and we discuss how to increase your sales from your existing clients and customers. Lisa will present some outstanding ideas that will help you drive your business forward and grow it every week. Here's an idea of what we'll discuss during this tele-seminar.

• Identifying your ideal profitable client (it may not be who you think!)
• Discover the most effective way to stay in touch with your clients
• The best time to reach your customers and prospects
• How to find the time to call existing clients and new prospects without working more hours
• Strategies to use marketing emails and voice mail messages so that people will buy from you
• Three proven techniques to close more business right away
• How to do all this and more-without stalking!

This tele-seminar will explain exactly what you need to do to improve your sales results without having to spend more time in the office, on the road, or meeting with customers. Start working smarter, not harder!

Selling to Attila the Hun

Do you have prospects who seem impossible to sell to?
Are some of your existing customers extremely challenging and difficult to deal with?
Do you encounter people who just can't make a buying decision?

Virtually everyone in sales has their "Attila the Hun" customer or prospect. These people are extremely challenging and difficult to sell to. It doesn't matter what information you give them, how much information you supply, or what you say, you just can't get them to buy.

What can you do to make the sales process easier or more effective when dealing with difficult customers and prospects?

On my "Selling to Attila the Hun" CD, I explain how to achieve better results with your most challenging customers. Here's an idea of what you will discover on the CD.

• How personality styles affect the sales interaction and buying process
• What voice mail greetings tell you about that individual
• How to use your prospect's voice mail greeting to your advantage
• Why some people seem impossible to sell to
• The positive impact of adapting your approach with your challenging customers and prospects
• One action you must take when a prospect seems overly demanding or aggressive
• How to deal with the person who can't seem to make a decision
• Enough is enough-why and when too much product information works against you
• Utilizing key motivators to move the sales process forward
• Identify your prospects fears and concerns about making a final buying decision
• How to better connect with all of your prospects and customers
• Visual and verbal clues to watch for when meeting with your prospect for the first time

This is one of the most powerful CDs I have ever recorded.

When I present this topic in my sales training workshops, it consistently generates the most interest and discussion from the sales people who attend the program. That's because it demonstrates how a few minor changes in your approach can generate a huge return in your results.

How many more sales you could close if you knew exactly how to approach them? How much more effective would you be? Think of your most difficult customers or prospects for a moment. If you used the right approach, you might be able close a sale very quickly. Imagine what would happen to your confidence level if this happened.

Not only could you close more sales, make more money, and increase your income; you could do it with less stress and aggravation. Isn't that worth a few bucks and an hour of your time?

Leveraging Voice Mail to Set Up Meetings with Decision Makers

In big companies, corporate decision makers go to great lengths to protect themselves from unwanted interruptions. They frequently check caller ID first to decide if they'll even answer the phone. If they don't know who you are, your call is sent to voicemail. When they listen to their messages, you just have a few seconds to catch their attention. In this much-needed tele-seminar, we'll focus on exactly what it takes to create a customer-enticing voicemail message. My guest expert will be Jill Konrath who specializes in helping people sell to big companies. In fact, she even wrote a book called, “Selling to Big Companies.”

Here is an idea of what you will learn during this dynamic program:

• How to avoid the most common mistakes sellers make that cause messages to be deleted before they've finished talking.
• What it takes to immediately establish credibility with someone who would just as soon hang up the phone.
• Three things that always pique a decision maker's curiosity and are great to include in your voicemail messages.
• What it takes to "close with confidence."
• Why preparing a script is absolutely essential and throwing it away before you call is just as important.
• How to fine-tune your message so that it "zings", but also sounds conversational.
• How to evaluate the quality and effectiveness of your voicemails.
• and more …

Secrets to Motivating Your Retail Team

Motivating retail employees has never been an easy task and in today's highly-competitive retail environment, it is more challenging than ever before.

Knowing how to effectively motivate and inspire your team is critical to your long-term success. It can reduce turnover which saves you money in the form of lower recruiting costs. Plus, it helps improve customer service which leads to higher sales and more profits.

Here is an idea of what you will learn during this dynamic program:

• What REALLY motivates employees-it's not what you think
• 20 proven strategies you can start using immediately to motivate your team
• Common mistakes retail owners and managers make when trying to motivate their employees
• The disconnect between what managers think employees want and what employees really want from their job
• How recruitment affects team morale and individual employee motivation
• The power of praise
• Why it makes good business sense to keep your employees "in" on things
• The impact of your personal leadership
• Job security-Does it matter to your employee?
• How your loyalty affects employee motivation
• What you should NEVER do when disciplining an employee
• The importance of clarifying your expectations
• Strategies to open up the lines of communication

The content for this program was developed as a result of working directly with retail and hospitality staff for more than two decades. The principles are real and down-to-earth and will work in virtually any type of retail operation.

If you are a retail owner or manager you owe it to yourself to buy this CD. Or, give it to your new manager, supervisor, or key holder -- it will them some tools to help them succeed and become more effective in their jobs.

7 Marketing Mistakes That Cost You Money

Business owners! Are you making any of the 7 common marketing mistakes?

Michael Hepworth, The StreetSmart Marketer, has uncovered 7 marketing mistakes that are so common it would shock you.

Yet most people are completely unaware that they are making them, or that they even exist. In fact, experienced marketers and business people are often guilty of making these mistakes.

Mistakes that mean:

• You leave money on the table unnecessarily
• You can't measure the effectiveness of your marketing
• Your clients continue to beat you up on price
• Your marketing generates much lower results than it should
• Your prospects see little difference between you and your competitors

If you don't know what these mistakes are, you could be making them without even realizing it. What could that cost you and your business?

In this engaging and fast-paced session, you will discover what these simple mistakes are, and why business owners unknowingly make them. Presented in straight-forward, practical terms so you will know how to apply what you learn immediately in your company.

Discover the marketing mistakes you need to avoid. Mistakes that could be costing you a lot more than the cost of this CD. Apply the break-through ideas The StreetSmart Marketer presents in this program and watch your marketing results improve instantly.

Negotiate Like a Pro

Have you ever closed a sale and afterwards felt like you had been taken advantage of because you felt forced to give your customer a significant discount?

Or you sold something at very little profit just to get the sale?

If so, you shouldn't feel bad. You're not alone.

Most people who sell a product or service are required to negotiate from time-to-time. Unfortunately, most people have never been taught how to negotiate effectively and are not comfortable with the process. As a result, they end up discounting their price too quickly. They give away money. And even though they close the sale they don't always feel good about it.

Now you can learn virtually everything you need to know to negotiate with more confidence and power. This 6 CD program has five distinct modules:

• Module 1 - General Principles of Negotiating
• Module 2 - Fatal Negotiating Mistakes
• Module 3 - Negotiating Tactics & Counter-Tactics
• Module 4 - Negotiating Price/Handling Concession
• Module 5 - Power & Leverage - How to get it, how to use it

Sales is NOT a Four Letter Word!

This audio CD contains a live version of Kelley’s signature keynote sales training presentation. During this energetic and fast-paced sales training session you will learn deceptively simple sales strategies that can significantly increase your sales.

• The importance of speaking in terms that your customer can understand

• How to improve your sales presentation

• The best way to overcome sales objections

• Why you MUST ask for the sale

• How to make it easy for customers to buy from you

• The difference between mediocrity and sales success

• How to engage your customer in the sales process

• The impact of your initial greeting

• Proven techniques to differentiate yourself from your competition

This lively sales training presentation makes a great training tool for a sales meeting or on-going sales training for your team. Simply play the CD for your sales team and have them comment on how they can apply the concepts into their daily routine.

Buy Sales is NOT a Four Letter Word now!

74 Strategies to Increase Your Sales

During this sales training program Kelley presents 74 different sales-building strategies. You will learn:

• The best types of questions to ask

• The power of visualization

• How your reputation affect your sales results

• How to set SMART goals

• How to demonstrate the value of your products and services

• The importance of keeping your name in your customers’ mind

• The power of thank-you cards

• How to establish yourself as an industry expert

• What you should do after you ask for the sale

• How your attitude affects your sales results

• The impact of your first impression

• The importance of your self-image

• How to use the phrase “Tell me…”

• The most important rule of selling (and life)

The concepts from this sales training CD have been adapted from Kelley’s book, Stop, Ask & Listen.

Buy 74 Strategies to Increase Your Sales now!

Get Motivated

If you’re like the sales people and business owners I know, you want to achieve better results in the upcoming year. However, you may not know exactly how to get there.

This powerful and insightful session will show you exactly how to create, execute and achieve goals that will keep you motivated, excited, and help you become more successful.

In this lively and engaging session you will learn:

• The most common myth surrounding objections

• Why goals are so powerful

• The best way to record your goals

• A 5-step process to achieve your goals

• The importance of action plans

• The most important action in the goal-setting process

• Creating balance in your life

• The 7 areas in your life that should have goals

• Visualization techniques to help you achieve your goals

• How to overcome the obstacles that get in your way

• Why people don’t achieve their goals

• How to keep yourself motivated

• How to make time to work on your goals

• One simple technique to overcome procrastination

The concepts from this tele-workshop will help you manage objections more effectively, prevent many objections from being expressed, and help you close more sales.

Buy Get Motivated now!