A sales person’s most valuable asset is their time. Unfortunately, salespeople today are overwhelmed with:

• Meetings and Sales Reports
• Increasing customer management responsibilities
• Changing customer dynamics
• Learning new technologies and products
• Growing competition
• And much more

As a result, the salesperson job is becoming more difficult today than ever.

Salespeople need concepts, strategies, and processes to help them gain back control of their time and their lives.

In this seminar, Dave Kahle, presents several of his “10 Secrets of Time Management for Salespeople,” the title of his recent book. You’ll learn:

• The essential mindset you must acquire if you are going to use your time well.
• How to ground yourself in beliefs that transcend your day-to-day tasks.
• The essential time management strategy.
• The difference between being effective and being efficient.
• A system for prioritizing your contacts so that you are always focused on the highest potential.
• How to “de-gunk” your daily routines to eliminate the ineffective tasks that consume valuable hours.

Buy This Package Regular Price $333.95 Sales Price $199

Sound Familiar?

1. Not interested
2. Already have someone
3. Just send me your literature
4. No time to talk now - call me next month
5. Your price is too high

“Objections are good because they are buying signals” - not necessarily.

Dr. DeGroot’s OBJECTION FREE SELLING strategies will teach you to sell without objections! Will you receive questions and concerns, sure? But, you don't have to get objections!

Not only will you learn what mistakes salespeople make that lead to objections, but Dr. DeGroot will also provide examples of how to respond to objections.

You will also learn:

• 10 “Buyer Beliefs,” that when missing, cause specific objections to occur.
• The “Buyer Belief” that’s missing by the objection you receive.
• Those “Buyer Beliefs” which are easy to get in place and those that are difficult.
• How to put each of the “Buyer Beliefs” in place to prevent the objection from entering the customer's mind.
• Strategies to preempt and to respond to objections that didn't get prevented.
• Specific ways to prevent, preempt, and respond to the top five objections.

Buy This Package Regular Price $333.95 Sales Price $199

The gatekeepers are rested from the weekend. They have gotten their batteries re-fueled to keep you out! They know your tricks. They are paid to screen you out of the lives of their bosses and will earn their pay at all costs this week.

The question is: Are you prepared to handle them? Do you and your people have what it takes to get through that gatekeeper and speak to the person who can change your career? Even if you get through and get put into his/her voice mail, do you have guaranteed ways to get your message returned?

• If you could learn one sentence that would increase your call back ratio by 50%, what would that be worth to you in new opportunity this year?
  
• If you could learn techniques to get the gatekeeper on your side and make them actually look forward to your call, wouldn’t prospecting be a bit more bearable?
  
• If you could learn a simple technique that would almost guarantee that they would take your call every time, wouldn’t you spend an hour of your time to find out?

If you answered yes to the above questions, then this TeleSeminar is for you. In this TeleSeminar you will learn:

• 5 tips to get through the gatekeeper
  
• 5 tips to get people to return your call
  
• Key phrases to get your calls returned
  
• How to avoid being screened by voice mail
  
• Technique we use to get 65% of our calls returned
  
• Attitude + Skills + Activity = Success
  
• And much more!

Buy This Package Regular Price $333.95 Sales Price $199

ROGER DAWSON: “Spend just one hour with me and I’ll turn you into a power negotiator.”

Below are the 11 "Negotiating Gambits" you will learn:

1. BUYERS ARE PLAYING THE NEGOTIATING GAME WITH YOU
   Buyers are better negotiators than they used to be. I’ll teach you how to improve your skills to match and exceed theirs.
   
2. SAYING YES TO THE FIRST OFFER TRIGGERS TWO THOUGHTS IN THE BUYERS MIND
   Don’t be too eager to close the sale. It triggers two thoughts in the buyer's mind that could cost you a lot of money.
   
3. FIVE REASONS WHY YOU SHOULD ASK FOR MORE THAN YOU EXPECT TO GET
   Henry Kissinger said, “Effectiveness at the bargaining table depends on your ability to overstate your initial demands.” I will cover the five reasons for doing this.
   
4. HOW TO USE BRACKETING TO GET THE BUYER TO SUGGEST THE PRICE WE WANT THEM TO SUGGEST
   Never throw prices at a buyer hoping that he will say Yes to one of them. Our objective is to get the buyer to ask for the price that we want him to ask for.
   
5. THE BIGGEST MISTAKE THAT BEGINNING NEGOTIATORS MAKE
   I’ll teach you the importance of Flinching when the buyer asks you for concessions.
   
6. LOOK OUT FOR THE RELUCTANT BUYER
   When I train buyers, here’s what I teach them. You need to know that it’s just a game that the buyer is playing with you.
   
7. A MAGIC EXPRESSION THAT COULD MAKE YOU RICH
   A simple expression that will get you concessions from buyers.
   
8. HOW TO PUT PRESSURE ON THE BUYER WITHOUT CONFRONTATION
   Use a vague higher authority enables you to put enormous pressure on the buyer without confrontation. I’ll show you how to use it and how to deal with the buyer who says they have to take your proposal to a committee.
   
9. HOW TO DEAL WITH GOOD GUY/BAD GUY
   Buyers use this to squeeze a better price out of you. I’ll teach you how to recognize it and how to deal with it.
   
10. THE NUMBER ONE PRESSURE POINT IN NEGOTIATIONS
    This one point will make you a more powerful negotiator.
    
11. HOW TO POSITION THE BUYER SO THAT HE WILL ACCEPT YOUR PROPOSAL
    Very often the buyer's ego is at stake. They want to accept your proposal but don’t want to feel that they lost to you. I’ll show you how to position the buyer for easy acceptance.

Buy This Package Regular Price $333.95 Sales Price $199

Closing doesn’t start at the end of the sale, but it starts the minute you set the appointment.

Do you close 74% of your prospects? If you're an average salesperson, the answer is definitely, "NO." Your closing ratio is about 17%.

In this teleseminar, Jacques Werth will demonstrate how graduates of High Probability Sales Training achieve closing ratios of 74% (average). If you want to sell successfully- without pain or anxiety- you want to learn more about High Probability Closing.

Learn to shift your focus! Stop trying to manipulate the prospect into buying. Start doing business with people by negotiating mutually acceptable agreements.

Learn:

• To qualify prospects that are likely to do business with you (High Probability Prospects).
• To identify and avoid Low Probability Prospects.
• To reduce and even eliminate sales resistance by creating relationships of mutual trust and respect.
• To acquire mutual commitments throughout the sales process.
• To close without pressure or anxiety.
• To avoid and eliminate “I need to think it over”!

High Probability Closing is not an event. It’s an integral part of the entire sales process. We define "closing" as Mutual Commitment. Therefore, we request the prospect’s commitment at every step of the sales process, and we make corresponding commitments. We close throughout the entire sales process – typically between 25 and 45 times.

Buy This Package Regular Price $333.95 Sales Price $199

Selling has never been as difficult and competitive in today’s business environment because:

• There is considerably more supply than demand.
• Executives have neither the time nor the patience for salespeople.
• Buyers are savvier
• Your competition claims to be faster, better, and cheaper
  

How do we successfully compete in today's marketplace?

Join Dave Stein, author of How Winners Sell, and learn the answers to these and other crucial questions:

• How can you differentiate yourself from your competition in today’s tough selling environment?
• How can you prevent buyers from treating what you sell as a commodity — so you can compete on something other than price?
• How can you build credibility with the people who make decisions?
• How can you grab competitive advantage through the value you personally bring to your customers?

Buy This Package Regular Price $333.95 Sales Price $199

1. The Importance of Executive Relationships

• Getting started – Prospecting to Executive Relationships
• The elements of a professional relationship
• Reasons to pursue executive relationships and reason we don’t pursue them.

2. Identifying the Key Executives and Other Influencers

• Organization Charting
• Their size vs. your impact

3. Getting to Executives

• Get through gatekeepers and blocks.
• Overcome intimidation and executive fear
• Understand it’s a rationalization - it’s not necessary, too busy, no reason to see you.
• Get positioned against embedded competition.

4. Establishing Credibility and Developing Confidence

• Moving up the Credibility Pyramid
• Customer Preparation
• Self Preparation

Buy This Package Regular Price $333.95 Sales Price $199

1. Recap – Elements of Part I

2. Talking to an executive

• Marketing, selling and establishing executive relationships – the difference and when to apply each.
• Preparing for the executive meeting.
• Approaching the Executive and setting the stage to get information.
• Questions to keep the executive engaged and to get maximum information
• Listening, and note taking.
• Validating the information for mutual understanding.

3. Moving from a Meeting to a Relationship

• How to impact the different personality types
• Build and present your value proposition to impact this executive.
• Differentiate your offering in a way that is important to this executive
• Determine the executive’s success criteria and define measurements to gage success.
• Confirm the relationship.

4. Using the Relationship

• Gathering critical inside information about this and follow on sales.
• Networking to other important decision-makers.
• Add-on services and business
• Referrals

5. Maintaining the Relationship

• Build an interactive, ongoing plan to keep this executive engaged.
• Become aware of changes and the effects.
• Develop strategies to deal with threats and opportunities of change.
• Restructuring your offering and investment.

Buy This Package Regular Price $333.95 Sales Price $199