The aim To equip both new and experienced sales staff with the necessary skills to develop and nurture professional and productive customer relationships. About the programmes Sell it to me! is the best-selling two-part programme on how to build relationships with customers that ensure you sell. Part 1: preparing the way, explains the techniques that help salespeople conduct successful business. A series of light-hearted scenarios emphasise the importance of asking open-ended questions and the need to listen carefully to what the customer is actually saying. By examining a couple of ‘worst case’ examples, viewers learn how to keep control of a presentation and how to avoid making dangerous assumptions that could cost them the sale. The benefits Suitable for all levels of sales staff Amusing and easy to follow videos Use videos as individual or combined teaching units Covers all stages of the sale - from initial contact through to closing the deal Programme includes: DVD(23 mins) Meeting break DVD Course leader’s guide Delegate worksheets on disk Powerpoint slides/OHPs on disk Self-study workbook on disk

The aim To equip both new and experienced sales staff with the necessary skills to develop and nurture professional and productive customer relationships. About the programmes Sell it to me! is the best-selling two-part programme on how to build relationships with customers that ensure you sell. Part 2: doing the deal tackles customer objections. By making them specific and putting them in perspective, sales staff will be able to provide compensating benefits to their customers. The programme explains how to set achievable objectives, prepare alternatives, and then put it all into practice by closing the deal. It reinforces the fact that even skilled salespeople can fail to spot buying signals or spoil a close by continuing to sell after the deal has been done. The benefits Suitable for all levels of sales staff Amusing and easy to follow videos Use videos as individual or combined teaching units Covers all stages of the sale - from initial contact through to closing the deal Programme includes: DVD(23 mins) Meeting break video Course leader’s guide Delegate worksheets on disk Powerpoint slides/OHPs on disk Self-study workbook on disk

The aim To give all sales staff a solid grounding in core sales skills. About the programmes This classic four-part series is ideal for new sales recruits or as a refresher for experienced members of the sales team. Part 1: the preparation, shows why it is imperative for salespeople to get to know their customers and to understand how their products or services can benefit their client. How to explain the benefits, meet objections, and spot the buying signals is covered in part 2: the presentation. Sales staff learn how to stay cool and dispassionate even when a customer criticises them or their products. Part 3: difficult customers, deals with the duckers, ditherers and dictators that often stand in the way of progress. How to use people's anxieties, laziness or vanity are some of the suggested techniques to help get things moving. Finally, it's time to close the deal in part 4: closing the sale. This is an area where even skilled salespeople fear rejection - and so delay closing. They will find out how to conclude a deal efficiently and effectively. The benefits Utilises proven techniques to underpin messages Sets out the sales fundamentals Four separate videos cover all facets of making a successful sale Programme includes: DVD part 1 (26 mins) DVD part 2 (25 mins) DVD part 3 (25 mins) DVD part 4 (29 mins) Briefcase booklet Discussion guide