Training Resources

Selling

A: Audio tape
B: Book
CD: CD-ROM
V: Video
* Includes supporting materials

Number

Title

A1003#1 Building A Positive Self-Concept
A1006#4 Goals and Goal Achieving
A1007#5 Creative Problem Solve/Decision Make
A1008#6 Superior Human Relations
A1009#1 The Psychology of Selling
A1009#2 Developing a Powerful Sales Personality
A1010#3 Why People Buy
A1010#4 Creative Selling
A1011#5 Approaching the Prospect
A1011#6 The Sales Process
A1012#7 The Psychology of Closing
A1012#8 When Objections Get in the Way
A1013#10 Winning Closing Techniques II
A1013#9 Winning Closing Techniques I
A1014#11 Managing Your Time Effectively
A1014#12 Ten Keys to Success in Selling
A1015L#1 The Most Crucial Step in Selling
A1016L#2 The Science of Telephone Prospecting
A1017L#3 Customizing Your Prospecting Script
A1018L#4 Handling Objections
A1018L#4 Mailing to Support Your Prospecting
A1019#5 Recorded Ex. of Phone Prospecting
A1019#6 Phone Sell Techs. for Prds. & Srvs.
A1040Closing -by Gary Meyers
A1041Gutsy Selling
A1043#1 The Profession Called Selling
A1043#2 What is a Champion?
A1044#3 Control With Questions
A1044#4 Minor Reflexive Questions
A1045#5 Emotions_ The Triggers of Selling
A1045#6 How to Handle Failure & Rejection I
A1046#7 How to Handle Failure & Rejection II
A1046#8 Referral Prospecting
A1047#10 Telephone Techniques
A1047#9 Non-Referral Prospecting
A1048#11 Pre-Planning Your Sales Presentation
A1048#12 Contact
A1049#13 Qualification
A1049#14 The Visual Aid Presentation
A1050#15 Presentation Demonstration Tactics
A1050#16 Objections Premise
A1051#17 Objections-Solution
A1051#18 Test Closing
A1052#19 Anatomy of a Close
A1052#20 Power Closes of a Champion I
A1053#21 Power Closes of a Champion II
A1053#22 Turning Little Dollars into
A1054#23 Time Planning Organization
A1054#24 Goal Setting_ GOYA
A1088#1 Heart of Your Sales Career_ Part I
A1089#2 Heart of Your Sales Career_ Part ii
A1090#3 Emotional Logic/The Keys In Closing
A1091#4 Closing on Objectives
A1092#5 Imagination in Closing
A1093#6 Power Closes
A1117Perfecting the Skills of Language and Listening
A1117Voice that Sells
A1118Getting to the Decision Maker
A1118Pre-Call Planning that Pays Off
A1119Opening Statements
A1119Questions That Count
A1120Closing the Sale
A1120Sales Message: Meeting Needs and Solving Problems
A1121Handling Objections-The Right Way Part 1
A1121Handling Objections-The Right Way Part 2
A1122Teleselling Skills in Action
A1122Wrapping Up_ Following Up_ and Staying Up
A1149LSelling Against Television
A1150LOvercoming the Competitiveness of Homes Magazines
A1151LSelling Against Yellow Pages
A1152L
A1153LSelling Against Direct Mailers
A1154LSelling Against Radio
A1157Developing a Powerful Sales Personality
A1157Psychology of Selling
A1158Creative Selling
A1158Why People Buy
A1159Approaching the Prospect
A1159Sales Process
A1160Psychology of Closing
A1160When Objections Get in the Way
A1161Winning Closing Techniques-1
A1161Winning Closing Techniques-2
A1162Managing Your Time Effectively
A1162Ten Keys to Success in
A1167Telecommunications
A1168Telecommunications
A1199LGuerrilla Selling Weapons
A1200Guerrilla Selling Attack
A1201Guerrilla Selling Secrets
A1232Low Profile Selling - Tom Hopkins 1
A1232aLow Profile Selling - Tom Hopkins 1
A1233Low Profile Selling - Tom Hopkins 2
A1233aLow Profile Selling - Tom Hopkins 2
A1234Low Profile Selling - Tom Hopkins 3
A1234aLow Profile Selling - Tom Hopkins 3
A1235Low Profile Selling - Tom Hopkins 4
A1235aLow Profile Selling - Tom Hopkins 4
A1236Low Profile Selling - Tom Hopkins 5
A1236aLow Profile Selling - Tom Hopkins 5
A1237Low Profile Selling - Tom Hopkins 6
A1237aLow Profile Selling - Tom Hopkins 6
A1265The Secrets of Power Negotiating (6 tapes)
B100225 Habits of Highly Successful Salespeople
B1013Advertising Presentations*
B1017Outstanding Customer Service
B1024Book of Excellence: 236 Habits of Effective Salespeople
B1026ABottom-Up Selling
B1030Classified Telephone Selling
B1031Closing Techniques that really work!
B1034Compensation and Motivation
B1037LConsultants Guide to Proposal Writing
B1054LEffective Presentations Skills*
B1066AThe Fifty-Minute Sales Training Program
B1068LFirst Five Minutes*
B1079Guerrilla Selling Attack
B1080Guerrilla Selling Excellence
B1081Guerrilla Selling for the '90s
B1082Guerrilla Selling Weapons
B1084Gunfighter Selling
B1092AHow to Check Your Newspaper Ads For More Sell
B1095How to Make Effective Sales Presentations
B1097How to Make Your Advertising Make Money
B1099How to Master the Art of Selling - Tom Hopkins
B1106Integrity Selling
B1138New Psychology of Selling*
B1139Newspaper Advertising Sales
B1145LOne Minute Salesperson
B1146LOpening New Accounts with Phone Power*
B1156Positive Impressions: Program of Sales Development
B1157LPositive Selling Plus (Manual)
B1158LPower of Persuasion
B1174LReach Out and Sell Someone*
B1182Ringing Up Sales Action Guide
B1185Sales Promotions Essentials
B1188Selling Against Broadcast
B1190Selling is a Personal Affair
B1191Selling to VITO (the Very Important Top Officer)
B1196Shut up and Sell
B1197Soft Sell
B1198LSpeaking of Selling
B1199Spin Selling
B1210Supernatural Selling
B1212LSwim with the Sharks
B1216ATelephone Courtesy & Customer Service
B1217ATelephone Selling
B1218LTelephone Selling to Classified Customers
B1227Niche Selling
B1230Value Added Selling Techniques
B1242LWords that Sell
B1245Write It and Reap (real estate)
B1246Yellow Page Workbooks
B1247LYellow Pages
B1248LYellow Pages
B1249LYellow Pages
B1255NAA - Facts About Newspapers
B1257Display Typography
B1261Zig Ziglar - Over the Top
B1265Best of the Best Classified & Telesales Advertising
B1267Private Party Advertising today
B1268LThe Future for Newspaper Advertising
B1269TeleSelling- A self-teaching guide
B1271Successful Newspaper TeleSelling
B1284Selling for Dummies
B1285LSuccessful Presentations for Dummies
T1081Secrets To Persuasion
T1751Negotiator Characteristics and Power
T1751Negotiation Concessions
T1751Negotiating Questions
T1752Negotiating Strategies and Tactics - II
T1752Negotiating Strategies and Tactics - I
T1753Telephone Negotiating and Listening During Negotiations
T1753Negotiation Alternatives At An Impasse
T1753Relationship Strategies In Negotiating
T1754Body Language In Negotiations
T1754Difficult Negotiations
T1755Negotiating Skills
T1755Negotiating Errors and Success
T1755Team Negotiating
T1756Your Initial Position in Power Negotiating
T1756Power Negotiating - Never Say Yes, Flinching and Reluctance
T1757Power Negotiating - Vise, Never Offer To Split the Difference, and Hot Potato
T1757Power Negotiating Principles - Service Value, Trade Off and Nibble
T1758Power Negotiating - Buyer Styles
T1758Personal Power In Negotiating
T1759Negotiating With Foreigners
T1759Buyer Negotiating Drives
T1759Characteristics of a Power Negotiator
T1760Pressures of Power Negotiating
T1760Power Negotiating - Higher Authority and Good Guy/Bad Guy
T1761Power Negotiating - Angry Buyers, Win-Win, and Rules
T1761Negotiating Problems
T1826Advanced TeleSelling - Skills 6-10
T1826Advanced TeleSelling - Skills 1-5
T1827Advanced TeleSelling - Skills 11-15
T1827Advanced TeleSelling - Skills 16-20
T1828Advanced TeleSelling - Skills 21-25
T1828Advanced TeleSelling - Skills 26-30
T1829Advanced TeleSelling - Skills 36-40
T1829Advanced TeleSelling - Skills 41-45
T1829Advanced TeleSelling - Skills 31-35
T1830Advanced TeleSelling - Skills 56-60
T1830Advanced TeleSelling - Skills 46-50
T1830Advanced TeleSelling - Skills 51-55
T1831Advanced TeleSelling - Skills 71-75
T1831Advanced TeleSelling - Skills 66-70
T1831Advanced TeleSelling - Skills 61-65
T1832Advanced TeleSelling - Skills 76-80
T1832Advanced TeleSelling - Skills 81-85
T1833Advanced TeleSelling - Skills 86-90
T1900Getting Through To Buyers - While The Others Are Screened Out
T1901Re-Thinking Sales
T1901How To Measure Your Success At Trade Shows
T1902Pre-Trade Show and At-Trade Show Promotions
T1902Selecting The Right Trade Shows & Booth Design
T1902Post-Trade Show Follow-Up
T1903People Skills / Buyer Behavior
T1903Attributes of High Performance Salespeople
T1903High Performance Selling
T1904Adaptability In Selling
T1904Advanced Selling Skills
T1905Gaining Customer Commitment
T1905Sales Persistence Strategies
T1906Value Added Selling Overview
T1906Positioning In Value Added Selling
T1906Listening In Value Added Selling
T1907Want/Need Analysis In Value Added Selling
T1907Differentiation In Value Added Selling
T1907Customer Solutions In Value Added Selling
T1907Helping Customers In Value Added Selling
T1908Personality Styles In Value Added Selling
T1908Feature/Benefit Analysis In Value Added Selling
T1909Increasing Sales Productivity
T1909Sales Presentations
T1910Collaborative Selling
T1910How To Overcome Customer Objections
T1911Secrets of Success in Sellings
T1911Psychology of Selling - Ten Keys To Success
T1912Top 10 Guerrilla Solutions For Your Selling Goofs
T1912Save Time In Sales
T1913Swim With The Sharks Without Being Eaten Alive
T1914Qualities of Top Salespeople
T1914The Winning Edge In Sales
T1915The New Model of Selling
T1915Megacredibility In Selling
T1916Asking Your Way to Success In Sales
T1916Overcoming Price Resistance
T1917Closing the Sale
T1917Influencing Customer Behavior
T1918Selling Different People Differently
T1918How Buyers Buy
T1919Strategic Selling
T1919Selling Made Simple
T1920Value Added Selling
T1920Consultative Selling
T1921Complex Selling
T1921Prospecting Power
T1922Selling On Non-Price Issues
T1922Overcoming Objections
T1923Personal Sales Planning
T1923Relationship Selling
T1924Negotiating The Sale
T1924Becoming A Top Negotiator
T1925Telephone Sales
T1925Identifying Problems and Presenting Solutions
T1926Customers For Life
T1926Time Management for Salespeople
T1927Focus, Leverage, Alignment In Niche Selling
T1927Impact Selling Overview
T1928Investigate In Niche Selling
T1928Meet In Niche Selling
T1928Buyer Styles In Niche Selling
T1929The Apply Stage In Niche Selling
T1929Probing In Niche Selling
T1930Tie It Up - Niche Selling
T1930The Convince Stage In Niche Selling
T1931Managing and Leading
T1931The Pivotal Skill In Sales Management
T1931Planning For Success
T1932Recruiting Salespeople
T1932The Sales Plan
T1932Interviewing and Selection
T1933Motivating Salespeople
T1933Effective Delegation
T1933Communicating For Results
T1934The Winning Team
T1934Sales Training
T1934Strategy and Positioning
T1935Sales Supervision
T1935Territory Management
T1935Pushing To The Front
T1936Communication Channels
T1936Sales Meetings
T1936Key Accounts
T1936The Sales Performance AppraisaL
T1937Skills Coaching
T1937The Problem Salesperson
T1937High Performance Management
T1937Leading The Action
V1043Ad Sales From Your Laptop Computer
V1047Customer Service Supreme
V1048How to Manage Your Telephone for Bigger Profits
V1049Telephone Tips from the Telephone Doctor
V1050Five Forbidden Phrases and Six Cardinal Rules of Customer Service
V1051LTen Terrific Telephone Tips for in-coming And out-going calls
V1052Media Strengths and Weakness
V1053Determining Cost Effectiveness
V1054Learning Broadcast Language
V1055How Radio and Television are Sold
V1057Voice Inflection to Overcome Objection
V1058Selling
V1059LHow to be a Winner
V1076*Capturing A Greater Share of Ad Budgets
V109438 Proven Ways To Close That Sale
V1100*Team Building in the Advertising Department
V1108Characteristics of Top Sales People
V1109Understanding Personality
V1110Secrets of Closing
V1111Handling Objections
V1112Discovery Process in Selling
V1113Power Qualifying
V1114Building Sales Relationships
V1120New Psychological Approach to
V1128Selling Against Competitive Media
V1130Power of Asking and Listening
V1132Shifting Sales Paradigm
V1136TeleSelling
V1141New Philosophy of Selling in the 90's
V1153Handling Objections
V1155*Building A Classified Database
V1157Closing Sales in the 90's
V1161How to Handle Objections
V1163Dynamic Sales Presentations
V1165Selling in Cyberspace: What Works
V1172Professional Approach to Selling - Adv.
V1173Researching and Qualifying - Adv.
V1174Approach: How to Gain Attention and Interest - Adv.
V1175Styles of Questions - Adv.
V1176How to Gain Confidence - Adv.
V1177How to be Convincing & Closing Sequence - Adv.
V1178LHow to Handle Objections - Adv.
V1179Closing - Adv.
V1180Using the Telephone - Adv.
V1181Principles of Communication - Adv.
V1182How to stay Motivated_ Confident and Productive - Adv.
V1183How to set and Achieve Specific_ Realistic Goals - Adv.
V1185*Integrating Cluster Theory Into a Telemarketing Operating
V1187Dynamic Sales Presentations
V1188Personality Traits of Salespeople
V1191Everybody Sells
V1220Reaching the Decision-Maker
V1222*Classifieds: Winning in Changing Times Marketing Real Estate in the New Millennium
V1228Benefit & Strategy Handling
V1229LClassifieds: Winning in Changing Times Making Customers Your Top Priority
V1230Need Development Selling
V1234LSelling with Your Full Power
V1235*Classifieds: Recruitment Advertising Selling
V1236Selling With Your Full Power
V1237Product Knowledge
V1238Creating the Ad
V1239Success is A Choice (Zig Ziegler)
V1244Selling Frequency
V1248How to use the National Newspaper Network
V1252Real Estate: Effective ads in Compliance with the federal housing act.
V1253Selling With Style
V1275Selling with competitive advertising expenditure database
V1276How to resell the customer
V1278LManaging yourself: Tips for training yourself
V1308LSelling Against Broadcast/Douglass Britt 1
V1309LSelling Against Broadcast/Douglass Britt 2
V1310Selling Against Broadcast/Douglass Britt 3
V1311Selling Against Broadcast/Douglass Britt 4
V1312Selling Against Broadcast/Douglass Britt 5
V1313Selling Against Broadcast/Douglass Britt 6
V1314Selling Against Broadcast/Douglass Britt 7
V1315Selling Against Broadcast/Douglass Britt 8
V1316Attitude is Everything - Tom Hopkins
V1317LPractice Drill Rehearse - Tom Hopkins
V1320LVotermatch for Newspapers: How to increase your political advertising sales.
V1322Enhancing Sales Calls and Building Stronger Client Relationships
V1324*Monopolize Your Marketplace: Separate Yourself From Your Competition and Then Eliminate Them
V1326*Ten Tips for Creating Sales Success
V1328*Classified Solutions I - Real Estate
V1329*Classified Solutions II - Automotive
V1330*Classified Solutions III - Recruitment
V1332Trolling for Dollars on the Internet
V1335*Competitive Selling: Using Media Math and research to selL
V1340*Competitive Selling: Newspaper Advertising to Radio Advertisers
V1343*Motivating Employees in a Classified Environment
V1346*Competitive Selling: Advertising to ADVO/Direct mail advertisers
V1348*Building Relationships with Your Advertisers
V1349*Competitive Selling: Internet Advertising - Generating Revenues for You and Your Advertisers
V1351Classifieds: Winning in Changing Times The Automotive Business Today & On to the 21st Century.
V1354*Overcoming Objections in Advertising Sales
V1358Confronting the Myths of Cable
V1376*Hitting the Revenue Target
V1377*New Media Integration: Internet
V1385*The Human Side of High Performance
V1390LAdvertising Promotions You Can Use In Your Market
V1391Reshaping your Newspaper As A Source of Multimedia Solutions
V1394*Helping Your Retail/Classified Customers Finance Their Advertising
V1395*Selling Yourself on the Internet
V1432*Ten Ways To Be A Value-Added Advertising Provider

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