Selling Audio Interview Series
I don't want
to insult your intelligent because I think you already know that
selling is where the rubber meets the road of business. The
degree of success you will have will be directly proportionate to
your ability and the ability of your sale people to sell. That's the reason why I have put
together this collection of audio interviews and lessons all related
to aspects of selling. They are all right here for you in one place below. Use these proven selling ideas to sell your product
or service better, more often and for more money. Enjoy.
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Get Sales Faster by Changing your Cold
Calling Methods—a Challenge to Traditional Thinking!
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Old "tried
and true" cold calling and sales
techniques that were once successful
have completely lost their effectiveness
over the years. Here's a completely new
sales mindset and cold calling approach
that will quickly and automatically put
you ahead of the game and instantly in a
league above your competition.
This 45-minute interview will challenge your thinking and change your mind.
You will hear from Arrie, an experienced sales trainer, who designed and
developed sales training for inside and outside salespeople in very large
companies--companies that increased sales because of these techniques.
The purpose of this audio-interview is to provide new cold calling tools and
techniques to get sales faster by…
• Diffusing pressure and removing suspicion • Changing from the “dreaded salesperson” to trusted advisor • Transitioning from selling “product” to problem solving.
You will learn about the following topics:
• Opening the call • Talking to customers in a non-aggressive way • Examples of what to say that are different from traditional scripts • Avoiding customer negative responses—words to avoid • Avoiding objections and “putting you off” comments • Handling gatekeepers and voice mail.
By applying the techniques you will hear on this audio-tape, you will eliminate
fear and reluctance in making cold calls and build trust, help prospects, and
build sales.
Press the green play button to download the mp3 below. You can also download the
transcript and mp3 audio files to reinforce your learning.
Want To Know
How To Sell?” Click
here
for more details.
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Ben Gay III Interview From The
Closers
Ben Gay Introduced
The Sales
World To The Closers, The Most Popular - Most Powerful Sales Training Material
Ever Produced
Ben Gay III Interview, Part I
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35 years of top-level,
professional selling experience has made Ben Gay III a legendary
figure in the sales world. A world-famous salesman, sales trainer,
author, consultant, and speaker, he still sells on a daily basis!
Gay has been the #1 salesperson at every single company with which
he has been associated. It’s not surprising that his book, The
Closers, which explains selling the way it really is, is the most
powerful book on selling ever written with over 3,000,000 copies
sold.
In this interview, Ben Gay III reveals how his selling success sprang from a
childhood fascination with the yarns of a former-slave and local
Civil War veterans in mid-Century, which spawned an unquenchable
passion for meeting interesting people. At his father’s knee, he
learned the amazing ability of a master closer to move people to
action through the sheer power of talk.
After a successful career as a youthful buyer at Macy’s, he moved
into direct sales and discovered the power of multi-level marketing
where he met and worked with renowned salespeople, including the
greatest Master Closer he ever worked with, James H. Rucker, Jr., J.
Douglas Edwards, Fred Herman, Earl Nightingale, Zig Ziglar, Bill
Dempsey, and Ray Considine, among others. In this no holds-barred
interview, he shares the absolute unvarnished truth with you.
While sharing fascinating anecdotes about his career, Ben dispenses
selling tips, techniques, and secrets. You’ll discover: • The key to sales success: always sell a competitively priced,
quality product to qualified customers • How a closer thinks: the secret of Sales Closing Power • How to get the sale that day!
• How your success depends on the effectiveness of your sales
presentations, telephone sales scripts, and direct mail letters • And much, much more!
So meet Ben Gay III...the person with the unique ability to explain
selling in down-to-earth terms you can easily understand and apply.
The Closer is the sales closers bible, the one book you must have in
your personal library.
My interview with Ben Gay, the master closer,
is one you shouldn’t miss either.
Want To Know
How To Sell?” Click
here
for more details.
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Discover The
Mother Lode Of Marketing And Sales Lore:
Ben Gay Interview, Part II
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Although my first interview with
Ben Gay III was
chock full of fascinating stories and invaluable selling secrets,
believe it or not, there’s more! On top of his legendary status as a
world-famous salesman, sales trainer, author, consultant, and
speaker, Ben Gay is the founder and executive director of the
National Association of Professional Salespeople with a membership
in 8 figures.
And talk about inspirational! Ben spent 12 hours a
weekend for five years at San Quentin with his People Builders
program that successfully enabled his students get off the prison
merry-go-round, reducing recidivism by over 80% and “did time” with
Charles Manson. On top of that, he was attitude coach for the crews
of Apollo 15, 16, and 17, working with astronauts Alan Shepherd and
Jim Irwin.
While his stories about his brushes with the famous and the infamous
are captivating and inspirational, you can’t afford to miss the
nuggets of sales and marketing wisdom that pepper this interview.
In This Interview,
Ben Reveals: • The secrets of closing and how to become a Master Closer • Why confidence is your most important asset and how to build it • How he took a catch phrase and turned it into gold
• How to take an objection and turn it into a benefit • How to become a sales infiltrator • How to use the Internet to multiply your sales • The Step-by-step phases of his foolproof sales process • The magical ingredient that separates The Closers from all the
other sales training programs • And much, much more!
Ben Gay tells you about selling the way it really is and not the way
we wish it were. As Ben would say, “It’s the presentation, stupid!”
So tune in to radio station WII FM (what’s in it for me?) and
prepare to be dazzled by the master!
Want To Know
How To Sell?” Click
here
for more details.
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How To Crank
Up The Heat
On Your Cold Calls So You Can Land More Qualified Sales
Appointments
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Even though cold calling
can be a valuable marketing tool just like any other, if it’s not done
correctly, it can be a huge waste of time. So in this audio you’ll meet
cold calling expert, Scott Chanel. Scott is going to tell you how to
revamp your cold calling process so that you’re eliminating drudgery,
spending less time on the phone, and landing more appointments.
And Scott knows what he’s talking about. Using his cold-calling
techniques, he’s set more than 2,000 appointments with CEOs of large
corporations. And according to him, it doesn’t matter what industry
you’re in. The principles of effective cold calling apply everywhere.
Key Concepts From The Audio • Why making too many phone calls is the biggest mistake you can make
when cold calling – and how to calculate the perfect amount • How conducting simple research and creating client profiles can help
you weed through your phone lists and reduce rejection • Why you need a contact manager, how to effectively use one and where
to find the best (and cheapest) • Why you always need to use a script when cold calling and how to
create attention-grabbing ones that jump right to the point • Why you should never start a phone conversation with “how are you
doing” or “is this a good time” – and what you should be saying instead • What to do if someone gives you the brush off and tells you “this
isn’t a good time” or “why don’t you send me some information” • How to leave effective voicemails – and avoid being just another
deleted message • Two essential things you can get from gatekeepers – and why you
shouldn’t try to just get around them • And much, much more
This hour-long audio is basically your comprehensive guide to productive
cold calling. And you’ll easily be able to apply the concepts to your
HMA practice because they work in any industry and every economy.
So if you’re having trouble cold calling or you just aren’t sure if
you’re doing it right, this is the interview for you. Scott’s proven
techniques have landed million-dollar accounts for his companies. And if
you follow his advice, it won’t be long before you’re turning your cold
calls into hot prospects.
Want To Know
How To Sell?” Click
here
for more details.
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The
Real Secrets to Selling:
An interview with Tom Hopkins |
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Needless to say, Tom Hopkins is a legend.
More than three million people around the world have attended
his seminars on selling, and more than 35,000 corporations are
using his sales training materials. But believe it or not, when
Tom first started out in sales he couldn’t even bring in $50 a
month in salary.
So in this interview, you’ll hear how Tom went from being that
sales-weakling to having a sales empire. You’ll hear why he
believes that people who say they can’t sell are usually the
best salespeople. And you’ll hear how developing trust and
personality, along with having the right attitude, is the “real
secret to selling.”
You’ll also hear… • How adding personal touches to your sales techniques can turn
your prospects into loyal clients • How to overcome the fear of rejection and develop that thick
skin for success • What “NEADS” stands for and why you’ll need to know it before
your next sales meeting • How to use the phrase “Not to be personal” to relax prospects
and get personal • Phone tips that’ll help you slide through to the decision
maker more times than not • All about the hardest challenges in sales and practical ways
to overcome them • How going after the old customer is just as valuable as going
after the new one – and ways to do that • Ways to improve your presentations so that you’re making the
most of the words you choose without sounding scripted or corny
The best thing about Tom is that he lives by what he teaches and
believes in what he sells. You’ll never catch him pushing
hyped-up flashy gimmicks. He simply gives out the kind of solid
advice that people trust. And it’s those tried-and-true methods
in life that will stand the test of time, every time. So sit
back and listen to the real secrets of selling from the man who
knows – the one and only Tom Hopkins. Enjoy.
Want To Know
How To Sell?” Click
here
for more details.
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Stan Billue
Interview On Selling
Exposed! The
Real Truth About The Deep-seated Psychology Of
Face to Face and Telephone Selling
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Stan Billue has been called
the most copied, respected, and referred-to sales trainer alive. He
has built a 30-year reputation as a recognized expert in sales
training, telemarketing, motivation, mentoring, marketing, and copy
writing.
He's doubled his own income each year for five consecutive years
selling over the phone. Stan has taught more 6 and 7 figure a year
income earning mega-buck sales pros than any other trainer.
Tom Hopkins and Zig Ziglar use his training materials when selling
seats to their own seminars.
Listen as Stan Billue reveals his ten most fascinating
stories about his biggest sales, each one containing a valuable
lessons you can use starting today.
In this interview, you'll learn how to:
• Identify and use a prospects defense mechanisms to your advantage
• Close more sales with instructional statements and continuation
phrases
• Build up benefits to get the customer to prepay
• The secret to get prospects to beg for your product
• How to position yourself as big fish
• Become a master of your craft by spending one hour
per day of study
• Use a tape recorder once each day to increase sales
• And much, much more!
Stan exposes the deep-seated psychology of selling and salesmanship.
It’s no surprise that his power-packed audio and video programs,
Double Your Income Selling On The Phone and 90 Telemarketing Selling
Skills, are sold in 45 countries worldwide. Get ready to learn
lessons in sales that you'll be able to remember. Enjoy. This is
part one of a two part interview. Enjoy.
Want To Know
How To Sell?” Click
here
for more details.
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Stan Billue
Interview On Selling Part Two
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Stan Billue has
mastered the art of selling by learned from many of the world's most
famous motivators and salesman like J. Douglas Edwards, Fred Herman,
Norman Vincent Peale and the sales training icon Zig Ziglar.
In the following five stories you’ll discover how Stan:
• Persuaded Pac Bell to make him keynote speaker at their
convention, launching a lucrative second career as a motivational
speaker
• Built value and benefits to convince a company to prepay for sales
training.
• Sold $12,000 in product in twenty minutes by finding out exactly
what a group of Mormon MLM distributors wanted and by giving it to
them.
• Enticed an investment firm to expand 3 months of consulting and
training to 18 months just by asking the right questions
• Learned the secrets of profitable Internet marketing simply by
investing his time in mastering the craft
While sharing these fascinating anecdotes about his career, Stan
shares selling tips, techniques, and secrets. Learn..
• How to hurdle the gatekeeper
• How to make the screener your friend
• How to contact the decision maker (even when he’s NOT in his
office!)
• How to use the "Banker’s Question" to locate one's true buying
motives.
• How to turn sales into sales leads.
• How to pick the brains of the experts…for free
• And much more!
Stan’s stories are
memorable and his tips will empower you no matter what you sell. You
can start using Stan’s formula for becoming a master in selling
simply by listening to his message. As Stan says, “When you’re
green, you grow; when you’re ripe, you rot. You have to keep up.”
Want To Know
How To Sell?” Click
here
for more details.
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How To Make A Sales Presentation That
Consistently Closes The Deal
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Many people resist sales scripting
because they think it’ll sound canned or rehearsed. But according to
expert sales trainer, Eric Lofholm, even if you’re winging it, you’re
still using a “script.” Studies show that most great sales presenters
open and close in the same way. So if you take your current scripts and
add a few powerful techniques to them, you’ll have unstoppable sales
presentations. And in this audio, you’ll hear some of those techniques.
Eric Lofholm, wasn’t always an
expert sales trainer. In fact, he started out flipping burgers and
drifting through community college. And at one point, he even found
himself bankrupt and homeless. So in this interview, you’ll hear his
incredible story of how he rose to the top and how he currently helps
others get there too.
More Key
Information You’ll Get From The Interview
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How to
make sure you’re not bringing a “negative view” of sales with you
into your presentations – you may not even know you’re doing it, but
you could be costing yourself serious money
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Ways to
make sure your sales scripts build enough value – so you can charge
more for your products, and easily get it
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How
having “comfort zones” could be hindering you from making the profit
you deserve – and what to do about it
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What a
master script-book looks like and how to compile the kind you’ll be
able to rely on for years to come
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All
about Eric’s “sales mountain” and his simple steps for climbing to
the top
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Several
examples of successful sales scripting stories – you’ll be amazed at
the difference a little tweaking can make
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What you
can learn from the way children negotiate their deals – it’s no
surprise why parents usually give in to these natural little
salespeople
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A few of
Eric’s open-ended closing lines that seal the deal without being too
pushy
According to Eric, it’s important to
keep a positive outlook on sales in order to be successful at it. And
it’s also important to have the kind of scripts that will allow you to
know what to say in any situation and to any objection. But if you
follow Eric’s techniques, it won’t be long before you’re making the
kinds of sales presentations that consistently bring in the big money.
This interview is 60 minutes. I hope you benefit from it. Enjoy.
Want To Know
How To Sell?” Click
here
for more details.
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Sales People Are Not Born They Are Trained
An Important Lesson For Sales Managers
In
Pain
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It may seem like
some people just don’t have a gift for sales…
When Ian started his first sales job, his only training for the
position was, “Hang in there. You’ll do fine.” The job lasted two
hours and ended with his boss telling him he should become a waiter.
In this interview, you’ll hear how Ian went from being that
no-talent kid to a highly sought-after sales management consultant
in New South Wales. And he’ll be the first to tell you that if he
can master sales, anyone on your sales force can too -- because
salespeople aren’t born; they’re trained.
Here’s what you’ll get from this interview:
• A grasp of how managerial tools and methodologies can power your
sales • Ways to analyze your staff that will keep sales production high
• Examples of how “coaching” can push sales and margins up • How a sales force is an investment and how to make the most of it • How to find good salespeople and how to keep them when you do
Ian understands the frustration managers feel after spending a lot
of money to generate a lead only to have it blown by a salesperson.
It’s easy to see how this happens when, according to his research…
50% of salespeople fall short of quota 90% of sales opportunities don’t close when the salesperson says
they will 75% of product-launches fail, but…
The biggest factor affecting production of sales today is
Sales Leadership
When he says, “It’s the head of the fish that stinks the most,”
Ian’s really saying that effective sales begin at the top. If Sales
Managers learn models, tips and tools, they’ll be able to bring
those skills back to their salespeople. So in this interview, you’ll
also hear how increasing sales production is mainly about finding a
process that works. And, according to Ian, results will follow
--Most people see a return of 500 percent!
Now, management-consulting skills don’t come naturally to most
people and there are plenty of books out there on the subject. (Ian
has over 800 of them in his library alone!) You could literally
spend the rest of your career reading up on the matter, spinning
your wheels trying out methodology after methodology. Or, you could
start with this interview to see how sales management consulting can
benefit you. Remember, Ian didn’t start out with a gift for sales.
He just found a process that worked for him. Enjoy.
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"Nobody Should Be Allowed To Have Anything To Do With
Selling Until They've Listened To This Interview"
Introducing The
Clyde Bedell Advertising
Selling System
Sit back and
listen as I interview Barry Bedell in this exclusive Five part
presentation about the real "Father Of Advertising Selling" Clyde Bedell.
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You have the lucky
fortune of hearing this interview with Barry Bedell, the son of the
great advertising selling genius Clyde Bedell. I hope you'll be as excited as
I was hanging on to every word in this amazing adventure about a man
many in the advertising selling and marketing fields have never known.
You'll get a detailed
and personal account about the history of this great advertising
selling legend. And you'll hear it from the man who loved him and
knew him best. This set of recording is designed to teach you about
a proven system for selling you have never been exposed to before. I know
you will enjoy what I have put together for you
Want To Know
How To Sell?” Click
here
for more details.
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Finding the Phrase that Pays:
A Crash Course on Sales Scripting
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Getting people to hand over their hard-earned cash for stuff they
probably don’t need isn’t always easy, and it shouldn’t be left up to chance.
There are certain words and phrases that seem to work like magic when it comes
to the art of persuasion, and any business can benefit from knowing them.
Nowadays, everything is done with research – from the phrase the greeter uses
when you come through the door at Wal-Mart to the words used at McDonald’s that
get you to mindlessly order the large coke over the small one. You see; each
business has a specific customer base with specific needs. And that customer
base is studied and analyzed to find the phrases that will motivate them to
spend, upgrade, seal a deal…or whatever.
This interview with Bill Brodie is all about the science of sales scripting and
how you can benefit from using it in every aspect of your HMA consulting
business. For example, if you use phrases that business owners want to hear,
you’ll be giving yourself an edge. In fact, the right words could make it
infinitely easier to land even the toughest of consulting contracts.
What you’ll hear in this interview:
• How you can use sales scripting to get your foot in the door with a company • Examples of time-tested phrases that will open and close deals • A four-step pattern HMA consultants can put into a sales script that could be
worth thousands • An opening line that storeowners can use to increase the probability of a sale
by 300 percent • How to make a sales script for a company • Learn what “Neuro Linguistic Programming” is and how knowing it can give you
the upper hand
It’s amazing how many people have no idea what sales scripting really is when
it’s probably one of the easiest – and most lucrative -- improvements you can
make for a business, whether it’s your own or someone else’s. And this interview
is like a crash course on how to get started. Enjoy.
Want To Know
How To Sell?” Click
here
for more details.
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How To Get Your Employees
To Sell More Of Your Products And Services Then Ever Before Using The Proven
Secrets Of Incentive Programs.
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Incentives can
get your sales force selling like they have
never sold before. Organizations
need motivation more than ever. They need customers to buy more and remain
loyal. They need prospects to opt-in. They need to inspire employees to
produce more and to deliver the customer what the company may promise in
sales and marketing literature. In today’s intensely competitive
environment, it is critical for organizations to employ proven strategies
that develop intense loyalty from employees and customers alike. A proven
tool is the incentive program.
US corporations spend well over $120 billion
on customer loyalty and employee incentive programs to accomplish a wide
range of goals and objectives. The reason is simple, incentive programs
work! As a matter of fact, they are considered to be amongst the most
consistently effective and profitable marketing and human resource tools
employed by all types of organizations.
• Incentives are proven to increase
performance, by an average of 22% or more. • Incentives consistently deliver a high ROI • Incentives change long-term behavior • There is an entire industry of resources
and experts and resources committed to developing successful incentive and
motivation programs.
In this exclusive interview, I talk to
incentives expert Paul F, who shares with me his detailed 10-step process to
insure incentive success. You will see why successful incentive programs
start with a plan, not with a prize.
Paul tells me about an often overlooked and
ignored method of tripling the return on an incentive program. He also lets
me know proven methods you can use in your business that can double the
effectiveness of an incentive program. You will learn how to avoid several
major mistakes that could doom your incentive programs before it even
starts.
After listening to Paul in this interview,
you will see why using the services of an incentive expert is one of the
best investments you can make.
Want To Know
How To Sell?” Click
here
for more details.
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Story-telling
Advice From A Hollywood
Screen-writer
How To Effectively Use
Story Telling In
Your Copy To Sell
More Of Your Ideas,
Products Or Services
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Ruben, a screen writer
and a teacher of screen writing skills, was in the process of creating an
information product on how to write compelling stories, screenplays, or
stage plays. He was basing the content of his product on his own personal
experience, various teachings from his mentors over the years, seminars, and
courses.
As Ruben was creating
his product, he realized that his techniques not only applied to screen
writing, but many other areas such as:
· Creating more
effective marketing and sales presentations. · Helping teachers to
present their lesson plans more effectively. · Teaching lawyers how
to present their cases better. · Telling stories to
children. · Improving personal
relationships. · … and the list goes on
because telling and listening to stories are such an integral part of our
daily lives!
Ruben presents the parts
of a successful screenplay. First, you have to have an idea for a story.
After you have a story, the screenplay becomes your story in writing – what
the audience will see and hear. He explains that the screenplay is a
“blueprint” and gives us some simple examples.
Listen as he discusses
what the best structure is for any story and presents several elements
essential to create a successful, compelling story. Understanding story
structure will become important as you continue to listen to this interview.
Ruben goes on to teach
some other keys to creating a good story. There must be a conflict, whether
it’s an outer or inner conflict. An outer conflict may be another character.
An inner conflict may be a character’s self doubts or fears. The writer must
make sure that the audience will care about the story and stay to see the
end.
For example, Ruben gives
a list of great techniques to make the main character more identifiable to
the audience. This is the key to a successful story.
Subsequently, Ruben
reveals that the same principles used to create a great screenplay can be
applied to just about any facet of business or personal life.
For example, in a
business situation where perhaps you are a sales person trying to make a
sale to a potential buyer, you can become what Ruben terms “a Dramatic
Strategist.” This involves a mind shift that makes both you, the sales
person as well as the potential client both “characters” in a story. In
fact, Ruben suggests that you keep in mind that each of you would be the
main character in your own lives – each of you with a different goal.
When there are two
characters, there may be a conflict. In a selling situation, things such as
price, terms, and conditions can become the conflicts.
Ruben suggests that you
will be a more successful sales person or marketer if you aware of both your
role as a protagonist in your own drama paradigm and your client’s role as
the protagonist in his or her own drama paradigm. Further, you should not
try to hide or minimize the conflicts of the situation. Instead, identify
and resolve these conflicts with the client.
Make yourself
identifiable to your client, just as an audience should identify with the
main character of a story. Develop the trust and rapport with the client so
that he or she sees you as an authority and that there is a feeling of
affinity between the two of you.
This interview really
presents a unique approach to understanding human nature and dealing with
conflicts in a very imaginative way. I know you’ll enjoy it! This recording
is 46 minutes.
Want To Know
How To Sell?” Click
here
for more details.
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82 Year Old New York Jew Reveals Lifelong Marketing & Selling Secrets
Before He Dies
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You can be sure that this interview with Uncle Mort will
become one of my most memorable. You will hear how Mort has been
a salesman for more than fifty years. Listen as he gives
details of his long jack-of-all-trades sales career in a saucy style that only
Mort can tell.
After serving in World War II as a CB, Mort got into sales.
He owned and managed a tire store at an early age and also got into the
business of selling unique scooters.
Many of Mort’s early sales experience was the direct,
in-the-home sales of products such as:
Wherever Mort worked, he was always became the top salesman
very quickly. He had unique sales techniques that he refers to as
“secrets.” According to Mort, his unique marketing styles just
about guaranteed every sale he attempted.
Mort tells of sometimes opposing the sales techniques used
by company owners. Listen as he describes how he out-sold even the
company owners through ingenuity and his personable style. Mort
explains why direct sales is the best sales training for the new
salesperson.
Later in his career, Mort began to get into the sales of
business opportunities. He goes into great detail selling a
swimming pool business opportunity. You will hear him describe his
sales methodology and how he quickly became the top swimming pool
salesman. His secrets are simple to remember: Be a good listener,
be personable, and be honest. Mort was proud to tell me how he
made twenty people who bought the swimming pool business opportunity
from him became millionaires because of Mort’s advice in marketing,
advertising, and sales. He also relates several anecdotes
associated with the swimming pool business. You will smile more
than once.
Following his departure from the swimming pool business,
Mort invented the mobile dog grooming business. He tells the story
of how he came up with the idea and some of the trials and tribulations
he had during his start-up period. However, the business was a
smashing success and was written up in many, many magazines.
Additionally, Mort was actually a guest on the television show, “To Tell
The Truth.” Yes, Mort’s mobile dog grooming business got tons of
publicity.
Another of Mort’s ventures was promoting a swimming pool
enclosure named the Stratadome. Listen to the deal the Mort made
with them and he ultimately made the company successful.
Mort explains why his prefers selling business
opportunities as opposed to franchises. He gives a great example
when he sold a business opportunity for auto parts, specifically brakes.
At his height, Mort had almost six thousand dealers. There aren’t
many people that can make that claim!
At the age of eighty-one, Mort is still very active in
building businesses. He has the strength of growing businesses
fast. He tells how to determine a good product that can be grown
quickly and how can help you. Mort says that, if you use his
formulas, he will make you rich. He also will tell you how to find
high-ticket business opportunities.
Mort and I talk about a fascinating venture that he is
currently involved in. He has partnered with a tour organization
to sell great little glass-bottom tour boats to be housed at prime
locations around the world. It sounds pretty lucrative. You
will be amazed with how this deal works and may wish to look at
Mort’s web site for more detailed information
Mort tells of a few other ventures that he has headed up
and how he feels that sometimes he chose bad partners. I know that
you will enjoy the banter that goes on between Mort and I. It was
certainly an experience for me listening to Mort’s life stories and I’m
sure you’ll enjoy them too
Want To Know
How To Sell?” Click
here
for more details.
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“Stop Door To Door Selling And
Automate Your Selling In One Hour.."
If you are a sales person who relies on cold calling
or going door-to-door to try to generate leads, then this audio will
benefit you tremendously! Here’s the background:
Tony is a full-time minister who has been trying to
support himself on his own so that the church wouldn’t need to
support him and his family. Over the past few years, he’s
tried a few business ventures that were initially successful but
didn’t do well after a while.
He’s currently a sales representative for a company
that helps businesses to lower their electric bills.
Basically, Tony is making a full-time effort pounding the pavement
attempting to make his sales presentation to business owners.
Although Tony’s only been with the company for a few months, he’s
found that it’s pretty easy to get in to make the presentation and
his closing rate is 50%, which in my opinion is pretty good.
Listen as Tony and I role play a typical presentation
of how his company can reduce a business’s electric bill
significantly. It’s a very well organized, sophisticated
presentation that Tony does using flip charts and doing calculations
from the business owner’s electric bill to determine if the business
is a qualified prospect.
So, where are Tony’s frustrations and how can I help
him? Since he’s got a good closing rate, he needs to put
himself in front of more business owners than he can by going
door-to-door. He needs a way to leverage himself in a way
other than doing face to face presentations.
You will hear me come up with several ideas for Tony
to accomplish his goal of leveraging himself:
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Create a PowerPoint presentation from his current
marketing material, add audio to it, and then put it on the
Internet – much like the Articulate presentation that I provide
for HMA Consultants.
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Send postcards to prospects directing them to the
online presentation.
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Get someone to do a recorded interview with Tony
and put that audio interview online.
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Tony could actually record himself giving his
presentation to a real business owner over the phone. This
would be a believable and compelling presentation that would
contain a business owner’s points of view as well as typical
questions that are asked during a presentation.
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Make a CD that contains his recorded interviews
as well as the marketing presentation itself and send that to
prospective customers. With this idea, I suggested that
Tony provide everything necessary to sign up for the service
along with the CD package so that he wouldn’t even have to go
out to get a signature.
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Using the same CD mentioned above, find companies
that would be willing to endorse Tony and his service.
Create Joint Ventures with these companies and allow them to
give the CD to their customers as a gift to help them save money
on their power bills.
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Be sure to get testimonials from satisfied
customers of his company’s service. Since Tony has only
been with the company for a few months, the companies that he
made sales to haven’t yet realized their savings. Perhaps
his fellow sales reps could provide some testimonials from their
clientele.
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Tony could contact the local media, positioning
himself as an expert in saving businesses money on their
electric bills. The media would be interested in this and
would broadcast Tony’s message to thousands of people.
I suggest that Tony take a risk-free trial of my
Audio Marketing Secrets (AMS) product which contains everything he
would need to know to develop and create an audio information
product. Since Tony doesn’t have a lot of money to invest
hiring people to help him in the creation of his information
product, I suggest that he do it all himself with the help of my AMS
product.
Want To Know
How To Sell?” Click
here
for more details.
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How A Consistent
Follow-up System With Your Customers Can Easily Grow Your Business Without
Constantly Going After New Customers
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97% of salesman make no attempt to sell the prospect after the third attempt. It is also a fact that most prospects do not buy until after the sixth month from initial contact. One third of all buyers buy only after 18 months of the buying process. 20% of buyers amazingly buy 24 or more months after the initial contact. What is wrong with this picture?
I was in my office on March, 31st 2004 and I got a call from Jim Cecil. I had recognized the name and voice immediately because Jim Cecil was one of the main speakers at the Jay Abraham Protégé Training Seminar back in 1990. I have heard him often and loved his presentation on how to grow a business. Jim contacted me to see what I was up to. I asked him if I could interview him and we did about a 70-minute interview on a fascinating customer touching process that he developed called Nurture. Nurture is a customized series of ongoing contacts mostly sent by mail for business-to-business customer retention and customer prospecting. In this interview, James revealed three amazing case studies:
The first was about the Cancer Treatment Centers of America , which created tens of millions worth of net revenue; the second case study was with a Brian Ruh from East Holstein Wisconsin who was a life insurance salesman and through the Nurture process alone grew to the 34th ranking life insurance salesman in the New York Life Insurance Company world. The last case study is a story about a stockbroker who generated a multimillion dollar account by singing happy birthday over the phone in to an answering machine. In this interview, you’ll hear these case stories and you’ll understand the power of this one marketing concept. If you take what you hear in the interview and implemented it in your business or implemented into another business, you could change the business forever. There has been no better time in history and no better software to make this process automatic. Enjoy this 70 minute interview.
Consultants to AT&T, Microsoft and TEC Worldwide Jim Cecil, founder and president, is an acknowledged leader in the field of loyalty marketing and customer-relationship strategies. Jim conducts strategic sales process training seminars for corporate teams and individuals. Jim is one of the top resource speakers for CEO groups such as The Executive Committee (TEC) and Financial Advisory groups like the International Association for Financial Planning (IAFP). He works personally with clients of all sizes, from AT&T and Microsoft to growing entrepreneurial businesses.
Jim Cecil has over 41 years of sales and marketing
experience. He was the founder of West Coast Marketing Group, Mr. Cecil also
founded Profit Systems, Inc., a large equipment distributorship in Redmond,
Washington. Named Marketing Man of the Year in Asian Trade, Mr. Cecil is a
popular speaker and is called upon to present over 100 speeches each year.
Previously Mr. Cecil served with Smith-Corona Corporation in New York for
some thirteen years in various marketing and sales positions. Additionally,
he has consulted for clients across the country including Canon, Washington
Natural Gas, Sharp Electronics, General Electric and Digital Equipment to
name a few.
Want To Know
How To Sell?” Click
here
for more details.
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"How I Personally Sold 45 Million Dollars Worth Of
Products To
Wal-Mart and Other Major Retail Giants."
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Every product inventor,
developer and manufacturer dreams of landing their product into retails
giants like Wal-Mart and Target Stores. You have truly hit the big time when
one of these stores takes on and succeeds selling your product.
But most believe this is a
pipe dream only available for someone luckier then them. But not for my
friend Joe. Joe has done it and you can learn how to do it too. So who Joe?
Joe has had many years of
experience in the product development and marketing of consumer products to
mass merchants like Wal-Mart & Target as well as with selling to independent
retailers in many different distribution channels.
25 years ago he learned the inside workings of one of the the world's
largest consumer products company as a product manager for Kimberly-Clark
(the manufacturer of Kleenex, Huggies diapers and other familiar products).
After leaving Kimberly Klark Joe found his first company to manufacture and
sell children's products to retailers.
Over the last 25 years Joe has founded and grown 4 companies.
Two of them sold over $45 Million of products that he invented to chains
like Wal-Mart, Target and other retailers. He developed and sold 3 complete
product lines consisting of hundreds of products to both Wal-Mart & Target
and one year received the "Best New Vendor" award from Target's Stationery
and School Supply Department.
Within the children's products company he set up a kids club promotion that
got 900 stores and 900,000 kids to participate.
The promotion resulted in an additional $145 Million is sales for the
participating stores in just one year.
Joe also built and sold a mail order catalog company and a promotional
products company. Joe also has extensive experience in other distribution
channels besides retail.
You are about hear Joe's story and how he did it. It's a wild ride so hang
on tight. Look out Wal-Mart, your next big product may be supplied by
the person listening to this interview now. Lets
go!
Want To Know
How To Sell?” Click
here
for more details.
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How To Use Tent Promotions To Sell Your Products By The Trainloads Outside The
Doors Of Huge Retailers Like Lowes, Home Depot, Sport Authority, and
Circuit City
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Tent promotions work! Imagine…if you could
introduce your product to customers who shop at a large retailer on any
given day; you’d be reaching thousands of people per week. Big Box Retailers
like Lowes, Home Depot, Sports Authority, and Circuit City draw customers
into their store like bees to honey; and one very astute marketer has
perfected a plan to get in on their success. He sets up a “tent” outside
their store to promote and sell his product. He gets direct access to all
the Retailer’s customers without having to spend huge dollars on his own
advertising and he enjoys the instant credibility that the retailers
provide. After all, Home Depot isn’t going to let just any product be
promoted outside its doors; and there is always the possibility the retailer
will decide to carry your product if you can demonstrate a significant
percentage of their customers are interested in it. The gentleman I speak
with is a joint venture tent promotion expert and he provides details on how
to set-up the joint venture with a large retailer, how to negotiate
permission to set up your tent promotion, what licenses are required, the
amount of money that can be made, back-end costs, the best dates to stage
your event, and potential drawbacks to be aware of. Listen to this interview
and you will immediately be able to put a plan in motion that gets access to
more customers than you ever thought possible. This is a comprehensive
how-to lesson so sit-back, listen, enjoy, and profit from Tent promotions in
your town.
Want To Know
How To Sell?” Click
here
for more details.
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World Famous Sales
Trainer Of Fortune 500 Companies Reveals Powerful New Tactic That Can Immediately Double Your Sales
Here's a detailed interview with Barry Maher. Barry first made his mark as a world-class
salesperson, then as a management and sales consultant, helping clients
improve their productivity, often dramatically. Selling Power
magazine declared, "To his powerful and famous clients, Barry Maher is
simply the best sales trainer in the business."
Barry's client list ranges from
ABC/Capital Cities and the American Management Association, to
Fuji Film and the National
Lottery of Ireland, to Verizon (not to mention Ameritech,
BellSouth, and SBC). He's been featured in USA Today,
The New York Times, Businessweek, Success, and The
Wall Street Journal. This straight-talking primer for consulting
professionals introduces a powerful new approach to winning clients trust
instantly and selling more. And not just down the road but right now,
Want To Know
How To Sell?” Click
here
for more details.
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How To Close Every Sale A
Presentation On Increasing Deals, Sales And Profits
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There is no such thing as a natural
born salesman -- everything in life is learned, and anyone can learn
how to close more deals. And this seminar will teach you exactly how
to do it.
Originally, this was a presentation for business owners who wanted
to increase their sales and profits. And it was a huge success
because it effectively breaks the sales process down to its bare
elements, allowing you to easily see how the many sections of the
process work and how they work together to make for powerful sales.
And because it analyzes and explains each component along the way,
this seminar is useful for everyone -- from the new hire to the
seasoned pro. Just follow the steps outlined in the presentation,
and before you know it, you’ll be closing more deals than you ever
thought possible. Here are just a few things you’ll learn in
this seminar…
• What a qualified prospect is and why dealing with anyone else is
just a big waste of time • How a positive attitude can increase sales by 25%
• How to open a sale • How to find and fill the “dominant buying motive” • What the two reasons for buying are and how knowing them can give
you the advantage you need • How to close the sale • Methods for overcoming objectives • How to upsell
This program is meant to be viewed step by step, but you can easily
skip around if you’d like. I suggest you take your time and let the
concepts sink in because this presentation really can make a
difference if you work it right. Also, you might want to make sure
you have a pen at hand because I’m sure you’ll want to take notes on
this one. Click on the button below to launch the presentation. Note
that the audio will start in about 20 seconds after it launches.
Enjoy.
Want To Know
How To Sell?” Click
here
for more details.
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