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To ensure staff who deal with customers learn the key
skills, techniques and behaviours of selling.
About the programme
The best thing about dealing with a good salesperson is you don't feel like
you're being sold to. As far as you're concerned you're just receiving good
service.
The art of selling is designed to equip your staff with all the skills and
techniques they need to approach sales opportunities with confidence.
To make this programme as relevant as possible it looks at many different scenes
in which all sales staff can relate to such as: department store, DIY store,
bank services such as mortgages, overdrafts, loans and insurance, shoe shop and
many more.
The art of selling uses humorous right and wrong way scenarios to teach new
skills in a memorable way. It covers the four key stages of selling, in both
retail and financial situations:
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Winning the
customer's confidence: how your actions can affect customers |
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Discovering
their need: the importance of listening to your customers |
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The importance
of product knowledge: how knowing your products inside out will help you offer
your customers what they want, and in turn build your conference |
Closing the sale:
why silence could be your new best friend
Included in the programme are specific DVD extras for both the retail and
financial sales. These cover everything from handling complaints to dealing with
obnoxious customer.
The benefits
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Suitable for all
levels of staff who deal with customers |
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Amusing and
realistic scenarios make lessons very clear and easy to follow |
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Small bit sized
clips to allow flexibility in facilitating a training course |
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Immediately
actionable and accessible
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Style: Humorous drama featuring James Fleet, Kim Wall,
Mina Anwar and Beverley Hills.
Production: 2007
Programme
information :
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DVD (28mins)
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DVD extras
(10mins) |
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Course leader's
guide with fully resource training programme |
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Group training
workbook |
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Self-study
workbook |
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PowerPoint
presentation slides |
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All materials is
customisable and provided on disc |
Price: DVD £1299.00 (+delivery & VAT)
To book your Preview
click here
 To
order, simply call us on
01884 821870,or fax orders to
01884 829168.
Or
alternatively, you can e-mail your
details and we'll call you back!
Top of Page
The Apprentice - Case study on Sales and Negotiation
| Encourages learners when watching the programme to identify, what has
gone right and what has gone wrong |
| Involves the learners in the solution |
| Explores a range of selling environments:
Property letting, car sales
and Trade sales |
Details
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3 Episodes |
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½ Day Pre written training
Programme |
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Self Study Guide |
The programme follows in
the format below, real life / wrong way right way scenarios
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Introduction |
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The Apprentice (1
of the 3 episodes) |
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Prepare and Plan |
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Work with
your customers |
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Close the Sale |
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Get your attitude
right |
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Summary |
Prepare and Plan
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Knowing what you are
selling – Helps identify the Features advantages and benefits. |
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Knowing your territory |
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Knowing your customers |
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Planning your approach |
Working with your customers
Group of short exercises to emphasise the key point
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Questioning / Understanding
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Listening |
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Negotiating |
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Objection handling |
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How to use features
advantages and benefits. |
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Close the sale
Identifies the buying signals and what to do..
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Straightforward |
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Assumptive |
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Ego |
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Silent |
Get you attitude right
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Resilience |
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Adapt Approach |
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Coping with failure |
Programme Includes:
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Video (110 min) |
| Course
leader’s guide |
| Delegate worksheets |
| Presentation slides |
| Self-study guides |
Price:
DVD £799.00 (+VAT and Delivery).
Rental: £299.00 (+VAT and Delivery).
To book your Preview
click here
To
order, simply call us on
01884 821870,or fax orders to
01884 829168.
Or
alternatively, you can e-mail your
details and we'll call you back!
Top of Page
Ask for the order
To help sales
people close a deal
Do you remember the
old parable: “Give them a fish and they’ll eat for a day, teach them how to fish
and they’ll eat for a lifetime.” Well, closing the sale is the same thing. Teach
them (your salespeople) the skill of how to improve their closing of sales and
you give them and your organization a gift for a lifetime- consistently much
higher sales. That’s the gift that keeps on giving to everyone.
Ask for the
order
demonstrates both the right way/wrong way of closing techniques, all based on
realistic scenarios within a diverse arrange of businesses.
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Increases the skill
level of your sales people in one sitting |
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Increases the
closing ratio of your sales team |
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Increases the
confidence of your sales people. |
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Teaches your team
the four best kinds of closes. |
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Teaches your team
the three “D”s of Tough Minded Selling. |
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Teaches your team
when to close (and when not to). |
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AFTO™ can be
customized for your organization.
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Program Contents:
DVD Video (26 mins), CDROM support
material includes: Training Leader’s Guide, Participant’s Workbook, 22-slide
PowerPoint presentation
Price: £475.00 (+VAT and Delivery).
To book your Preview
click here
To
order, simply call us on
01884 821870,or fax orders to
01884 829168.
Or
alternatively, you can e-mail your
details and we'll call you back!
Top of Page
Competitive Edge
The difference between making an on-site sales call and
making a sale requires one very important factor: collaboration. CRM's newest
release, The Competitive Edge, will show your sales force how to
incorporate collaboration into every sale and positively impact your bottom
line. With The Competitive Edge, viewers eavesdrop on site calls made by
three reps to one overworked, under-functioning publishing house. All three reps
make important strides, but only one leaves with the sale.
Whether conducting an orientation session for new sales
reps or a kick-off refresher for veteran staff, The Competitive Edge will
put your reps in their customer's shoes, enabling them to sell as they would
want to be sold. The results? More sales and greater profits.
Participants will learn:
| Pre-call planning - know your customer, be prepared.
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| Build a relationship - create a level of comfort, a
basis for trust. |
| Conduct a needs analysis - establish dialog that will
draw out your customer's real needs. Remember: you are really looking for a
solution for your customer, not a sale. |
| Listen - active listening allows you to gather critical
information, often by hearing what your customer doesn't say. |
| Presentation - provide your customer with hard data
about how their firm will benefit from your product or service. |
| Overcome objections - every objection contains the key
to a solution. Find it. |
| Ask for the sale - close the deal with a signature or
deposit. If you have succeeded with the prior steps, this will be a natural
conclusion to your meeting. |
Program Contents:
| VHS or DVD (17 min), Leaders Guide, Overhead Masters,
Pocket Reminder Cards, Video Meeting Closer, 10 Handbooks for Participants
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Price: £210.00 (+VAT and Delivery).
To book your Preview
click here
To
order, simply call us on
01884 821870,or fax orders to
01884 829168.
Or
alternatively, you can e-mail your
details and we'll call you back!
Top of Page
Sell it to
me!
Essential skills for all salespeople
To equip both new and
experienced sales staff with the necessary skills to develop and nurture
professional and productive customer relationships.
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.
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
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Suitable for all levels of sales staff
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Amusing and easy to follow videos
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Use videos as individual or combined teaching units
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Covers all stages of the sale - from initial contact through to closing
the deal |
Programme includes:
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Video part 1 (23 min) |
| Video part 2 (23 min) |
| Meeting break video |
| Course
leader’s guide |
| Delegate worksheets on disk |
| Powerpoint slides |
| Self-study workbook on disk |
Price: DVD £1299.00 each part (+VAT and Delivery).
Rental £299.00 (+VAT and Delivery).
To book your Preview
click here
To
order, simply call us on
01884 821870,or fax orders to
01884 829168.
Or
alternatively, you can e-mail your
details and we'll call you back!
Top of Page
Who Killed the Sale?
How everybody in the organisation can
affect customer relationships
Who Killed the Sale? Is one of the
all-time best selling training videos. It has now been completely re-made to
reflect business needs in the new millennium
Retaining the key themes captured in the original video,
this updated version follows the drama of a manufacturing company trying to sell
its products to a prospect against a background of small, but cumulative
inefficiencies. These inefficiencies, involving employees from a number of
areas, are varied but all combine to destroy customer confidence.
Situations and settings show commercial life as it is today, with tension
building throughout the plot as the viewer is taken between scenes to actions
and reactions from both sides of the deal. Contemporary and totally engaging,
this video will challenge and involve all those who watch it, encouraging them
to take a personal responsibility for customer satisfaction.
Key Learning Areas
| Everyone who has contact with customers plays a part in
winning, keeping or losing sales
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| Having the best product does not guarantee the order
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| Attitude can be just as important outside the
organisation as inside
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| Good communication within an organisation is vitally
important in providing excellent customer care |
Programme includes:
main video 23 minutes. Summary video 7 minutes, Presenter's
Guide: Session Plans, OHPs and Handouts (printable from CD- ROM).
Price: DVD £650.00 (+VAT and Delivery).
To book your Preview
click here
To
order, simply call us on
01884 821870,or fax orders to
01884 829168.
Or
alternatively, you can e-mail your
details and we'll call you back!
Top of Page
The Challenge of
Objections
Objections are a part of life.
Whether they become a major problem usually depends on the way they are
initially handled
Set in a surreal toyshop, a sales person (John Gordon
Sinclair) buys 'the Selling Game' from Patrick Barlow. The characters in the
'game' are programmed to make objections, and the challenge is in learning to
overcome them. Our sales person soon learns that coping with customers isn't
easy.
The amusing failures and successes which occur during the game illustrate the
techniques for handling objections successfully. The sales person must 'refine'
a customer's vague objection into a specific problem, then 'convert' it into a
question that can be answered and then close the sale. The examples used in the
video come from both product and service industries and will therefore suit a
wide audience
Key Learning Areas
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Objections are
an inevitable part of selling
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Never argue
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Many objections
are just excuses not to buy
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Use excuses to
redefine customer needs |
Programme includes:
Main video 20 minutes. Summary video 10 minutes. Presenter's Guide: Session
Plans, OHPs and Handouts (printable from CD-ROM).
Price: DVD £650.00 (+VAT and Delivery).
To book your Preview
click here
To
order, simply call us on
01884 821870,or fax orders to
01884 829168.
Or
alternatively, you can e-mail your
details and we'll call you back!
Top of Page
Sales Is Not a Dirty Word
an innovative training program that helps people understand the
basics of consultative selling. Using humorous examples, Sales Is Not a Dirty
Word teaches practical sales techniques that can be applied to every client
transaction. The film discusses insights into a different approach to selling;
one based on service and knowledge, rather than an ability to push products.
Whether participants are in customer service, new to sales, or
seasoned pros, Sales Is Not a Dirty Word will help your employees sell with
their customers best interests at heart.
| Everyone is in Sales |
| Be willing to serve others |
| Learn about your products and customers |
| Be professional with a consistent method |
| Consider customers' needs |
| Offer your expertise |
| Note the next step
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DVD Video (20 mins), CDROM support
material includes: Training Leader’s Guide, Participant’s Workbook
Price: £295.00 (+VAT and Delivery).
To book your Preview
click here
To
order, simply call us on
01884 821870,or fax orders to
01884 829168.
Or
alternatively, you can e-mail your
details and we'll call you back!
Top of Page
Breaking Competitive
Accounts
Most of any organisation's new business potential depends on their
sales team's ability to consistently capture competitive business.
This film will show your sales force how
to Break through typical sales responses and land those hard-to get accounts!
Your sales force can get ahead of the eagerly waiting competition, land those
hard-to-get accounts, and increase market share by implementing the tactics of
winning over business instead of walking away defeated.
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Match product/service
benefits to a prospect’s priorities |
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Develop a strong
price/value perception |
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Reposition the
competition |
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Sell to everyone
involved in making the decision |
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Control the sales
cycle. |
DVD Video (22 mins), CDROM support
material includes: Training Leader’s Guide.
Price: £295.00 (+VAT and Delivery).
To book your Preview
click here
To
order, simply call us on
01884 821870,or fax orders to
01884 829168.
Or
alternatively, you can e-mail your
details and we'll call you back!
Top of Page
A widow's story
The importance of life insurance
How vital life-insurance protection is for every family.
About the programme
This powerfully emotive story is motivating for the sales team and gives agents
and brokers a platform for discussion with prospective clients. It's a great
introduction for newcomers to the industry and helps admin staff appreciate the
human dimension behind every policy.
The benefits
| Suitable for a wide variety of audiences from staff to clients |
Programme includes:
Drama video 28 minutes, Leaders Guide.
Price: DVD £1199.00 (+VAT and Delivery).
Send mail to info@iol-uk.co.uk with
questions or comments about this web site.
Last modified:
04/18/08
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