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Sales Training Books And CDs
Next Generation Marketing - Making Social Media work for you in 30 minutes a day (3-disc set by Rory Vaden)
No Laughs to Know Laughs: How to be Funny to Make More Money (book by Rory Vaden)
Gettin' in & Gettin' Out (by Gary Michels)
Navigate: How to Navigate Referrals (3 disc set by Dustin Hillis)
Navigate: Selling the Way People Like to Buy (book by Dustin Hillis)
Speaking of Success (featuring Dustin Hillis)
Conference On CD (8 Disc Set)
The Audience is NOT in their Underwear (6 disc set by Rory Vaden)
Managing for Sales Results (by Ron Marks)
Speaker (DVD about Rory Vaden)
Top Producers Take The Stairs (3 disc set by Rory Vaden)
Take The Stairs Motivational Speech (1 CD by Rory Vaden)
Take The Stairs Official World Tour Merchandise
Take The Stairs Official World Tour Wristband
Take The Stairs Official World Tour Tshirt
Paul Schween: Live CD Program
Paul Schween Live CD Program
01 Introduction
02 Pareto Principle the 80 / 20 Rule
04 The 3 Major Characteristics of Top Producers
05 The 5 Keys to Goal Setting
06 Keys to Self-motivation
07 Ordinary vs. Extraordinary Performance
08 The Three Prerequisites for Sales Professionals
09 Cultivating Referrals When & How
10 Cultivation Referrals where and Why
11 Following up your Request for Referrals effectively
12 Introduction of the Referral Sheet Template
13 The Actual Referral Sheet Template
14 Review of Referral Sheet Template
15 Cold Calling in 4 Flavors
16 Alternative Cold Calling language
17 Best Prospecting Resources for Salespeople
18 Best Internet Resources
19 Powerful Web Technology
20 The lead Generator Memory Jogger List
21 Homework Assignment #1 for Prospecting
22 Initial Contact Instantaneous Judgments
23 Professional Salesmanship
24 The Envelope Technique
25 Homework Assignment #2 Initial Contact
26 Qualifying Question Probing Technique
27 Qualifying Questions and the G.O. to Questions
28 Breakdown of the G.O. to Questions
29 Homework Assignment #3 Qualifying
30 Presentations
31 Perfect Presentations
32 Presentations and the 3 C’s
33 Presentations and Telling the Story
34 Presentations and the Trump Card
35 Homework Assignment #4 Presentations
36 Handing Objections
37 Handing excuses the Soft Handed and Mild Renditions
38 Handing Excuses the Assertive and Industrial Strength Renditions
39 Handling Objections when Caught off Guard
40 The New Feel, Felt, Found Technique
41 The Feel, Felt, Found, Exercise
42 Exercise for Feel
43 Exercise for Felt
44 Exercise for Found
45 Learn to Feedback Objections
46 Four Reasons to learn Hot to Feedback Objections
47 11 Ways to Feedback Objections
48 Handling the Most Common Objections
49 Homework Assignment #4 Objections
50 Closing
51 Strengthen You Closes
52 Soften Up Your Closes
53 Some of my Favorite Closes
54 Closes that do not Work
55 My Favorite Hard Close
56 Clever Closes – When a “No” means a “Yes”
57 Homework Assignment # 5 Closes
58 Phone Finesse
59 Getting Screened on the Phone
60 Managing Phone Tag
61 The While You Were Out Fax Technique
62 The While You Were Out Industrial Strength Technique
63 Phone Savvy and Voice Mail
64 Email
65 The MasterCare email Technique
66 Attitude
67 Despair and Procrastination
68 Despair and Ineptitude
69 Despair and Idiocy
70 Despair and Mistakes
71 PSSG Product Introduction
72 PSSG Product and Conclusion
73 Conclusion of Seminar
Paul Schween: Managing Today's Toughest Objections
Answers to Today's Toughest Objections CD
01 We'll Get Back With You
02 I Can Get It Cheaper Somewhere Else
03 I'll Get Back With You
04 Handling Excuses
05 We're Under Contract
06 I Can Get It For Free
07 It Costs Too Much
08 Just Send Me Some Information
09 Last Ditch Effort Close
10 My People Just Don't Have The Time
11 I Need To Get With My Broker
12 I Need To Speak With My Boss
13 It's Not In The Budget
14 Our Employees Don't Like Your Services
15 We're Happy With Our Present Vendor
16 We Tried Your Service Before And It Didn't Work Out
17 I Want To Think It Over 1
18 I Want To Think It Over 2
19 We're Not Interested
20 We're Presently Under Contract
21 What's Your Commission On This?
22 What's Your Price
23 Your Priced Too High
24 I Feel You're Being Too Pushy
Paul Schween: Professional Study Guide
The Professional Sales Study Guide
PSSG - Prospecting
PSSG - Intial Contact
PSSG - Qualify / Questioning / Probing
PSSG - Presentations
PSSG - Closing
PSSG - Handling Objection / Excuses
Telephone Seminars
How to Sell in a Down Market - Teleseminar

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