How do you train new salespeople? It's all about to change. Dave
Kahle's new training kit, First Steps to Success in Outside Sales will:
reduce the time you spend with new salespeople, make them effective in
half the time, help them establish good habits before they have a
chance to develop bad ones.
{Buy
it now or click here
for more information.} |
|
Our premier
training program for B2B sales people, available in an individual,
self-study version.
{Buy
it now or click here
for more information.}
|
If
distributor salespeople are going to be effective in the 21st Century,
they need to master these disciplines. Use this premium program to
teach them the skills to give them a competitive edge. May also be used
by individual salespeople as a stand-alone tool for improved
performance.
{Buy
it now or click here
for more information.} |
The distributor salesperson's bible. Detailed, street smart strategies
designed to empower your salespeople with the skills they need to be
successful in the information age. The most popular sales book for
distributors ever written.
{Buy it now or click here
for more information.}
Check out the table of contents.
Read an excerpt from How to Find out what
people are saying about How to Excel at Distributor Sales.
See what Just in Time Magazine had to say about How to Excel at
Distributor Sales. |
The typical salesperson today is overwhelmed, trapped in a chaotic,
pressure-filled environment with too much
to do and not enough time to do it. Salespeople need help! This book
provides powerful, practical insights and ideas
that really work, including hundreds of specific, practical, effective
time management tips from dozens of salespeople
who are on the "front lines" every day.
{Buy
it now or click here
for more information.} |
Based on the concept of "critical thinking," this powerful book
provides salespeople with a comprehensive system
for using just the right thought-strategy for each circumstance.
{Buy
it now (Printed Version $25) or click
here for more information.} |
I know, you have the best of intentions. But one thing leads to
another, and you're never able to spend the kind of time you would like
with your new salespeople. As a result, they are too often neglected
and left to learn by doing. That's costly in a lot of ways: bad habits
are created, customers are inappropriately handled, mistakes are made,
etc. Put an end to all of that with this book. It teaches salespeople a
practical, easy to implement step-by-step approach to sales.
{Buy
it now or click here
for more information.} |
One of our associates, SalesDog.com, has published an exciting new book
entitled Top Dog Sales Secrets, which incorporates the best of the best
sales advice from 50 renowned sales experts. I was proud to have been
chosen to join my colleagues and share some of my best advice in this
new book.
{Buy
it now or click
here for more information.}
|
by Dave Wallace
A definitive study of creative problem solving and life enhancement
written to reveal the powerful potential that lies outside the
restraining shell of conventional thinking. The creative process has
power to serve us far beyond its obvious attachment to the arts. Use it
to enrich every aspect of your life from relationships to the
workplace. Learn to replace the straightjacket thinking of "can't" to
the rush of "aha!" when you finally break out of whatever shell has had
you trapped.
{Buy
it now or click here
for more information.} |
|
21 proven
strategies to turn stumbling blocks into stepping stones, solve any
problem,
overcome any obstacle, and achieve any goal you can set for yourself.
Buy
it now or click
here for more information
|
Continuous, self-directed learning may be the ultimate success skill
the rapidly changing, information packed 21st century.
Yet few people have seriously developed their abilities to learn, grow
and make positive personal change. This kit teaches and equips the user
with an effective, easy-to-use system for life-long positive change.
{Buy
it now or click here
for more information.} |
|
|
|
|
In our highly competitive economy, the salesperson's relationship with
customers is growing in importance. The ability to create positive
relationships with your customers, not just one here or there but all
of your customers, provides a competitive edge. In fact, building
positive business relationships with customers is one of the most
important aspects of selling.
{Buy
it now or click here
for more information.} |
Learn
how to stop letting objections get in the way of your sales success.
Even the most experienced salesperson can get sweaty hands and a
thumping heart when it comes to dealing with a customer's objections.
It's the riskiest part of the sales process, the moment that many
salespeople fear the most. Many salespeople never adequately deal with
a customer's objections, preferring to ignore the subject all together.
{Buy
it now or click
here for more information.} |
|
A
sales presentation should not be scripted. It seldom follows a
predictable path. Daily shifts in business needs and variations in
human nature make every presentation a walk on the wire without a net.
The salesman who makes it all the way to the sale is often the one with
the best presentation. This includes much more than just product
knowledge, and in this session we cover the full spectrum of what it
takes to succeed.
{
Buy
it now or click
here for more information.}
|
|
 Secrets of Asking Good Sales
Questions
"Selling
isn't telling." In fact, it's more often the opposite. Great
salespeople ask questions more effectively than others. They know that
a good sales question is their single most powerful sales tool. Good
questions direct your customer's thinking. When you use a good
question, or a series of good questions, you penetrate your prospect's
mind and direct his/her thinking. There is something in human beings
that makes it almost impossible not to think of the answer when we are
asked a question. I'm not sure whether it's something genetic, or
whether we're conditioned from birth to always think of the answer to a
question. Here's an illustration. I'll ask you a question, but I want
you to not think of the answer. How old are you? If you're like most of
us, you thought of the answer, even after I indicated you shouldn't.
{Buy
it now
or click here
for more information.}
|
|
The Ultimate Time Management Solution
for Salespeople
Addresses
the greatest challenge facing B2B salespeople today. Three one-hour
CDs, the Ten Secrets of Time Management for Salespeople book, and our
Sales Time Management Tool kit.
{Buy
it now
or click here for more
information.}
|
|
 How
to Sell at Higher Prices Than Your Competitors
by
Lawrence Steinmetz
Crush
Price Objections Into Oblivion! Finally! The answer to the one
problem that gives salespeople sleepless nights: How to sell against a
price-cutting competitor.Anyone can give products or services away by
cutting the competition's price. Selling occurs when your prices are
higher, but you are still able to close the deal. If you want to give
stuff away, get a job at the Welfare Department. If you want to learn
how to sell at a high price, read this book. It is about making money
by selling.
{Buy
it now or click
here for more information.}
|
 How to Easily Create Telephone
Call Openings that Stimulate Interest, and Avoid Resistance
by Art
Sobczak
I've
listened to thousands of sales and prospecting calls by phone, as
a trainer, manager, and coach, AND as a potential prospect of the
calling sales rep. And I can tell you without a doubt that most call
openings stink. (And, I admit, in my own early days as a green sales
rep, I've delivered my share of those horrible openings.) They create
resistance, not interest. They put the listener in a frame of mind
where they cinch up, put up the defenses, and begin thinking of ways to
get rid of the caller. The call has an adversarial tone. Maybe you know
the feeling. It's no wonder so many sales reps are reluctant to pick up
the phone--they get shot down in the first couple of seconds. AND
THEY'RE CREATING THE PROBLEM WITH WHAT THEY'RE SAYING!
{Buy
it Now! or click
here for more information.} |
JUST RELEASED!
Insights and Answers for Distributor
Salespeople
Real life solutions
to help distributor salespeople survive and thrive in a changing
economic environment. 
The tool kit of the successful salesman is always open to new
additions. Many of these come in the form of questions to be answered -
answers given - lessons learned - obstacles overcome - and insights
gained from problems solved. This is a powerful and timely addition to
every sales tool kit that you can read from cover to cover - or use as
a daily reference tool for reviewing specific topics that fit your
needs for a particular customer or occasion. It's like putting Dave
Kahle's wisdom inside your head whenever you need it. The topics are
specific and right to the point - with questions and answers to
complete the learning and support cycle of this dynamic format.
{Buy
it now or click
here for more information.}
|
 The
Selling GameTM
The Selling GameTM
is an interactive game for a small group of salespeople. Salespeople
work in a small group, drawing cards which describe one of 150 real
selling situations. They role play a response. The group votes on the
best response, and that winner earns points. The game forces
salespeople to practice responses, discuss the pros and cons of every
response, and evaluate each person’s performance. The net result?
Everyone learns in a fun, interactive small group experience. And sales
managers can make this a two-hour part of every sales meeting.
{Buy
it now! ($99) or click
here for more information.} |
|
The
main reason salespeople are hesitant to make prospecting calls is that
they have never been trained in a system to do so. The Blitz Sales Call
teaches a system for fear-free, effective prospecting.
Learn more
|
| Resources for
Sales and Branch Managers |
Video Programs
for Sales and Branch Managers
The
Up-a-Notch sales
training
system teaches participants new ways to increase sales. Each video was
developed as a comprehensive, easy-to-use, easy-to-facilitate all
inclusive training tool. Every video comes with a facilitator's guide,
customized note pads, a 25 to 30 minute video tape (or DVD)
of
each lesson, an audio cassette of each video, and 15 participants’
guides that contain application exercises designed to help participants
apply the concepts presented in the video to their jobs. |
Discipline is one of the tougher aspects of management, but if you get
good at it, there are significant benefits such as a fair and
productive work environment for your staff. Conversely the consequences
of ineffective or inappropriate discipline are just the opposite. It
can create an unproductive environment and tag you with adjectives
ranging from ineffective or temperamental to monstrous. This program
shows participants how to overcome the obstacles that most salespeople
are faced with on a regular basis. {Buy
it Now! or click
here for more information.}
How is it that you as a sales or branch manager can create that
atmosphere that is most conducive to creating a workplace that is
positive, effective and productive? In this video tape, Dave Kahle
helps sales and branch mangers incorporate praise and encouragement
into their workplace. He also provides helpful and useful information
on establishing professional boundaries as a sales or branch manager. {Buy
it Now! or click
here for more information.}
If
you personally become skilled and effective at running meetings, you’ll
give your own career a major push. The better you become at creating
effective meetings, the more valuable you will become to your
organization. Meetings are not only a good way to communicate, but they
can also be a powerful source of new ideas and good thinking. Two heads
are better than one, that’s why it’s important for you to manage good
meetings. { or
click
here for more information.}
Resources for Small Groups
The
Up-a-Notch sales training system teaches participants new ways to
increase sales. Each video was developed as a comprehensive,
easy-to-use, easy-to-facilitate all inclusive training tool. Every
video comes with a facilitator's guide, customized note pads, a 25 to
30 minute video tape (or
DVD)
of each lesson, an audio cassette of each video, and 15 participants’
guides that contain application exercises designed to help participants
apply the concepts presented in the video to their jobs.
How many sales are you losing because salespeople never ask the
customer to take action? The ability to successfully ask for and get
the order from prospects is a mark of the very best. Developing your
people with skills in asking for the order provides a number of
significant benefits: they'll gain the respect of your customers,
they'll become more valuable to your company, and they'll become more
cofident in themselves. {Buy
it now or click
here for more information. Available in either VHS
or DVD format.}
One of the largest, most important parts of today's sales and service
process is accomplished when salespeople understand the customer. A
strategically planned and executed question will give your people the
edge they need to master this technique. {Buy
it now or click
here for more information. Available in either VHS
or DVD format.}
That phone is your customer's lifeline to your company. They're at one
end, you're at the other. In addition, the phone has always been one of
the most important tools for a salesperson or customer service rep. If
you are in a position where you regularly deal with customers, it is
one of your most important tools. This program shows participants how
to control the four essential techniques for telephone success. {Buy
it now or click
here for more information. Available in either VHS
or DVD format.}
The benefits of handling customers who are upset are enormous. You gain
the satisfaction of turning a negative situation into a positive one.
You learn some important things about human nature, and you become a
better communicator and a more effective ambassador for your company.
You become more competent at your job, and more confident in yourself. {Buy
it now or click
here for more information. Available in either VHS
or DVD format.}
Being adept at dealing with different personalities is a mark of
professionalism and maturity. It is a must for optimizing success in
every customer contact. In this program, participants look at three
underlying principles of understanding personality differences. {Buy
it now or click
here for more information. Available in either VHS
or DVD format.}
The ability to build rapport with customers, not just one here or there
but all of your customers, is a mark of the very best. If you want to
excel at your job, this skill is a necessary thing. This program shows
participants principles and strategies for building rapport with your
customers, it teaches principles for rapport that you can also use in
your personal and family life as well. {Buy
it now or click
here for more information. Available in either VHS
or DVD format.}
The best listeners always make the best salespeople. It's that simple.
If you want to increase your staff's sales and profitability in a
hurry... improve their listening skills. The benefits of good listening
skills include better communication, more effective
information-gathering and decision-making, as well as improved
relationships with customers, prospects and co-workers. This program
gives participants everything they need to improve their listening
skills and become more effective. {Buy
it now or click
here for more information. Available in either VHS
or DVD format.}
Customer objections are part of almost every sales cycle. It is
inevitable. Learning how to deal with them effectively will result in
more closed sales - guaranteed. This program shows participants how to
become prepared to effectively handle the most common and difficult
objections. They'll learn a unique process to effectively prepare for
any objection and gain some tools to overcome it. Never again will
objections always have to equal a lost sale. {Buy
it now or click
here for more information. Available in either VHS
or DVD format.}
|
How to Make
Powerful & Persuasive Presentations
A
sales presentation should not be scripted. It seldom follows a
predictable path. Daily shifts in business needs and variations in
human nature make every presentation a walk on the wire without a net.
The salesman who makes it all the way to the sale is often the one with
the best presentation. This includes much more than just product
knowledge, and in this session we cover the full spectrum of what it
takes to succeed. {
Buy it now
or click here for
more information.} |
Secrets of Asking Good Sales
Questions
"Selling
isn't telling." In fact, it's more often the opposite. Great
salespeople ask questions more effectively than others. They know that
a good sales question is their single most powerful sales tool. Good
questions direct your customer's thinking. When you use a good
question, or a series of good questions, you penetrate your prospect's
mind and direct his/her thinking. There is something in human beings
that makes it almost impossible not to think of the answer when we are
asked a question. I'm not sure whether it's something genetic, or
whether we're conditioned from birth to always think of the answer to a
question. Here's an illustration. I'll ask you a question, but I want
you to not think of the answer. How old are you? If you're like most of
us, you thought of the answer, even after I indicated you shouldn't. {Buy
it now
or click here
for more information.} |
| Resources
for Small Groups |
Video Programs for Outside Salespeople
The
Up-a-Notch sales training system teaches participants new ways to
increase sales. Each video was developed as a comprehensive,
easy-to-use, easy-to-facilitate all inclusive training tool. Every
video comes with a facilitator's guide, customized note pads, a 25 to
30 minute video tape ( or DVD) of each lesson, an
audio cassette
of each video, and 15 participants’ guides that contain application
exercises designed to help participants apply the concepts presented in
the video to their jobs.
Would you like your salespeople to develop long-term loyalty and
profitability in their accounts? There is no better way than to provide
your people with the necessary tools and techniques to move themselves
from "vendor" to "consultant." This program presents the concept of
becoming a consultant to the customers by knowing them better than
anyone else. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
Gaining commitment is another one of those skills that is absolutely
essential for the success of any professional salesperson. It is
critical that they are confident with the use of this skill, or their
sales will reflect it. When it comes to this part of the sales process,
most salespeople fall far short of what could be accomplished. This
program shows participants how to overcome the obstacles that most
salespeople are faced with on a regular basis. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
Customer objections are part of almost every sales cycle. This program
shows participants how to effectively handle the most common and
difficult objections. They'll learn a process to effectively handle any
objection while protecting the relationship with the customer. By
learning to handle objections correctly, they will build a more solid
relationship and close more sales. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
The Information Age is here, and it has brought transformational
changes in the way that salespeople must go about their jobs if they
want to be successful. In the last five years, selling has become
unimaginably complex. Products are born and die within months.
Customers demand personalized attention. Service is critical to some,
while price is the key factor for others. And then there's the
Internet--how's a salesperson supposed to compete with that? This
program addresses these important issues, and shows participants how
they can adopt six different roles (a.k.a. "hats") for achieving
maximum results in the many different selling situations they may
encounter. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
It happens to all salespeople - the classic objection. How do you
effectively deal with the objection of price? In too many instances the
whole sales process comes to a dead stop. It does not have to be this
way. In this program Dave shows your salespeople strategic techniques
they can use to overcome the price objection and skyrocket their sales
to new heights. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
The skillfully asked question is the salesperson's single most
effective tool. Used correctly, it builds strong relationships, opens
opportunities, conveys competence, and closes the sale. Skillfully
asked questions mean the difference between sales success and failure.
This sales training program equips salespeople with the essential
selling tool - good sales questions. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
Becoming good at continuously growing, developing, and changing
yourself is the ultimate success competency for the Information Age.
Now it's easy for your salespeople to develop the skills to become a
master of self-directed learning. This exciting program presents
principles and tools to not only achieve this must have competency, but
they will also understand how mastering these principals will give them
the necessary skills for lifelong success. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
Most surveys of how salespeople spend their time indicate that the
average outside salesperson spends anywhere from 20% to 35% of their
working week actually meeting with customers. Imagine that. In an
entire week, only a fraction is actually spent doing what is needed to
increase profits. If you're going to be successful in our Information
Age economy, you need to spend time planning and preparing for that
essential part of your job. This program shows participants the "how
to's" of organizing their sales calls to be amazingly successful. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
One of the most common mistakes that salespeople make focusing on their
product exclusively and neglect to talk about the customer. It's a
common mistake of both the greenest rookie to the most experienced
professional. While the product is important, focusing on the customer
is even more important. Participants will learn the key success
principles and processes needed to prepare a persuasive and
irresistible sales presentation. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
The advanced techniques in this powerful program continue where the
previous left off. The more deeply involved the customer becomes, the
more effective the presentation will be. In this session Dave focuses
on execution (delivering the presentation), and shows participants the
ten tips they have to know if they want to deliver powerful
presentations. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
One of the biggest challenges for salespeople today is time management.
With all the challenges they face there is nothing amazing about that.
What is amazing, is how many salespeople don't do it and don't know
where to begin. As outside salespeople, they face unique challenges
that other time management products just don't address. This program
will show participants how to prioritize their customers and prospects
and provide them with a clear system for achieving success. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
Imagine your salespeople being able to confidently turn any objection
into a commitment for action. This would not only have a massive impact
on your salespeople but your bottom line as well. This is exactly what
this program will show your salespeople. Dave gives them specific tools
they can use to turn any objection into a commitment for action and be
in total control of the entire process. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
Voice mail has become the scourge of Information Age salespeople. It
prevents them from achieving a necessary early step of the sales
process - making phone contact with a prospect or customer. There is
probably no new technology that has caused salespeople more frustration
than this. With this program, participants will examine some
strategies, principals and tools that teach specific techniques for
successfully dealing with this new obstacle. {Buy
it now or click
here for more information. Available in either VHS
or DVD format.}
|
How to Master
Sales Time & Territory Management
Our
rapidly changing economy is squeezing even the most stable
companies into becoming leaner and more productive. Add relentlessly
growing competition to that, and you have pressures which are forcing
individual salespeople to become more productive and more effective
than ever before. Successful salespeople in today's economy will gain
an edge on the competition by working smart and mastering the
productive use of their time. The number one issue for outside sales
people these days is making effective use of their time. These tapes
contain some of Dave's most powerful material, and will absolutely
transform your sales force. The tapes contain footage from one of
Dave's sales
seminars,
supplemented by additional studio-recorded material. This program is
designed for: Outside Salespeople, Sales Managers, VPs of Sales, and
CEOs who themselves sell or manage salespeople. This tape set is an
absolute must for every one of your salespeople if you are serious
about improving their performance. {Buy
it now or click
here for more information.} |
The Essential
Secrets of Building Positive Business Relationships
In
our highly competitive economy, the salesperson's relationship with
customers is growing in importance. The ability to create positive
relationships with your customers, not just one here or there but all
of your customers, provides a competitive edge. In fact, building
positive business relationships with customers is one of the most
important aspects of selling. {Buy
it now
or click here for more
information.} |
 Handling
Customer Objections
Learn
how to stop letting objections get in the way of your sales
success. Even the most experienced salesperson can get sweaty hands and
a thumping heart when it comes to dealing with a customer's objections.
It's the riskiest part of the sales process, the moment that many
salespeople fear the most. Many salespeople never adequately deal with
a customer's objections, preferring to ignore the subject all together.
{Buy
it now
or click here for
more information.} |
How to Make
Powerful & Persuasive Presentations
A
sales presentation should not be scripted. It seldom follows a
predictable path. Daily shifts in business needs and variations in
human nature make every presentation a walk on the wire without a net.
The salesman who makes it all the way to the sale is often the one with
the best presentation. This includes much more than just product
knowledge, and in this session we cover the full spectrum of what it
takes to succeed. {
Buy it now
or click here for
more information.} |
Secrets of Asking Good Sales
Questions
"Selling
isn't telling." In fact, it's more often the opposite. Great
salespeople ask questions more effectively than others. They know that
a good sales question is their single most powerful sales tool. Good
questions direct your customer's thinking. When you use a good
question, or a series of good questions, you penetrate your prospect's
mind and direct his/her thinking. There is something in human beings
that makes it almost impossible not to think of the answer when we are
asked a question. I'm not sure whether it's something genetic, or
whether we're conditioned from birth to always think of the answer to a
question. Here's an illustration. I'll ask you a question, but I want
you to not think of the answer. How old are you? If you're like most of
us, you thought of the answer, even after I indicated you shouldn't. {Buy
it now
or click here
for more information.} |
How to Easily Create Telephone
Call Openings that Stimulate Interest, and Avoid Resistance
by Art
Sobczak
I've
listened to thousands of sales and prospecting calls by phone, as
a trainer, manager, and coach, AND as a potential prospect of the
calling sales rep. And I can tell you w1ithout a doubt that most call
openings stink. (And, I admit, in my own early days as a green sales
rep, I've delivered my share of those horrible openings.) They create
resistance, not interest. They put the listener in a frame of mind
where they cinch up, put up the defenses, and begin thinking of ways to
get rid of the caller. The call has an adversarial tone. Maybe you know
the feeling. It's no wonder so many sales reps are reluctant to pick up
the phone--they get shot down in the first couple of seconds. AND
THEY'RE CREATING THE PROBLEM WITH WHAT THEY'RE SAYING!
{Buy
it Now! or click
here for more information.} |
JUST RELEASED!
Insights
and Answers for Distributor Salespeople
Real life solutions
to help distributor salespeople survive and thrive in a changing
economic environment.
The tool kit of the successful salesman is always open to new
additions. Many of these come in the form of questions to be answered -
answers given - lessons learned - obstacles overcome - and insights
gained from problems solved. This is a powerful and timely addition to
every sales tool kit that you can read from cover to cover - or use as
a daily reference tool for reviewing specific topics that fit your
needs for a particular customer or occasion. It's like putting Dave
Kahle's wisdom inside your head whenever you need it. The topics are
specific and right to the point - with questions and answers to
complete the learning and support cycle of this dynamic format.
{Buy
it now or click here
for more information.} |
The
Selling GameTM
The Selling GameTM
is an interactive game for a small group of salespeople. Salespeople
work in a small group, drawing cards which describe one of 150 real
selling situations. They role play a response. The group votes on the
best response, and that winner earns points. The game forces
salespeople to practice responses, discuss the pros and cons of every
response, and evaluate each person’s performance. The net result?
Everyone learns in a fun, interactive small group experience. And sales
managers can make this a two-hour part of every sales meeting.
{Buy
it now! ($99) or click
here for more information.} |
| Back to the top
Professional Certifications
|
SME Certified Professional
SalespersonTM
The
first program of its kind. Sales Certification by the DaCo Corporation
and Sales and Marketing Executives International.
a self-study program
empowers your sales people to achieve
higher levels of sales professionalism
renews your confidence in your sales team's
skills and professionalism
Participants receive three sets of materials, each followed by exams.
Each set includes step-by-step study guides for self-directed learning.
Successfully completing the program, passing the exams and meeting the
other qualifications results in SME Certified Professional Salesperson®
certificate.{Click here
for more information.}
|
SME
Certified Professional Salesperson - Distributor EmphasisTM
The only distribution specific program of its kind. Sales Certification
by the DaCo Corporation and Sales and Marketing Executives
International.
a self-study program
empowers your sales people to achieve
higher levels of sales professionalism
renews your confidence in your sales team's
skills and professionalism
Participants receive three sets of materials, each followed by exams.
Each set includes step-by-step study guides for self-directed learning.
Successfully completing the program, passing the exams and meeting the
other qualifications results in SME Certified Professional Salesperson
- Distributor Emphasis® certificate. {Click here
for more information.}
|
| Back to the top
Resources for Distributors
|
|
Our premier
training program for distributor sales people, available in an
individual, self-study version.
{Buy
it now or click here
for more information.}
|
How to Become a Master of Distribution
Sales
If distributor salespeople are going to be effective in the 21st
Century, they need to master these disciplines. Use this premium
program to teach them the skills to give them a competitive edge. May
also be used by individual salespeople as a stand-alone tool for
improved performance. {Buy
it now or click
here for more information.} |
 How
to Create a Win/Win Sales Compensation Plan
Creating
a new sales compensation plan can be one of the riskiest
initiatives you undertake. Yet most sales compensation plans are
outdated vestiges of days gone by. Don't take chances with this
important issue. Make use of this program to guide you through the
process, reduce your risks, and insure that you make the best
decisions. Let Dave show you how to create a win/win formula. Three
audio lessons, a 30 page reference manual, & a diskette with
spreadsheet templates. {Buy
it now or click
here for more information.} |
 How to Excel at Distributor
Sales
The
distributor salesperson's bible. Detailed, street smart strategies
designed to empower your salespeople with the skills they need to be
successful in the information age. The most popular sales book for
distributors ever written. {Buy it now or click here
for more information.}
|
 How
to Find, Interview, Select and Hire a Good Salesperson
Hiring
quality salespeople is one of the most challenging roles of the
sales manager's job. One miscalculated decision can cause far reaching
repercussions: poor sales numbers, ruined relationships and setbacks in
salesperson team morale.Take the risk out of your next sales hire. Four
audio tapes and a 65 page reference manual are included. {Buy
it now or click
here for more information.} |
 Leader's Guide
Use
this step-by-step training guide in conjunction with How To Become A Master of Distribution
Sales and How
To Excel at Distributor Sales
to facilitate your own training sessions. Choose between formats for 4,
6 or 10 small group sales training meetings. Each meeting is timed and
scripted to be extremely easy to use. {Buy
it now or click
here for more information.} |
Transforming Your Sales Force for the 21st Century
 Distribution companies, by
their nature, should be sales-oriented
companies. But, most distributors don't do sales very well. That's the
premise behind this new book. Written for sales managers and executives
in the distribution industry, the book provides a blue print for
executives to transform their sales forces into highly directable,
effective, focused performers. {Buy
it now for only $69! or click
here for more information.}
|
Pre-Hire &
Post-Hire Assessments for Sales Professionals
Why
go through the hassle of long, extensive interviews when you have
an assessment tool that can slice through the digging and prodding that
goes into "knowing" the applicant? Our Sales assessments offer a
sophisticated benchmark that can prevent many time-wasting interviews.
With our computerized pre-hire sales assessments, you'll take the
guesswork out of hiring a good salesperson and improve your chances of
making a profitable hire.
Pre-Hire Assessment available for:
- Inside Sales
- Sales Managers
- Customer Service Representatives
- Service Sales (Business-to-Business)
- Distributor Sales of Capital Equipment
- Distributor Sales of Consumable Products
- Manufacturers Selling through Distributors
{ Click
here for more information.} |
The Essential
Secrets of Building Positive Business Relationships
In
our highly competitive economy, the salesperson's relationship with
customers is growing in importance. The ability to create positive
relationships with your customers, not just one here or there but all
of your customers, provides a competitive edge. In fact, building
positive business relationships with customers is one of the most
important aspects of selling. {Buy
it now
or click here for more
information.} |
Handling
Customer Objections
Learn
how to stop letting objections get in the way of your sales
success. Even the most experienced salesperson can get sweaty hands and
a thumping heart when it comes to dealing with a customer's objections.
It's the riskiest part of the sales process, the moment that many
salespeople fear the most. Many salespeople never adequately deal with
a customer's objections, preferring to ignore the subject all together.
{Buy
it now
or click here for
more information.} |
How to Make
Powerful & Persuasive Presentations
A
sales presentation should not be scripted. It seldom follows a
predictable path. Daily shifts in business needs and variations in
human nature make every presentation a walk on the wire without a net.
The salesman who makes it all the way to the sale is often the one with
the best presentation. This includes much more than just product
knowledge, and in this session we cover the full spectrum of what it
takes to succeed. {
Buy it now
or click here for
more information.} |
Secrets of Asking Good Sales
Questions
"Selling
isn't telling." In fact, it's more often the opposite. Great
salespeople ask questions more effectively than others. They know that
a good sales question is their single most powerful sales tool. Good
questions direct your customer's thinking. When you use a good
question, or a series of good questions, you penetrate your prospect's
mind and direct his/her thinking. There is something in human beings
that makes it almost impossible not to think of the answer when we are
asked a question. I'm not sure whether it's something genetic, or
whether we're conditioned from birth to always think of the answer to a
question. Here's an illustration. I'll ask you a question, but I want
you to not think of the answer. How old are you? If you're like most of
us, you thought of the answer, even after I indicated you shouldn't. {Buy
it now
or click here
for more information.} |
How to Sell at Higher Prices Than
Your Competitors
by
Lawrence Steinmetz
Crush
Price Objections Into Oblivion! Finally! The answer to the one
problem that gives salespeople sleepless nights: How to sell against a
price-cutting competitor.Anyone can give products or services away by
cutting the competition's price. Selling occurs when your prices are
higher, but you are still able to close the deal. If you want to give
stuff away, get a job at the Welfare Department. If you want to learn
how to sell at a high price, read this book. It is about making money
by selling.
{Buy
it now or click
here for more information.} |
How to Easily Create Telephone
Call Openings that Stimulate Interest, and Avoid Resistance
by Art
Sobczak
I've
listened to thousands of sales and prospecting calls by phone, as
a trainer, manager, and coach, AND as a potential prospect of the
calling sales rep. And I can tell you without a doubt that most call
openings stink. (And, I admit, in my own early days as a green sales
rep, I've delivered my share of those horrible openings.) They create
resistance, not interest. They put the listener in a frame of mind
where they cinch up, put up the defenses, and begin thinking of ways to
get rid of the caller. The call has an adversarial tone. Maybe you know
the feeling. It's no wonder so many sales reps are reluctant to pick up
the phone--they get shot down in the first couple of seconds. AND
THEY'RE CREATING THE PROBLEM WITH WHAT THEY'RE SAYING!
{Buy
it Now! or click
here for more information.} |
|
The Ultimate Time Management Solution
for Salespeople
Addresses
the greatest challenge facing B2B salespeople today. Three one-hour
CDs, the Ten Secrets of Time Management for Salespeople book, and our
Sales Time Management Tool kit.
{Buy
it now
or click here for more
information.}
|
JUST RELEASED!
Insights
and Answers for Distributor Salespeople
Real life solutions
to help distributor salespeople survive and thrive in a changing
economic environment.
The tool kit of the successful salesman is always open to new
additions. Many of these come in the form of questions to be answered -
answers given - lessons learned - obstacles overcome - and insights
gained from problems solved. This is a powerful and timely addition to
every sales tool kit that you can read from cover to cover - or use as
a daily reference tool for reviewing specific topics that fit your
needs for a particular customer or occasion. It's like putting Dave
Kahle's wisdom inside your head whenever you need it. The topics are
specific and right to the point - with questions and answers to
complete the learning and support cycle of this dynamic format.
{Buy
it now or click here
for more information.}
|
The
Selling GameTM
The Selling GameTM
is an interactive game for a small group of salespeople. Salespeople
work in a small group, drawing cards which describe one of 150 real
selling situations. They role play a response. The group votes on the
best response, and that winner earns points. The game forces
salespeople to practice responses, discuss the pros and cons of every
response, and evaluate each person’s performance. The net result?
Everyone learns in a fun, interactive small group experience. And sales
managers can make this a two-hour part of every sales meeting.
{Buy
it now! ($99) or click
here for more information.} |
| Back to the top
Resources for
Developing Salespeople
|
How to Become a Master of Distribution
Sales
If distributor salespeople are going to be effective in the 21st
Century, they need to master these disciplines. Use this premium
program to teach them the skills to give them a competitive edge. May
also be used by individual salespeople as a stand-alone tool for
improved performance. {Buy
it now or click
here for more information.} |
How do you train new salespeople? It's all about to change. Dave
Kahle's new training kit, First Steps to Success in Outside Sales will:
reduce the time you spend with new salespeople, make them effective in
half the time, help them establish good habits before they have a
chance to develop bad ones.
{Buy
it now or click
here for more information.} |
How to Excel at Distributor
Sales
The
distributor salesperson's bible. Detailed, street smart strategies
designed to empower your salespeople with the skills they need to be
successful in the information age. The most popular sales book for
distributors ever written. {Buy it now or click here
for more information.}
|
How to Master
Sales Time & Territory Management
Our
rapidly changing economy is squeezing even the most stable
companies into becoming leaner and more productive. Add relentlessly
growing competition to that, and you have pressures which are forcing
individual salespeople to become more productive and more effective
than ever before. Successful salespeople in today's economy will gain
an edge on the competition by working smart and mastering the
productive use of their time. The number one issue for outside sales
people these days is making effective use of their time. These tapes
contain some of Dave's most powerful material, and will absolutely
transform your sales force. The tapes contain footage from one of
Dave's seminars, supplemented by additional studio-recorded material.
This program is designed for: Outside Salespeople, Sales Managers, VPs
of Sales, and CEOs who themselves sell or manage salespeople. This tape
set is an absolute must for every one of your salespeople if you are
serious about improving their performance. {Buy
it now or click
here for more information.} |
The primary strategy for handling objections is thorough preparation,
use this 30-page workbook to help you overcome even the most difficult
objections.
{Buy
it now (Printed Version $14.50) or click here for more
information.}
Also available as an ebook ~ Buy
it now in PDF format for only $6.99! |
Based on the concept of "critical thinking," this powerful book
provides salespeople with a comprehensive system
for using just the right thought-strategy for each circumstance.
{Buy
it now (Printed Version $25) or click
here for more information.}
|
Video Programs
for Small Groups
The
Up-a-Notch sales training system teaches participants new ways to
increase sales. Each video was developed as a comprehensive,
easy-to-use, easy-to-facilitate all inclusive training tool. Every
video comes with a facilitator's guide, customized note pads, a 25 to
30 minute video tape (or DVD) of each lesson, an
audio cassette
of each video, and 15 participants’ guides that contain application
exercises designed to help participants apply the concepts presented in
the video to their jobs.
How many sales are you losing because salespeople never ask the
customer to take action? The ability to successfully ask for and get
the order from prospects is a mark of the very best. Developing your
people with skills in asking for the order provides a number of
significant benefits: they'll gain the respect of your customers,
they'll become more valuable to your company, and they'll become more
cofident in themselves. {Buy
it now or click
here for more information. Available in either VHS
or DVD format.}
One of the largest, most important parts of today's sales and service
process is accomplished when salespeople understand the customer. A
strategically planned and executed question will give your people the
edge they need to master this technique. {Buy
it now or click
here for more information. Available in either VHS
or DVD format.}
That
phone is your customer's lifeline to your company. They're at one end,
you're at the other. In addition, the phone has always been one of the
most important tools for a salesperson or customer service rep. If you
are in a position where you regularly deal with customers, it is one of
your most important tools. This program shows participants how to
control the four essential techniques for telephone success. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
Would
you like your salespeople to develop long-term loyalty and
profitability in their accounts? There is no better way than to provide
your people with the necessary tools and techniques to move themselves
from "vendor" to "consultant." This program presents the concept of
becoming a consultant to the customers by knowing them better than
anyone else. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
The benefits of handling customers who are upset are enormous. You gain
the satisfaction of turning a negative situation into a positive one.
You learn some important things about human nature, and you become a
better communicator and a more effective ambassador for your company.
You become more competent at your job, and more confident in yourself. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
Being adept at dealing with different personalities is a mark of
professionalism and maturity. It is a must for optimizing success in
every customer contact. In this program, participants look at three
underlying principles of understanding personality differences. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
Gaining commitment is another one of those skills that is absolutely
essential for the success of any professional salesperson. It is
critical that they are confident with the use of this skill, or their
sales will reflect it. When it comes to this part of the sales process,
most salespeople fall far short of what could be accomplished. This
program shows participants how to overcome the obstacles that most
salespeople are faced with on a regular basis. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
Customer objections are part of almost every sales cycle. This program
shows participants how to effectively handle the most common and
difficult objections. They'll learn a process to effectively handle any
objection while protecting the relationship with the customer. By
learning to handle objections correctly, they will build a more solid
relationship and close more sales. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
The Information Age is here, and it has brought transformational
changes in the way that salespeople must go about their jobs if they
want to be successful. In the last five years, selling has become
unimaginably complex. Products are born and die within months.
Customers demand personalized attention. Service is critical to some,
while price is the key factor for others. And then there's the
Internet--how's a salesperson supposed to compete with that? This
program addresses these important issues, and shows participants how
they can adopt six different roles (a.k.a. "hats") for achieving
maximum results in the many different selling situations they may
encounter. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
It happens to all salespeople - the classic objection. How do you
effectively deal with the objection of price? In too many instances the
whole sales process comes to a dead stop. It does not have to be this
way. In this program Dave shows your salespeople strategic techniques
they can use to overcome the price objection and skyrocket their sales
to new heights. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
The skillfully asked question is the salesperson's single most
effective tool. Used correctly, it builds strong relationships, opens
opportunities, conveys competence, and closes the sale. Skillfully
asked questions mean the difference between sales success and failure.
This sales training program equips salespeople with the essential
selling tool - good sales questions. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
Becoming good at continuously growing, developing, and changing
yourself is the ultimate success competency for the Information Age.
Now it's easy for your salespeople to develop the skills to become a
master of self-directed learning. This exciting program presents
principles and tools to not only achieve this must have competency, but
they will also understand how mastering these principals will give them
the necessary skills for lifelong success. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
Most surveys of how salespeople spend their time indicate that the
average outside salesperson spends anywhere from 20% to 35% of their
working week actually meeting with customers. Imagine that. In an
entire week, only a fraction is actually spent doing what is needed to
increase profits. If you're going to be successful in our Information
Age economy, you need to spend time planning and preparing for that
essential part of your job. This program shows participants the "how
to's" of organizing their sales calls to be amazingly successful. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
One of the most common mistakes that salespeople make focusing on their
product exclusively and neglect to talk about the customer. It's a
common mistake of both the greenest rookie to the most experienced
professional. While the product is important, focusing on the customer
is even more important. Participants will learn the key success
principles and processes needed to prepare a persuasive and
irresistible sales presentation. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
The advanced techniques in this powerful program continue where the
previous left off. The more deeply involved the customer becomes, the
more effective the presentation will be. In this session Dave focuses
on execution (delivering the presentation), and shows participants the
ten tips they have to know if they want to deliver powerful
presentations. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
One of the biggest challenges for salespeople today is time management.
With all the challenges they face there is nothing amazing about that.
What is amazing, is how many salespeople don't do it and don't know
where to begin. As outside salespeople, they face unique challenges
that other time management products just don't address. This program
will show participants how to prioritize their customers and prospects
and provide them with a clear system for achieving success. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
Imagine your salespeople being able to confidently turn any objection
into a commitment for action. This would not only have a massive impact
on your salespeople but your bottom line as well. This is exactly what
this program will show your salespeople. Dave gives them specific tools
they can use to turn any objection into a commitment for action and be
in total control of the entire process. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
Customer objections are part of almost every sales cycle. It is
inevitable. Learning how to deal with them effectively will result in
more closed sales - guaranteed. This program shows participants how to
become prepared to effectively handle the most common and difficult
objections. They'll learn a unique process to effectively prepare for
any objection and gain some tools to overcome it. Never again will
objections always have to equal a lost sale. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
Voice mail has become the scourge of Information Age salespeople. It
prevents them from achieving a necessary early step of the sales
process - making phone contact with a prospect or customer. There is
probably no new technology that has caused salespeople more frustration
than this. With this program, participants will examine some
strategies, principals and tools that teach specific techniques for
successfully dealing with this new obstacle. {Buy
it now or click
here for more information. Available in either VHS or DVD format.}
|
In
our highly competitive economy, the salesperson's relationship with
customers is growing in importance. The ability to create positive
relationships with your customers, not just one here or there but all
of your customers, provides a competitive edge. In fact, building
positive business relationships with customers is one of the most
important aspects of selling.
{Buy
it now or click here
for more information.}
|
Learn
how to stop letting objections get in the way of your sales success.
Even the most experienced salesperson can get sweaty hands and a
thumping heart when it comes to dealing with a customer's objections.
It's the riskiest part of the sales process, the moment that many
salespeople fear the most. Many salespeople never adequately deal with
a customer's objections, preferring to ignore the subject all together.
{Buy
it now or click
here for more information.}
|
How
to Make Powerful & Persuasive Presentations
A
sales presentation should not be scripted. It seldom follows a
predictable path. Daily shifts in business needs and variations in
human nature make every presentation a walk on the wire without a net.
The salesman who makes it all the way to the sale is often the one with
the best presentation. This includes much more than just product
knowledge, and in this session we cover the full spectrum of what it
takes to succeed. {
Buy it now
or click here for
more information.} |
Secrets of Asking Good Sales
Questions
"Selling
isn't telling." In fact, it's more often the opposite. Great
salespeople ask questions more effectively than others. They know that
a good sales question is their single most powerful sales tool. Good
questions direct your customer's thinking. When you use a good
question, or a series of good questions, you penetrate your prospect's
mind and direct his/her thinking. There is something in human beings
that makes it almost impossible not to think of the answer when we are
asked a question. I'm not sure whether it's something genetic, or
whether we're conditioned from birth to always think of the answer to a
question. Here's an illustration. I'll ask you a question, but I want
you to not think of the answer. How old are you? If you're like most of
us, you thought of the answer, even after I indicated you shouldn't. {Buy
it now
or click here
for more information.} |
|
The Ultimate Time Management Solution
for Salespeople
Addresses
the greatest challenge facing B2B salespeople today. Three one-hour
CDs, the Ten Secrets of Time Management for Salespeople book, and our
Sales Time Management Tool kit.
{Buy
it now
or click here for more
information.}
|
How
to Sell at Higher Prices Than Your Competitors
by
Lawrence Steinmetz
Crush
Price Objections Into Oblivion! Finally! The answer to the one
problem that gives salespeople sleepless nights: How to sell against a
price-cutting competitor.Anyone can give products or services away by
cutting the competition's price. Selling occurs when your prices are
higher, but you are still able to close the deal. If you want to give
stuff away, get a job at the Welfare Department. If you want to learn
how to sell at a high price, read this book. It is about making money
by selling.
{Buy
it now or click
here for more information.} |
How to Easily Create Telephone Call Openings that
Stimulate Interest, and Avoid Resistance
by Art
Sobczak
I've
listened to thousands of sales and prospecting calls by phone, as
a trainer, manager, and coach, AND as a potential prospect of the
calling sales rep. And I can tell you without a doubt that most call
openings stink. (And, I admit, in my own early days as a green sales
rep, I've delivered my share of those horrible openings.) They create
resistance, not interest. They put the listener in a frame of mind
where they cinch up, put up the defenses, and begin thinking of ways to
get rid of the caller. The call has an adversarial tone. Maybe you know
the feeling. It's no wonder so many sales reps are reluctant to pick up
the phone--they get shot down in the first couple of seconds. AND
THEY'RE CREATING THE PROBLEM WITH WHAT THEY'RE SAYING!
{Buy
it Now! or click
here for more information.} |
JUST RELEASED!
Insights
and Answers for Distributor Salespeople
Real life solutions
to help distributor salespeople survive and thrive in a changing
economic environment.
The tool kit of the successful salesman is always open to new
additions. Many of these come in the form of questions to be answered -
answers given - lessons learned - obstacles overcome - and insights
gained from problems solved. This is a powerful and timely addition to
every sales tool kit that you can read from cover to cover - or use as
a daily reference tool for reviewing specific topics that fit your
needs for a particular customer or occasion. It's like putting Dave
Kahle's wisdom inside your head whenever you need it. The topics are
specific and right to the point - with questions and answers to
complete the learning and support cycle of this dynamic format.
{Buy
it now or click here
for more information.} |
The
Selling GameTM
The Selling GameTM
is an interactive game for a small group of salespeople. Salespeople
work in a small group, drawing cards which describe one of 150 real
selling situations. They role play a response. The group votes on the
best response, and that winner earns points. The game forces
salespeople to practice responses, discuss the pros and cons of every
response, and evaluate each person’s performance. The net result?
Everyone learns in a fun, interactive small group experience. And sales
managers can make this a two-hour part of every sales meeting.
{Buy
it now! ($99) or click
here for more information.} |
| Back to the top
Resources for Sales Management
|
How
to Create a Win/Win Sales Compensation Plan
Creating
a new sales compensation plan can be one of the riskiest
initiatives you undertake. Yet most sales compensation plans are
outdated vestiges of days gone by. Don't take chances with this
important issue. Make use of this program to guide you through the
process, reduce your risks, and insure that you make the best
decisions. Let Dave show you how to create a win/win formula. Three
audio lessons, a 30 page reference manual, & a diskette with
spreadsheet templates. {Buy
it now or click
here for more information.} |
How
to Find, Interview, Select and Hire a Good Salesperson
Hiring
quality salespeople is one of the most challenging roles of the
sales manager's job. One miscalculated decision can cause far reaching
repercussions: poor sales numbers, ruined relationships and setbacks in
salesperson team morale.Take the risk out of your next sales hire. Four
audio tapes and a 65 page reference manual are included. {Buy
it now or click
here for more information.} |
Transforming Your Sales Force for the 21st Century
Distribution companies, by
their nature, should be sales-oriented
companies. But, most distributors don't do sales very well. That's the
premise behind this new book. Written for sales managers and executives
in the distribution industry, the book provides a blue print for
executives to transform their sales forces into highly directable,
effective, focused performers. {Buy
it now for only $69! or click
here for more information.}
|
Pre-Hire &
Post-Hire Assessments for Sales Professionals
Why
go through the hassle of long, extensive interviews when you have
an assessment tool that can slice through the digging and prodding that
goes into "knowing" the applicant? Our Sales assessments offer a
sophisticated benchmark that can prevent many time-wasting interviews.
With this computerized pre-hire sales assessment, you'll take the
guesswork out of hiring a good salesperson and improve your chances of
making a profitable hire.
Pre-Hire Assessment available for:
- Inside Sales
- Sales Managers
- Customer Service Representatives
- Service Sales (Business-to-Business)
- Distributor Sales of Capital Equipment
- Distributor Sales of Consumable Products
- Manufacturers Selling through Distributors
{ Click
here for more information.} |
Dave Kahle Offers Free
Resources |
Success Bound by Randy
Gilbert