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.} |
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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.} |
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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 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.}
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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.}
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| 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.} |
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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.}
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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.}
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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 |
Success Bound by Randy Gilbert