• Overcoming The Top 5 Objections
• 10 Ways to Get Past The Gatekeeper And/Or Get Your Calls Returned
• 11 Negotiating "Gambits" That Will Close More Sales
• How To Differentiate Yourself From Your Competition
• The Guaranteed Close Part I & Part II
• Selling To Big Companies
• Unspinning Your Competition's Propaganda 

Price: Only $199. Each cd usually sells for $65/cd, your price is $25/cd plus our upcoming sales professional teleseminar for free ($95 value). This includes a binder to keep all 8 cds and the notes to follow along with each teleseminar.

Get all 4 packages and save an additional $97 off!

• How to Avoid Price Quoting, RFPs, And Other Fatal Traps
• Overcoming Lower Priced Competition
• Conquer Your Goals
• Jumpstart Your New Product or Service
• Uncover And Defuse Objections 

Price: Only $199. Each cd usually sells for $65/cd, your price is $25/cd plus our upcoming sales professional teleseminar for free ($95 value). This includes a binder to keep all 5 cds and the notes to follow along with each teleseminar.

Get all 4 packages and save an additional $97 off!

• Time & Territory Management
• Asking Questions
• How To Create A Referral System
• What Do You Say After "Good Morning?"
• High Probability Closing  

Price: Only $199. Each cd usually sells for $65/cd, your price is $25/cd plus our upcoming sales professional teleseminar for free ($95 value). This includes a binder to keep all 5 cds and the notes to follow along with each teleseminar.

Get all 4 packages and save an additional $97 off!

• Add on Selling
• Breaking The Code: Voicemail Messages That Get Results
• Handling Common Cold Call Objections
• Creating Urgency
• Asking for The Sale

Price: Only $199. Each cd usually sells for $65/cd, your price is $25/cd plus our upcoming sales professional teleseminar for free ($95 value). This includes a binder to keep all 5 cds and the notes to follow along with each teleseminar.

Get all 4 packages and save an additional $97 off!

Sound Familiar?

1. Not interested
2. Already have someone
3. Just send me your literature
4. No time to talk now - call me next month
5. Your price is too high

“Objections are good because they are buying signals” - not necessarily.

Dr. DeGroot’s OBJECTION FREE SELLING strategies will teach you to sell without objections! Will you receive questions and concerns, sure? But, you don't have to get objections!

Not only will you learn what mistakes salespeople make that lead to objections, but Dr. DeGroot will also provide examples of how to respond to objections.

You will also learn:

• 10 “Buyer Beliefs,” that when missing, cause specific objections to occur.
• The “Buyer Belief” that’s missing by the objection you receive.
• Those “Buyer Beliefs” which are easy to get in place and those that are difficult.
• How to put each of the “Buyer Beliefs” in place to prevent the objection from entering the customer's mind.
• Strategies to preempt and to respond to objections that didn't get prevented.
• Specific ways to prevent, preempt, and respond to the top five objections.

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The gatekeepers are rested from the weekend. They have gotten their batteries re-fueled to keep you out! They know your tricks. They are paid to screen you out of the lives of their bosses and will earn their pay at all costs this week.

The question is: Are you prepared to handle them? Do you and your people have what it takes to get through that gatekeeper and speak to the person who can change your career? Even if you get through and get put into his/her voice mail, do you have guaranteed ways to get your message returned?

• If you could learn one sentence that would increase your call back ratio by 50%, what would that be worth to you in new opportunity this year?
• If you could learn techniques to get the gatekeeper on your side and make them actually look forward to your call, wouldn’t prospecting be a bit more bearable?
• If you could learn a simple technique that would almost guarantee that they would take your call every time, wouldn’t you spend an hour of your time to find out?

If you answered yes to the above questions, then this TeleSeminar is for you. In this TeleSeminar you will learn:

• 5 tips to get through the gatekeeper
• 5 tips to get people to return your call
• Key phrases to get your calls returned
• How to avoid being screened by voice mail
• Technique we use to get 65% of our calls returned
• Attitude + Skills + Activity = Success
• And much more!
  

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ROGER DAWSON: “Spend just one hour with me and I’ll turn you into a power negotiator.”

Below are the 11 "Negotiating Gambits" you will learn:

1. BUYERS ARE PLAYING THE NEGOTIATING GAME WITH YOU
   Buyers are better negotiators than they used to be. I’ll teach you how to improve your skills to match and exceed theirs.
   
2. SAYING YES TO THE FIRST OFFER TRIGGERS TWO THOUGHTS IN THE BUYERS MIND
   Don’t be too eager to close the sale. It triggers two thoughts in the buyer's mind that could cost you a lot of money.
   
3. FIVE REASONS WHY YOU SHOULD ASK FOR MORE THAN YOU EXPECT TO GET
   Henry Kissinger said, “Effectiveness at the bargaining table depends on your ability to overstate your initial demands.” I will cover the five reasons for doing this.
   
4. HOW TO USE BRACKETING TO GET THE BUYER TO SUGGEST THE PRICE WE WANT THEM TO SUGGEST
   Never throw prices at a buyer hoping that he will say Yes to one of them. Our objective is to get the buyer to ask for the price that we want him to ask for.
   
5. THE BIGGEST MISTAKE THAT BEGINNING NEGOTIATORS MAKE
   I’ll teach you the importance of Flinching when the buyer asks you for concessions.
   
6. LOOK OUT FOR THE RELUCTANT BUYER
   When I train buyers, here’s what I teach them. You need to know that it’s just a game that the buyer is playing with you.
   
7. A MAGIC EXPRESSION THAT COULD MAKE YOU RICH
   A simple expression that will get you concessions from buyers.
   
8. HOW TO PUT PRESSURE ON THE BUYER WITHOUT CONFRONTATION
   Use a vague higher authority enables you to put enormous pressure on the buyer without confrontation. I’ll show you how to use it and how to deal with the buyer who says they have to take your proposal to a committee.
   
9. HOW TO DEAL WITH GOOD GUY/BAD GUY
   Buyers use this to squeeze a better price out of you. I’ll teach you how to recognize it and how to deal with it.
   
10. THE NUMBER ONE PRESSURE POINT IN NEGOTIATIONS
    This one point will make you a more powerful negotiator.
    
11. HOW TO POSITION THE BUYER SO THAT HE WILL ACCEPT YOUR PROPOSAL
    Very often the buyer's ego is at stake. They want to accept your proposal but don’t want to feel that they lost to you. I’ll show you how to position the buyer for easy acceptance.

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Selling has never been as difficult and competitive in today’s business environment because:

• There is considerably more supply than demand.
• Executives have neither the time nor the patience for salespeople.
• Buyers are savvier
• Your competition claims to be faster, better, and cheaper

How do we successfully compete in today's marketplace?

Join Dave Stein, author of How Winners Sell, and learn the answers to these and other crucial questions:

• How can you differentiate yourself from your competition in today’s tough selling environment?
• How can you prevent buyers from treating what you sell as a commodity — so you can compete on something other than price?
• How can you build credibility with the people who make decisions?
• How can you grab competitive advantage through the value you personally bring to your customers?

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Outline: The Guaranteed Close TeleSeminar #1

• The Sales Profession is for Professionals
• 7 Deadly Sins of Selling
• 5 Buying Decisions and their Precise Order
• Buyer’s F.U.D.s (Fears, Uncertainties, Doubts)
• 7 Ways to Improve Your People Effectiveness
• Active Listening
• Building the Relationship
• The Track Selling System ™: 7 Steps to the Sale
• How to use the Track Selling System ™
• The Importance of Rapport and Qualification
• Professional Selling Questions
• How to Ask for the Order

Outline: The Guaranteed Close TeleSeminar #2

• Review of the Science of Selling
• The 6 Buying Motives
• The Sales Plan
• The Track Dialogue ™
• A New and Different Way of Handling Objections
• The Guaranteed Close ™
• The Communication Procedure
• Developing an Effective Personal Selling Philosophy
• The Importance of Goals
• Opportunity

As a result of these sessions, you will be able to:

1. Develop a proven, effective, scientific selling procedure that leaves nothing to chance. This technique helps you successfully close more sales without pressure.
2. Translate your specific product/service features into customer benefits, and to show you “how to” motivate your customers to buy from you.
3. Sell as a profession and demonstrate that success in selling today requires a well-trained, competent professional.
   

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It's never been tougher for salespeople to get their foot in the door of large corporations. Overworked decision makers are far too busy to meet with sellers who want to learn about their needs or share product information.

In today's market, salespeople need new strategies to capture the attention of prospective customers.

In this teleseminar, your salespeople will learn:

• Why traditional sales techniques actually hurt their chances of setting up meetings with corporate buyers.
• How to craft a strong value proposition that makes these decision makers want to learn more.
• How to leverage pre-call research to create powerful ideas of high interest to their targeted prospect.
• Why an account entry campaign is necessary and how to develop an effective one.
• How to differentiate themselves from all other sellers who are vying for the corporate decision-maker's time

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No matter how long you’ve sold, you’ve experienced a competitive company or salesperson that distorts the truth about your company and your product/service. Unfortunately, if you don’t combat the competition's tactics, you will probably lose a sale or even a customer.

In this Teleseminar, Dave Stein, author of the best-selling How Winners Sell, will teach you how to:

• Uncover what your competition is saying about you
• Counter your competitor’s accusations or attacks
• Differentiate yourself from the competition without disparaging them
• Trap the competition with their own propaganda
• Avoid damage to your position with a customer
• And more

As a result of this session, you’ll be able to look at information coming from your competitor in a new light. You will walk into a competitive situation being confident that you will be able to favorably distinguish your company and product/service without having to resort to unethical or low-ball tactics.

How often does a prospect contact you asking for a price quote on your product or service? Too often salespeople prematurely quote price for fear they will offend the prospect, or that they won’t be providing excellent customer service. s

Do you immediately complete every RFP (Request for Proposal) you receive hoping that if you provide the right answers you'll win? If you do, you have chosen to fight an uphill battle in order to win a sale which may have already been won by your competitor.

During this teleseminar Dave Stein, author of the best-selling book How Winners Sell, will explain how to develop strategies and tactics that will turn those traps into opportunities. You will learn how to save countless hours by not chasing down poorly qualified leads.

In addition, you will learn:

• The dangers of giving away price too early and how to respond to someone who asks
• How to determine if your prospect is just looking for the cheapest price
• Proven tactics that will get you access to the decision maker(s)
• Specific questions to ask that will get the information you need from your prospect
• How to know when to walk away from the business
• And more . . .

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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. Real selling occurs when your prices are higher, but you’re 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, attend this TeleSeminar! It’s about making money by selling.

Attendees will learn:

• Why successful business is a game of margins, not volume
• The truth about customers who purchase solely based on price
• The secret to determining your competitive edge
• Things buyers would like besides a low price
• How to face a competitor's price cuts
• How to identify under-pricing and over-pricing
• And more!

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"If you aim at nothing, you'll hit nothing."

Looking for an easier, more effective way to set and reach bigger, more rewarding goals? Has it ever been a struggle to reach your goals or stay focused during the process? Is it a challenge to identify the specific and measurable action steps to take or to even create a goal setting strategy at all? Has the process of setting your goals been more of a burden than a motivator for you?

Here's your opportunity to learn how you can set and achieve all of your goals. This program is for anyone who is looking to design a blueprint for greater success that will get you excited to start your day. Discover what you truly want and achieve your goals with the least amount of resistance, risk or error so you can create an extraordinary year!

After participating in this program, you will be able to:

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Is the success of your new product or service critical to meeting this year’s sales goals? If so, then don’t let your salespeople inadvertently sabotage their own sales efforts. Introducing new offerings to the market requires different thinking, strategizing, planning and on-call behaviors than you’d expect. And, believe it or not, your seller’s own excitement is what leads to their downfall.

This teleseminar is ideal for helping new sales reps get up-to-speed quickly too. After all, your standard products are new to them!

In this teleseminar, you will learn:

• How to avoid the most common launch mistakes – ones that actually create insurmountable obstacles and delay decisions.
• What’s really important about your new offering from the customer’s perspective.
• How to leverage the value proposition to get your foot in the door of prospective buyers.
• What you must do in client meetings to advance their sales efforts and generate decision momentum.
• How to neutralize your biggest competitor.

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The fact is, salespeople don't overcome objections, prospects do. The only person who can truly overcome an objection is the prospect. Instead of feeling as if you have to overcome every objection a prospect throws at you, create a new opening without having to close. Top salespeople actually listen the sale out of the prospect by asking the right questions. Selling is therefore the art of asking questions, listening openly and intentionally, and gaining information; not giving it.

This provides you with the edge over your competitors, enabling you to align your selling approach with the buyer's preferred buying strategy and communication style, instead of having to push or rely on generic selling and closing strategies that have lost their effectiveness in today's rapidly changing marketplace.

During this content rich workshop, Keith Rosen will show you how you can:

• Shorten your selling cycle by creating urgency and letting your customers do the selling for you.
• Stop reacting to objections and start preventing them before they become a threat to your selling efforts.
• Uncover and defuse the real objection rather than wasting your time trying to handle smokescreens.
• Create new and creative solutions you would never have noticed otherwise that propel your sale forward.
• Respond to objections or what the prospect says with a question to uncover the real reason that is preventing or stalling the sale, rather than a statement that defends your position and creates an adversarial posture between you and your prospect.
• Develop a unique competitive edge, since every other salesperson calling on your prospects are saying the same thing!

There are no 'do-overs' when it comes to selling. Salespeople can't afford to 'practice' on their prospects. After all, it's hard enough to connect with them. When you finally do, you want to be fully prepared and as effective as possible on the phone. Here's your opportunity to discover how to fine tune your current approach or build a new one from the ground up to ensure maximum impact during each conversation the first time around.

Volume I + Bonus TeleSeminar Price: $199	Order Now
Volume II + Bonus TeleSeminar Price: $199	Order Now
Volume III + Bonus TeleSeminar Price: $199	Order Now
Volume IV + Bonus TeleSeminar Price: $199	Order Now
All 4 Volumes + Bonus TeleSeminar Price: $699 (Save $97)	Order Now

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Time & Territory Management - presented by Bill Brooks

In this one-of-a-kind session you’ll learn:

• How to prioritize activities, prospects and customers
• The vital difference between being efficient and effective
• How to maximize travel and minimize stress
• The 3 questions to ask yourself before you ever undertake any sales activity
• The power of defeating the tyranny of urgency
• Mastering the sales time and territory management cube

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The only way to make the sale is to ask for it!! In this TeleSeminar, Bill Brooks reveals the magic in your questions and shows you how to "ask your way into the sale."

You'll discover how to ask:

• The right questions of the right people in the right ways, so that you get the right answers... So that you can present the right solutions!

You'll also learn:

• The 11 types of questions you should ask your prospect...and exactly when you should use each
• Why the selling isn't in the telling...it's in the asking
• The most overlooked concept in asking questions
• Why you should ask questions you already know the answer to
• How to formulate laser-target questions that trigger buying emotions
• How to position questions to work on your behalf
• More . . .

"The smartest salesperson is the one who knows what questions to ask and how to shut their mouth and listen"
-Bill Brooks

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Would you rather make a cold call or follow up with a qualified referral; that is, someone who has already expressed some level of interest in your product as a result of an endorsement from someone else?

Okay, so maybe this question can be classified as a rhetorical question. If you would rather build your business off referrals, is your sales funnel bursting with potential new business that you've generated through networking and by utilizing a referral program? If not, then you will certainly have the opportunity to make this a reality and experience it firsthand after implementing the strategies outlined in this 1 hour program.

Here's your chance to uncover and evaluate your current referral system so that you can identify the components you need that comprise and fuel your system in order to reach your goals.

While an ineffective referral program or poor sales tactics will cost you more business than you realize, during this content rich workshop, Keith Rosen will show you how you can:

• Become a networking guru.
• Build your referral engine.
• Recruit your referral team.
• Ask for referrals without getting tongue-tied.
• Attract a continuous flow of new business.
• Detach from the outcome of having to generate new business and just have fun.
• Develop an effective "Laser Introduction" that will generate interest and stimulate conversation.
• Tap into your circle of influence to enhance your referral team.
• Establish a referral agreement with your clients to make the process of asking for referrals less of an effort.
• More . .

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Not knowing how to deal with this issue is the most overlooked and misunderstood piece of the sales puzzle.

Join Bill Brooks as he teaches you tangible tools based on research from over 12,000 actual sales observations he has experienced in his career.

Based on research from over 12,000 actual sales observations you’ll learn, among other things:

• The myth of finding common ground and how it can destroy the sale
• The power of emotional agenda selling and how it sets the stage for the entire sale.
• How to understand and apply the power of the proven statements of intention and bonding statements.
• The one, single statement that could make sales happen automatically if you know how to use it.
• The myth that 99% of all salespeople believe and how it erodes sales immediately.
• How to transition from small talk to sales talk seamlessly and easily
• More . . .
  

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Closing doesn’t start at the end of the sale, but it starts the minute you set the appointment.

Do you close 74% of your prospects? If you're an average salesperson, the answer is definitely, "NO." Your closing ratio is about 17%.

In this teleseminar, Jacques Werth will demonstrate how graduates of High Probability Sales Training achieve closing ratios of 74% (average). If you want to sell successfully- without pain or anxiety- you want to learn more about High Probability Closing.

Learn to shift your focus! Stop trying to manipulate the prospect into buying. Start doing business with people by negotiating mutually acceptable agreements.

Learn:

• To qualify prospects that are likely to do business with you (High Probability Prospects).
• To identify and avoid Low Probability Prospects.
• To reduce and even eliminate sales resistance by creating relationships of mutual trust and respect.
• To acquire mutual commitments throughout the sales process.
• To close without pressure or anxiety.
• To avoid and eliminate “I need to think it over”!

High Probability Closing is not an event. It’s an integral part of the entire sales process. We define "closing" as Mutual Commitment. Therefore, we request the prospect’s commitment at every step of the sales process, and we make corresponding commitments. We close throughout the entire sales process – typically between 25 and 45 times.

Volume I + Bonus TeleSeminar Price: $199	Order Now
Volume II + Bonus TeleSeminar Price: $199	Order Now
Volume III + Bonus TeleSeminar Price: $199	Order Now
Volume IV + Bonus TeleSeminar Price: $199	Order Now
All 4 Volumes + Bonus TeleSeminar Price: $699 (Save $97)	Order Now

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If you’re looking for a way to leverage and squeeze every ounce of sales opportunity from your sales calls, then Add On Selling is the workshop for you!

When your prospects are in a buying mode it is much easier to sell them maintenance/service programs, additional features, or additional products/services.

Add On Selling is ideal not only for your sales team, but also for your customer service representatives who are looking to be more proactive on every single call profitable.

By using a simple but extremely effective 4-Step Selling Process you can take virtually any call and develop an opportunity. Every skill, every tip, every technique and every strategy has been “tried, tested and proven” in sales and customer service departments throughout North America. Easy to learn and easy to use, Add On Selling is a powerful course that will increase sales and customer retention.

You will learn:

• How to professional and respectfully cross sell
• How up sell on quantity or quality
• How to convert more inquiries into sales
• How to gather good, solid referrals
• How to gather market intelligence
• How to convert a cancellation into a sale
• How to sell to an irate customer
• Much more . . .

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I was talking with Rob, a neighbor who is has been selling for over 20 years. I asked him what he does when he gets a prospects voice mail. "I hang up", he said. "I never know what to say and they never call back anyway."

Too bad!

We know from our studies that voice mail may be your only way to reach your important contacts. We also know that good voice mail messages get results.

You know buyers who never answer their phones. . . They screen everyone through voice mail and you just can't get through.

One of my clients asked a buyer to address his sales team at their national sales meeting. I was there to hear him say, "I never answer my business phone. I let every call go to voice mail all day. Once a day, I quickly review the calls and delete most of them. The ones that get called back are the ones that have learned the secret to using voice mail effectively." Then he said, "Once you get a call back from me, you get my cell number. That's your ticket to bypassing voice mail."

Here is what you know for sure:

• People need what you are offering.
• People are too busy to talk with you.
• Those same people will stop what they are doing and call you back when they hear the right message.

I have spent my entire career developing better sales techniques and helping others learn to use them. As the old saying goes, "Nothing happens until something is sold". And nothing can be sold until the buyer hears the right message.

Learn how to:

• Develop a formula for simple voice mail messages that work.
• Cause the people who need what you are offering to call you back.
• Use this process equally with products and/or services, high-end and/or low-end offerings.
• Develop a message that is not deceitful, deceptive, or "canned".
• Much more . . .