Bonus - Limited Time Offer! Buy both cds and/or downloads and receive “How to Ask Questions to Increase Your Sales” teleseminar on cd.

Today's successful salesperson is a consultant, counselor, in fact, partner, possessing a genuine desire to serve the customer. The Guaranteed Close™ Selling Seminar teaches the salesperson to be people-centered, not product-centered. We outline what is required to build a permanent, successful, professional sales career. Through our proven Track Selling System™, we convert your selling efforts into a science. We cover the 5 Buying Decisions and the 6 Buying Motives, which are important factors in every sale. Next, each of the 7 Steps to Successful Selling are discussed so your people learn a specific sales procedure that can use immediately.

Rapport building and qualifying are developed using specific types of questions. Active listening allows the customer to feel at ease while the necessary information is obtained. Once the reasoning behind each step is understood, the "Sales Plan" is discussed. The Sales Plan helps the salesperson to determine the objective of the call, the manner in which the customer will use the product or service, and the benefits the customer will receive.

The Track Dialogue™ is then introduced, which is both a model for planning and a self-evaluation tool. The Track Dialogue can be used in any sales situation to enable salespeople to put their presentations on “Track” by deciding how they can best help their customers on each call.

Your organization will benefit greatly by having common sales language and a proven blueprint for sales success. The program's balance of people skills and sales science will allow management to begin managing a process, not personalities. Your senior people will build on their experience, learning new and effective techniques for closing more sales and building long-term relationships with their clients. Your less experienced salespeople will benefit by learning a proven, organized selling procedure, and will avoid the usual hit-and-miss selling which hinders the effectiveness of most new salespeople.

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.
   

Roy Chitwood has been a leader his entire career: First in the insurance industry, and since 1976 as President of Max Sacks International (MSI), the firm that has been teaching sales professionals to sell more effectively since 1958.

Roy started selling in 1960, when he became an insurance agent in Los Angeles for Midland National Life Insurance Company. He quickly moved into positions as Branch Manager and District Manager, and then as Regional Manager for a companion company, Westland Life Insurance. He built his region from a one-room office into the top-producing territory in the company, with 28 branches throughout Southern California and Arizona.

Throughout his insurance career, Roy continued to make in-person sales calls, to keep in touch with the realities of day-to-day selling. Early on, he realized that proper training techniques were the key to building a strong sales organization. He devoted two years to designing a sales training program, and in the process developed many of the selling methods now taught by Max Sacks International.

Roy moved to MSI in 1976, when he acquired the firm. While retaining the vital aspects of the Sales Training Program which had helped thousands of corporate personnel since 1958, he found the program could be even more effective when enhanced by the skills and techniques he had refined in the insurance industry.

• "Thank you for a superb seminar. After racking our brains for topics that will be of interest to our membership, it is gratifying to hear the complimentary comments about your partnership in selling seminar that have come to us, unsolicited, all week...
  
  It is difficult to ask people in sales to give up an entire day out of the field. We always hope that they feel the investment is worth it. The feedback I have gotten tells me that we should have done your three-day seminar!"
  - Susan Jakubowski
  Executive Director
  Electronic Representatives Association
  Michigan Chapter
  
• “It is hard to believe that almost 25 years have passed since I personally attended your Track Selling course in L.A.. However, I do know that I have advanced from a regional manager back then, to my position as I retired this year of, Senior Executive Vice President of five divisions. I had the responsibility for over 4000 associates and $1.2 billion in revenue. I would add… that I have applied Track Selling methods in my sales activities and my communications to our people “every single day.”"
  -James L. McCarty
  James L. McCarty & Company
  Prior Lake, MN
  
• “I first went through Track Selling as an enrollment counselor in 2001. That training took me from closing at a 60% rate to a 92% closing rate. There is no place in Track Selling to lose a student if you follow the simple seven steps. This training that you presented to my enrollment team has increased their overall team closing percentage from a 50% closing ratio to 60% within 2.5 months.”
  - Kim Savich
  Director of Enrollment
  University of Phoenix, Brookfield, MN
  
• "Your profound understanding of the sales process enabled listeners to grasp what they were doing right - and wrong."
  - William Holl
  Group Vice President
  Coca-Cola Enterprises
  
• "Dynamic, insightful, provocative, and entertaining."
  - Mike Phillips
  VP Sales and Marketing
  Crownline Boats, Inc.
  
• "We've all been to presentations that pumped us up - and a few days later we couldn't remember what all the excitement had been about. The energy we get from Roy is based firmly on knowledge and insight. We can draw upon it forever."
  - Faye Pegg
  Sales Manager
  Canada Post Corporation
  
• "Outstanding!...Terrific!...Powerful!...Insightful! - and the comments continue to pour in about your presentation for the Greater Los Angeles Chapter of NSA. Roy, your professionalism provides an inspiring role model to new and experienced professional speakers alike."
  - Thomas K. Callister
  Program Chair
  National Speakers Association, Greater Los Angeles Chapter
  
• "What a great meeting! When you talk to a room full of salesmen about selling skills, you're talking life's blood. Did you notice no one fidgeted or doodled or walked around or even whispered? (I've seen meetings where they were so restless I wanted to smack their knuckles with a ruler!) They were hanging on your every word."
  - Leslee C. Myers
  Director
  Electronics Representatives Association
  Southern California Chapter
  
• "Your knowledge and understanding of salesmanship and your tremendous personal ability to articulate this knowledge in such an entertaining fashion made your presentation score the highest ratings at our conference."
  - Raymond J. Hall
  Executive Vice President and CEO
  Electronics Representatives Association
  
• "What a pleasure it was to have you address our Retail Service National Meeting. The comments have been overwhelmingly positive. The audience was impressed that you took the time to learn about our business and adapt your techniques to our needs. People walked away with renewed enthusiasm concerning their jobs."
  - Carol T. Polin
  Director, Retail Service
  Mattel Toys

• $49 per cd or download
• $85 for both cds or download
  (Bonus - Limited Time Offer! Buy both cds and/or downloads and receive “How to Ask Questions to Increase Your Sales” teleseminar on cd.)