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60 Minutes of "HowTo" Video Clips!

s Benefits s Benefits

Learn what it takes to the order! One hour of video showing actual s calls that demonstrate the right and wrong way to sell   Key s advice from finding likely prospects identifying interests proposing options closing the and always keeping the end in mind


About the Author

Deaver Brown c of ounded the Umbroller stroller company American Power APCC and Simply Media He published Entrepreneurs Guide with Macmillan in hardc Ballantine in mass market paperback   He published a business series of ’s with Macmillan and another series with Simply Media Brown graduated from Harvard College and Harvard Business - Business School He has published numerous articles in trade journals and business magazines

s Benefits s Benefits

• How to the order
• s Benefits s "real life" good and bad examples which demonstrate the right and wrong way to sell
• Complete hour of video showing actual s calls
• A 32page printable book on s Benefits
• Easy to use interface

Categories

• Part 1Fun damentals
• Part 2 Benefits Set
• Part 3 Why People Won’t Work on ir Selling Benefits
• Part 4 More on Specific Benefits & Knowledge
• Part 5 Define Your Selling Proposition by What Your Company Does Not Do
• Part 6 Personality Traits Nice Firm Listen Give ‘em What y Want!
• Part 7 Learn Your Craft
• Part 8 Strategy & Tactics of Selling
• Part 9 Mechanics of Selling
• Part 10 Hiring s People?
• Part 11 s & Order Department
• Part 12 Reference s Benefits
• Part 13 Further Readings
• Appendix A Umbroller Stroller Case at Harvard Business - Business School
• Appendix B Basic Presentation Format
• Appendix C Cross River Umbroller Catalog
• Appendix D List of Clickable Video Clips
• Opening Your Mind so the Opportunities Can Flow In
• The Skill Set Know Your Deal
• Know What You are—and What You are Not
• Personality & Presencemission critical
  • Wrong Way s Person Doesn’t Get It
  • Right Way s Person Listens and Gives ‘em What y Want
• Learn Your Craft
  • Wrong Way s Person has 2 mouths and 1 ear
  • Right Way s Person Listens Responds Gets the Order
• Analyze the Situation Service
  • Wrong Way Research Not Done; Not Listening; Arguing
  • Right Way s Person listens responds Closes
• The Volvo Higher Income StatusDiscretionary Income
  • Wrong Way
  • Right Way
• The Chevy Mode rate Income No Status issues Basic Income
  • Wrong Way
  • Right Way
• Hiring s People

s Benefits s Benefits Sales Skills Requirements

• Microsoft: windows 95 98 2000 XP
• Pentium For Processor
• 16 MB of RAM
• 15MB free hard drive space
• CD Rom Drive
• Sound Card and Speakers _ Speakers for your
• 800x600 resolution 16bit colors