CD Audio Series        

The Right Question (Audio CD) 

Based on the best selling book, this breakthrough approach will show you how to build long-term partnering relationships with your customer. Set yourself apart from the competition by using the advanced questioning, listening and selling skills to generate meaningful dialogue and uncover new opportunities that lead to sales.   

Advanced Closing Techniques (Audio CD) 

Learn how to take a non-user of your product or service to a user and advocate. This CD introduces intermediate to advanced closing skills to assist the listener to close on every contact. Apply over 6 tested advanced closing skills to gain commitment on every contact.  

Coaching the Coach (Audio CD) 

Many sales managers were great sales people who were promoted to sales manager without the managerial training they need. They had the sales training but did not have training on being a good coach. This audio is designed to give them the skills to be a collaborative coach and gain respect from their sales personnel. 

Listening to Understanding (Audio CD) 

Foundation listening skills to advanced communication skills are introduced durning this program. These skills show how to identify the spoken and unspoken word and the ability to hear what others can’t.  

Resolving Objections (Audio CD) 

Neutralizing is the unique concept presented in this topic that will show participants how to focus on the customer’s desired outcomes and strip away resistance. This easy multi-step process shows participants how to: neutralize and question to stabilize the relationship, manage and eliminate resistance.  

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Blended Learning Reinforcement Products (CD ROMs)

Our CD ROM reinforcement product provides a blended learning experience for the viewer. This product provides the learner with one or two 11-18 minute video reviews of key program content. Each review contains a professionally produced video with background graphics, PowerPoint slides and easy program access. Each review presents a comprehensive yet concise overview and reinforcement of key learning points. Each CD ROM contains a series of segment prompts that outline all of the program's topics. Charles Brennan, the author of the program content, narrates each review. This format gives the viewer a significant tool to increase their retention and application of the program material. Constant access to this product gives the viewer a resource to access on an ongoing basis to assist in making the program concepts a life long skill.

Available programs are:

Advanced Questioning Skills  (47 minutes)
2 set CD ROM

Presenting advanced questioning skills, participants will be able to uncover the customer’s real needs, gather key information, expand the discussion and build strong relationships.  

Listening to Understand- Advanced Listening Skills  (25 minutes)
Interactive instructional CD

Introducing the foundation to advanced listening skills, participants learn how to hear what others can’t. Identifying traits that are essential to effective listening, participants will be able to know the intent of the customer, stay focused and create an environment that is conducive to complete disclosure. 

Resolving Objections – How to get your price  (51 minutes)
Interactive instructional CD

Eliminate half the objections you receive and get the price you want. Learn how to: neutralize and manage objections, uncover key customer issues, achieve a position of strength and leverage to get your price, and obtain closure to move forward.  

Advanced Closing  (47 minutes)
Interactive instructional CD

The concepts presented in this program give participants a strategy and tactical plan to convert a non-user of their product or service to an advocate. Introducing advanced closing skills, participants get a road map on how to close, understand where the customer is on the buying continuum and gain realistic commitment throughout the sales process.