Each program in this collection features concise, targeted learning modules (each around 10 minutes long) so you and your
team can quickly view the material and get back to selling.
FREE SHIPPING on all store items! Shipping for this product
outside of the U.S. & Canada may require additional cost. Call MDM at 1-888-742-5060 to order.
Sales training your team will actually use, enjoy and learn from
Research clearly shows what adult learners DON’T want – long, content-heavy training events. Adults just can’t
sit for extended periods absorbing training material. What do they want? Chunks. The research says you’ll get high engagement
and high knowledge retention if you structure training events in short segments that focus on ONE thing, not three, or four
or five.
That’s why the programs in this series are made up of short modules (each less than 10 minutes) that focus on a single
topic. Every module is:
-
Short – right around 10 minutes – so it’s easy to find time to view them again and again
-
Engaging and fluff-free.
-
Focused. They deliver a single “aha.” It could be something you’ve never heard. But it could also be something
you know but don’t always practice.
-
Perfect for both team and individual training sessions if you have a team of managers. Each module includes:
-
A concise desktop learning module - perfect for kicking off meetings
-
Handouts for following along and taking notes
-
A Meeting Leader’s Discussion Guide to help you direct meaningful follow up conversation and reinforce the message
-
A Summary Sheet participants can hang by their desks for quick review
-
And a Quiz (online and printable versions) to be sure your reps understood the message
High-Impact PROSPECTING for Sales Professionals
Successful prospecting comes down to mastering a series of behaviors that have proven time and time again to produce results.
Inexperienced sales people often fail miserably when developing new business because they don’t know these behaviors.
But even seasoned vets sometimes stop practicing the fundamentals. They gradually fall into bad habits – and then suddenly
realize their prospect pipeline is empty and they’re going to miss their sales goals.
That's exactly why we created High-Impact Prospecting for Sales Professionals. This program brings
you six individual rapid learning modules that launch automatically on any computer:
-
Cold Calling: Nail the First 20 Seconds and Engage the Prospect (9:24)
-
The Magic Question to Dis-Qualify Non-Buyers (8:54)
-
The Secret to Getting Past Gatekeepers (7:58)
-
Presentation Disasters: How to Head Them Off Before They Happen (10:07)
-
How to Unseat an Entrenched Competitor (9:18)
-
Connecting With Buyers: Sell More by Selling Less (9:16)
Negotiating & Closing for Sales Professionals
Order takers freeze up when buyers push back. Sales superstars EXPECT objections and are totally prepared. They know that
if a prospect is stalling, that doesn’t mean the sale’s dead – it just means they have to work harder to
find the snag. They know that if a customer is fighting for a lower price, it doesn’t mean they should cave and give
a discount. It just means they haven’t done a good enough job of clarifying their value proposition.
This NEW sales training program – Negotiating & Closing for Sales Professionals – is about making
sure your reps are fully prepared for every imaginable objection or negotiating tactic prospects throw at them. Simply put,
it's a toolkit of techniques to successfully navigate the negotiation and closing process.
The program includes five short modules (each less than 10 minutes) that focus on a single aspect of negotiating and closing:
-
Tough Negotiations: How to Stay in Control and Get What You Deserve (8:38)
-
A Proven Technique to Overcome ‘The Stall’ (8:41)
-
Price Objections: Four Secrets Prospects Will Never Tell You (7:29)
-
The Commodity Copout (8:06)
-
Managing Expectations with Unrealistic Customers (7:44)
Sales Management Essentials
All sales managers know that their reps must be dedicated to self-improvement. Success in sales is about staying razor sharp,
relentlessly seeking out techniques, insights and tools to gain an edge.
But GREAT sales managers know that they too need to hone their skills. Not just their selling skills, but their MANAGEMENT
skills. The challenge, of course, is that most professional development material requires a big time investment. But you have
little time for non-sales activity so training yourself always seems to fall to the bottom of your priority list.
That’s exactly why we created Sales Management Essentials. This idea-packed program delivers six rapid learning modules,
each between 6 and 11 minutes long, that busy sales managers can use to stay sharp on the sales leadership skills they need
to succeed.
The program includes:
-
Sales Leadership Credibility Part I: The ‘Confidence Base’ (9:52)
-
Sales Leadership Credibility Part II: The Fallibility Paradox (10:30)
-
Hiring Salespeople: How to Smoke Out Impostors (7:58)
-
Six Managerial Styles You Need to Lead Effectively (9:52)
-
Why 80% of Sales Training Doesn’t Stick (5:45)
-
Sales Compensation: How to Get and Keep Top Talent (11:24)
Add this product to your cart.
This product has been viewed 12 times.
