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Content

Sales and Marketing


Sales and Marketing



DOMINATE YOUR MARKET

With Grant Cardone

How to Gain the Attention You Need to Succeed in Any Economy

  • Pump up your attitude to gain massive attention
  • Eliminate common objections, including price
  • Uncover key characteristics of the highly successful
  • Keep yourself positively focused on big goals & dreams
  • Control the content that is coming into your life

  • The ability to sell others is as critical to your success as food, water and oxygen is to life. Every person on this planet is required to sell their ideas in order to advance themselves and achieve their goals. To do it well requires gaining the attention of others. In this high-energy, captivating program, legendary speaker/trainer Grant Cardone will teach you how to gain more attention, pump up your attitude, expand your goals, overcome objections and sell more effectively than ever before. You'll walk away from this seminar with a new, bolder approach towards success and the motivation you'll need to bring your big new goals into reality. It's time to stop competing and start dominating your market.


    DVD / 60 minutes

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    BODY LANGUAGE IN BUSINESS

    By Richard Mulvey

    20,000 years ago business was a lot simpler; a man could exchange a clay pot for a leg of panther with simple nods and grunts. Business today is a lot harder but we are still using the same gestures and they remain a truer reflection of our feelings than the words we use. In this work on body language in business we explore the gestures we all use everyday and describe their meanings. We focus on how to understand your customers, how to pick out a lie, how to manage an interview or your boss and many other business situations.

  • Know exactly when to Close that Sale.
  • Read the Mind of your Negotiating Opponent
  • Create the Right Impression with your Customers ... Everytime
  • Learn about Body Language in Courtship
  • Defuse Problem Situations
  • Always Identify a Lie

  • Learn how to read minds, defuse problem situations, create an impact, improve your negotiation skills and know exactly when to close that sale. Is that salesman lying to you? Does your secretary really enjoy your company or is she just after a pay rise? These and many more questions are answered in "The Business Guide to Body Language". This presentation is as entertaining as it is informative and shows how an understanding of Body Language can give you an unfair advantage in all human interaction


    DVD / 60 minutes

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    CAPTURE YOUR MARKET

    With Libby Gill

    Branding Strategies That Keep You in the Heads and Hearts of Your Customers

    How important is your brand? According to industry experts, it's one the key determinants of how successful your company will be, how much repeat business you'll get, and how likely people are to refer others to you. In this practical business-building seminar, branding expert Libby Gill shows you how to create a compelling brand that sticks. Through powerful examples and real-world stories, you'll learn how to clarify your message, create more trust, compete more effectively, deliver on your brand promise, and much more. The fact is, if you don't create your own brand, the marketplace will assign one to you, and that could be detrimental to your success. Discover these truths and you'll be well on your way to creating a brand that will be remembered.


    DVD / 54 minutes

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    DELIVERING EXCEPTIONAL CUSTOMER SERVICE

    By Richard Mulvey

    Attracting your new customers is only half the battle, for your business to grow this year you need them to come back over and over again. By developing high levels of customer service you will encourage your casual customers to become regulars but having satisfied customers is just not enough and in this work Richard explores the techniques needed to generate "Raving Fans".

  • Turn your satisfied customers into "Raving Fans"
  • Convert "Just Looking" to "Just Buying"
  • Find out how to create just the right "First Impression"
  • Discover how complaints can be positive if managed professionally
  • Make sure your customers always come back for more
  • Help your team develop a passion for your customers

  • How many customers do you lose to bad service each year? Ten? One hundred? One thousand? You will probably never know but every customer lost will cost you hundreds or even thousands of rand in their "life time value". It is never too late to offer exceptional customer service and in this work Richard outlines a step by step process that will help your team keep your customers for ever.


    DVD / 65 minutes

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    DOUBLE UP

    Double your targets and double your results. In this DVD Richard explains how it is possible to double your results without working any harder.

    "Double-Up" Is a programme that will show your sales team how they can produce twice the results without working twice as hard. By using simple techniques mastered by top sales people I will demonstrate what is possible and nobody will leave the session without believing they can do it.

    Topics
    "Double-Up" your prospects
    Set personal and company targets that have "Pizzazz"
    Use 21st Century tools to grow your business
    Work your goals
    Develop expert status.
    Motivate the team to really believe


    DVD

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    GETTING NEW CUSTOMERS / KEEPING THEM FOREVER

    By Richard Mulvey

    If you are going to grow your business this year you will need to be more creative in the way you attract new customers. In this work we discuss the traditional methods of attracting new customers and explore some more creative ways to dramatically grow your business. Once you have attracted customers to your business it is important to keep them and in this work we also explore simple but effective ways to hang on to your customers and keep them coming back over and over again.

  • Understand how Customer Relationship Management (CRM) works
  • Find new customers before your competitors do
  • Discover new ways to attract Customers to your business
  • Turn cold calling into warm calling
  • Double your potential customers in one month
  • Convert casual customers into permanent customers

  • In today's economic climate successful companies know the importance of a successful sales team. Customers are fewer and harder to find and while your competitors are snapping at their heels trying to take them away from you, using the same old techniques will not be enough to stem the tide. There are no shortage of opportunities however and in this work we explore some new ideas that will help you develop your customer base and keep them for ever.


    DVD / 77 minutes

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    HANDLING OBJECTIONS / CLOSING THE SALE

    By Richard Mulvey

    Managing objections and the close are the most important parts of the sale but are so often handled badly. We are not good at closing the sale. In a recent study undertaken by a local security company, salespeople ask for the business in only 34% of the time and this is not unusual. In this work we make the close simple but very effective, and take the lid off all those difficult objections.

  • Learn when to Close and when not to Close
  • Find out how Closing can be fun
  • Learn four steps to Closing any Sale
  • Discover the different types of objection and how to handle them
  • Objections are opportunities, find out how to look forward to them

  • How often do your sales people do all the hard work then forget to ask for the business? How often is a sale lost because an objection is badly handled? In this seminar for sales people at all levels we analyse objections and the close and discuss a few simple rules that will make a big difference to your strike rate.


    DVD / 58 minutes

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    MARKET-LEADER MINDSET

    With Gaurav Bhalla

    5 Winning Strategies for Staying Ahead of the Competition

    Many companies desire market leadership. With it comes higher sales, profitability, and greater customer loyalty. Despite the attractiveness of the rewards, few companies have a systematic plan for cultivating a market-leader mindset and staying ahead of competition. In this program, Dr. Bhalla reveals 5 essential strategies - Customer-first thinking, Innovation, Collaboration, Cognitive diversity, and Flexible thinking - that enable companies to begin and sustain their march toward market leadership. This is a battle-tested framework that is based on cutting edge thinking and practice, which produces results for companies in all market environments, countries, and cultures. What's more, this framework strengthens the bond between the company and it's employees and customers.


    DVD / 93 minutes

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    NEGOTIATE A BETTER DEAL

    By Richard Mulvey

    Whether you are negotiating a multi-million rand deal or negotiating with your children to keep their room tidy, we all negotiate every day of our lives. The most modern principles for any negations are the same and in this video we look at vital techniques to help you negotiate winning deals every time.

  • For Buyers wanting a better deal
  • For Employers in negotiation with the union
  • For Employees wanting improved conditions
  • For Managers trying to get the job done
  • And for You every day of your life

  • Whether you are securing a multi-million rand deal or trying to get a salary increase, negotiation is part of our lives and an understanding of the skills involved will go a long way to help you get what you want, when you want it. In this presentation you will learn the art of negotiation and 5 key principles that will guarantee negotiation successes. Richard Mulvey is the author of the highly successful book "62 Ways to Negotiate a Better Deal" and in this work he will give your team practical examples of how the skills work.


    DVD / 65 minutes

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    PRESENTING FOR PROFIT

    By Richard Mulvey

    Presenting your ideas or products to audiences large or small is something we all have to do from time to time, but statistics show that most of us hate it! This work will help you develop your presentation skills and reduce stage fright to a minimum.


    DVD / 72 minutes

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    SELLING FACE TO FACE

    By Richard Mulvey

    Selling is all about understanding your customer's problem and providing just the right solution. It is no longer enough to simply uncover customer's needs however; you have to go beyond Need to Wants and finally Desires if you are going to beat your competitors to the finishing post. In this work we look at the process of managing a customer meeting from start to finish . Creating the right impression, uncovering his needs and the emotional reasons he will buy, right through to the close.

  • Learn how to get Face to Face more often
  • Understand the Psychology behind buying decisions
  • Develop your listening skills
  • Control the conversation using just the right questions
  • Understand the difference between Needs, Wants & Desires
  • Discover the right time to close


  • DVD / 59 minutes

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    SELLING FOR THE SMALL BUSINESS ENTREPRENEUR

    In this 4 DVD set Richard will take you through the process of selling. Starting with identifying new prospects to the close and beyond Richard will help you to understand how sales operas and how to grow your business. There are 16 modules in this set and the total video time is 6 hours.

    The challenge for entrepreneurs and small business owners is that they often have the essential skills to do the work, but fail in the very essential skills of selling their work.

    This training just about selling.

    1 - What is Selling?
    At the beginning we discovered that selling is not about shifting product but about keeping customers coming back over and over again.

    2 - Life Time Value
    We have to treat our customers for their Life Time Value and then they become life time customers and encourage their friends to do the same.

    3 - Cold Calling
    Convert Cold Calling to Warm Calling by finding out as much information as you can in advance of the call.

    4 - Referrals & Networking
    Referrals are the best way to grow your business. Don't wait for referrals to come to you, ask for them.

    5 - Social Media
    Selling is all about forming relationships and so is social media.

    6 - Keeping Customers
    Once you have a new customer you keep them by making close personal friends with them

    7 - Creating the right impression
    You have just 4 minutes at the beginning of a meeting to create the right impression. Make sure you make them count.

    8 - Body Language 1
    Your Body Language is talking for you all the time, make sure it is saying the right things.

    9 - Body Language 2
    Remember ESP!
    E = Get Eye Contact. S = Smile. P = Show the palms of your hands.

    10 - Features Needs & Benefits
    In selling we never sell features, we only sell benefits. A benefit is a feature that the customer needs.

    11 - The Sales Conversation
    The point of the sales conversation is to uncover the customer's needs. To do that we use Open Questions. Once we have uncovered the need we will confirm the need using a closed question and then give the customer confidence that we can fix his problem with a support statement. Finally we will offer our benefit and get agreement that our solution has solved his problem.

    12 - Buying Decisions
    Buying decisions are always made emotionally

    13 - Price
    Price is never the first thing the customer thinks about. If the product or service does not work for the customer, it doesn't matter how cheap it is. The customer cares about value, not price.

    14 - Quotations vs. Proposals
    Focus on your customer's problem and your solution rather than simply selling what you have.

    15 - Closing the Sale
    Always ask for the business. If you don't close you are working for the opposition.

    16 - Summary


    4 DVDs / 360 minutes

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    SELLING OVER THE TELEPHONE

    By Richard Mulvey

    We all use the telephone but how many of us learn to use it efficiently? In this work Richard describes the principles involved in selling your product or service over the telephone, as well as a useful script for making an appointment, techniques to get past the "Gatekeeper", and other ways to use the telephone to help you to close more sales and grow your customer base.

  • Close more sales on the Phone
  • Learn how to make appointments over the Phone
  • Discover how telephone etiquette can improve your strike rate
  • Professionally handle all objections over the Phone
  • Find out how to design scripts that really work
  • Become your company's star telesales specialist

  • We all use the telephone. Even my eight year old can call her friends and make arrangements to visit.(hopefully with parental approval). But how many of us learn to use the telephone efficiently? In this work we describe the principles of selling over the telephone, helping your team to close more sales and grow your customer base.


    DVD / 67 minutes

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    SELLING QUALITY AT YOUR HIGHER PRICE

    By Richard Mulvey

    It is easier to sell the higher priced product but few sales people understand this principle. Price is not the only issue as far as your customers are concerned, value is what matters and in this work we discuss how to get your quality message across to your customers so that you can achieve your premium price

  • Learn how to avoid Price as the major issue in the Sale
  • Discover why it is easier to sell the Higher priced product
  • Increase your strike rate and your Profit Margin
  • Find out how to get across your Quality message

  • Far too often our sales teams see price as the only issue. This is a mistake that can get in the way of developing new profitable opportunities. In this work we will discuss how to get past price barriers, handle price objections, and close more, higher priced sales.


    DVD / 69 minutes

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    SELLING THE DREAM

    By Richard Mulvey

    Customers don't buy products, or even solutions, customers buy dreams. Your customers are dreaming about a better future through buying your products or services. In this work Richard outlines the process of creating and selling the dream that the customer wants to buy.


    DVD / 69 minutes

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    YOU'VE ONLY GOT 4 MINUTES

    By Richard Mulvey

    90% of the impression you make is created in the first four minutes of meeting people. In this training program you will find 5 simple rules that will help you manage those four vital minutes and create whatever impression you want to create.

  • Learn to create the right impression every time
  • Turn every meeting to your advantage
  • Discover how to impress everyone you meet
  • Find out how to manage your own body language


  • DVD / 55 minutes

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    EVENT MARKETING

    Explains that "event marketing" includes both the marketing of an event and marketing with an event. Covers social entertainment events such as fairs, festivals, cause-related, and street events. Also covers business events such as trade shows, seminars and expos. In addition to numerous local events, the program includes the large regional events of the Calgary Stampede, Bele Chere Festival, Mountain State Fair and the Southeast Franchising Expo.

    DVD / 2010 / 20 minutes

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    INTRODUCTION TO MARKETING

    Defines an effective macro-marketing system as the "delivery of a standard of living." Discusses how marketing strategy includes a written marketing plan with target market identification and a related marketing mix to satisfy potential customers. Features examples and interviews from both consumer and business/organizational markets. Suggests an Internet presence can be a marketing tool for nearly all organizations. Uses an eBay auction to demonstrate the interaction of supply & demand to determine "market price." An excellent DVD for in introductory marketing course or for a marketing section in any business course.

    DVD / 2008 / 19 minutes

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    MARKETING STRATEGY FOR SMALL BUSINESS

    Discusses the importance for small businesses to have a marketing plan and a marketing strategy to implement that plan. Covers the marketing concept of customer satisfaction and profit maximization. Suggests how to identify target markets and meet their needs with a proper marketing mix. Features several small businesses including manufacturers, retailers and service providers. Excellent for any course in entrepreneurship, small business management, or marketing.

    DVD / 2008 / 24 minutes

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    MARKETING IN THE DIGITAL AGE

    Featuring: Peapod.com

    Peapod is an online service where customers can order groceries and have them delivered straight to their door. While Peapod sells groceries, what they are really selling is time -time they save customers. One of the most important things to Peapod is the relationship between marketing and IT, a relationship which allows both departments to work together and reach goals. As a result, Peapod can customize the messages they send to their customers to make sure all of their touch points are designed just the way they want them to be.


    DVD / 2007 / (Grades 9-12, College, Adult) / 12 minutes

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    MARKETING STRATEGIES (FEATURING BP)

    The story of the new BP began in 1998 when British Petroleum announced its merger with American based Amoco. Over three years the company went through a dramatic change. The company, now called BP, is the result of the merging of nine companies. As a result of these acquisitions, BP had accomplished the first phase of its new global retail strategy. It had acquired the largest European, Asian and American gas stations. Now it began the transformation from gas station to convenience stores, BP Connect.

    DVD / 2007 / (Grades 9-12, College, Adult) / 12 minutes

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    BMW: WORLD CLASS CARS, WORLD CLASS SERVICE

    The Levin family has sold new and used cars in Chicago and Northwest Indiana for the past 55 years. In 1981, they began selling BMWs, and since 2001, they've sold that brand exclusively. The Levin philosophy is not just to satisfy customers, but to exceed the expectations of customers when satisfying them - to do everything above and beyond expectations to make sure the customer is happy.

    DVD / 2005 / (Grades 9-12, College, Adult) / 12 minutes

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    MARKETING NONPROFIT ORGANIZATIONS IN TODAY'S ECONOMY

    The proliferation of nonprofit organizations coupled with a rapidly changing economy has resulted in fierce competition among these organizations to develop beneficial exchange relationships with clients. Aggressive marketing strategies have resulted in both positive outcomes like "partnering" and negative outcomes like "chugging." Focuses on marketing issues, problems, and strategies facing nonprofit organizations. Special emphasis is placed on charitable organizations.

    DVD / 2005 / 24 minutes

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    STREET SMART SALES AND MARKETING

    With Jeff Slutsky

    Outside the Box Thinking for Big Results

    In a world of rapid-fire advertising and marketing, people are on guard. The same tactics no longer work. We need to get more creative and clever in our sales and marketing efforts. In this fast-paced, entertaining, and idea-loaded program, youˇ¦ll learn dozens of innovative tactics for outsmarting your competition, prospecting, trust building, handling objections, and much more. Youˇ¦ll hear captivating stories loaded with insights, ideas, and humor. Plus, you will also be reminded of some of the most important sales basics that many of us tend to forget. If you are ready to rethink your thinking about sales and marketing, this seminar will give you the tools, strategies, and insights you need, with an entertaining twist.


    DVD / 2005 / 105 minutes

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    NONVERBAL COMMUNICATION IN A GLOBAL MARKETPLACE

    Most studies have demonstrated that students have little understanding of the importance of nonverbal communication. This deficiency is particularly acute in the international arena. The focus of this program is twofold. First, to introduce the student to the mechanics of nonverbally communicating through gestures, proxemics and other techniques. Second, to expose the student to the vast array of interpretations of smilar techniques throughout the global marketplace.

    DVD / 2004 / 24 minutes

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    BP: CREATING A GLOBAL BRAND

    After completing a $120-billion acquisition program involving eight companies from around the world, British Petroleum launched a global campaign to 'rebound' itself and the eight acquired companies to a new identity...'BP'. The marketing strategy and global advertising program is explained by the V.P. Global Brands, Michel Van Eesbeek, Shot on location in London, England, with footage from BP operations worldwide.

    DVD / 2003 / (Grades 9-12, College, Adult) / Approx. 13 minutes

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    ADVERTISING AND MARKETING ON THE INTERNET

    Is the Internet "Marketing Heaven" or just an overrated marketing tool? Is it just another medium or does it provide a unique opportunity for advertisers? Focuses on the use and appropriateness of marketing & advertising on the Internet. Special topics include target audiences, structural considerations, efficiency, closure and critical issue in Web-page design.

    DVD / 2001 / 26 minutes

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    THAT'S MARKETING! UNDERSTANDING CONSUMER BEHAVIOR

    What is marketing and what tools does it use? Learn about segmentation, market research, branding, packaging, variable pricing, and positioning. This video is for students of marketing AND for consumer education classes.

    Learn:
  • Most people think restaurants are in the food business. NOT a marketer.
  • Women's clothing does not come in standardized sizes. What does this have to do with marketing?
  • Understand marketing by looking at everyday items such as milk, cola drinks, blue jeans, and breakfast cereals.
  • Learn why ads for prescription drugs flood the airwaves.
  • Apply basic marketing concepts to sports and learn what is the "product" of a basketball franchise?
  • Seeing how the lowly "tennis shoe" became a closet full of expensive "athletic shoes."
  • Explore variable pricing.


  • DVD / 1999 / 23 minutes

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    INTEGRATED MARKETING COMMUNICATIONS

    Discusses how all marketing communications should be integrated to provide a consistent, unified image of the organization. Shows examples of how the IMC model is often two-way communication that can begin with either the marketer or the customer. Defines and shows examples of the IMC mix of personal selling, advertising, direct marketing, sales promotion and public relations. Discusses how IMC strategy oftendepends on stage of product life cycle and whether the marketer is employing a pull or push approach.

    DVD / 1998 / 30 minutes

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    DATA BASE MARKETING: CRITICAL TO SUCCESS IN TODAY'S ENVIRONMENT

    In today's competitive environment, more companies are recognizing that the most promising way to build and keep the right a kind of customer is one-to-one marketing. To be both efficient and effective, organizations must be able to identify customers and potential customers that represent the greatest lifetime value to the company. A comprehensive database provides the necessary information to accomplish this task. Identifies the essential components of an effective database and how to use the Internet for database marketing.

    DVD / 1997 / 23 minutes

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    RELATIONSHIP MARKETING

    Emphasizes the basic concepts underlying an effective relationship marketing program and discusses the six major steps involved in establishing a program. To demonstrate theory and illustrate that relationship marketing strategies are applicable to both small and large businesses; examples are drawn from Saturn, John Deere, and Harley Davidson. In addition, interviews with successful entrepreneurs are integrated throughout the program.

    DVD / 1995 / 27 minutes

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