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Sales

Sales


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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    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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    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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    ***Price on web-site may not be current and is subject to modification by quotation***


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