AFTO™ is a complete package including your choice of 26-minute VHS or DVD, 38-page printed Training Leader's Guide and CD-ROM with Training Leader's Guide, Participant's Workbook and 22-slide PowerPoint presentation. In addition, each sale comes with a Meeting Kit consisting of 25 AFTO™ participant buttons ("I AFTO...do you?"), 25 AFTO™ note pads, 25 AFTO™ reminder cards, 25 Certificates of Completion and a 12" x 24" 4-color poster.
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Breaking Competitive Accounts
Customers, especially angry ones, can make or break your business! If they are not treated with care, they can hang up and take their business elsewhere--or worse yet, advise others to do the same. If an employee becomes defensive while dealing with an angry customer, the situation could become a major problem.
This video teaches service personnel how to calm angry customers, get to the root of the problem, and handle customers tactfully and effectively.
Key Training Points:
How to acknowledge customer feelings, get the facts, and uncover needs
How to solve the problem so the customer will want to come back
How to suggest alternatives, agree on solutions, and follow through
Put your sales people in a receptive mood for learning with this classic business "music video" starring former pro football players Dick Butkus and Bubba Smith. This hilariously funny award-winning short will kick off and unify your next sales meeting, shattering any remnants of "new class" tension.
Increase your selling power and profit potential with the selling “secrets” of international powerhouse Motorola, Inc. This series of four programs provides a structured, cumulative approach to understanding and using four basic selling concepts. Short vignettes featuring two types of selling (face-to-face and over-the-phone) are used to demonstrate the linkage between the four building blocks. The series includes:
Program 1: Identifying Needs and Opportunities (17 minutes) Challenges individuals to discover customer needs and opportunities, and then to develop a personal selling approach that will work for them. Explains the role of buyer and seller and provides ways to guide customers to recognize and reveal their own needs.
Program 2: Demonstrating Features and Benefits (16 minutes) Defines and demonstrates how to make the necessary linkage between the customer’s needs and the seller’s product or service benefits.
Program 3: Handling and Preventing Objections (16 minutes) Learn to turn negative responses into sales opportunities. Alerts salespeople to the appropriate responses that will avert misunderstandings and help to overcome objections.
Program 4: Closing Concepts (16 minutes) Demonstrating how the close naturally follows in the sales cycle, this program shows how to choose among and utilize effectively techniques to finalize sales.
Length: 64 min. Includes Training Leader’s Guide and Handouts
These winning telephone skills will soon become second nature to your sales staff
Increased sales! That's what you'll have with improved telephone presentations.
Teach your telemarketers and inside salespeople these easy, how-to techniques. Even your top salespeople will benefit from classic methods for establishing rapport, personalizing the presentation, and closing the sale.
How-To Training Points:
How to discover the customer's needs
How to build trust and rapport
How to choose an effective and appropriate close
How to match the sales presentation to the customer
Training Package Includes Training Leader's Guide
Other Languages Available: Cantonese, Greek and Swedish
