Sales Online Training

Schedule I Classroom Registration

To be effective, a sales training program must produce tangible, long-term gains in sales performance. And these gains should be easily seen in your salespeople's attitude and your bottom line. HVAC Learning Solutions offers a variety of online sales course that focus on critical selling skills and achieve dramatic results.

Learning at their own pace, your salespeople can access their courses online, anytime, anywhere. Elearning courses are long enough to teach real skills and yet short enough to encourage your employees to want to get online to learn. Each course is designed to take abstract “soft skills” and make them concrete and easily reproducible. And you can develop personalized educational plans for each salesperson and monitor their progress online with our innovative Learning Management System.

Let HVAC Learning Solutions show you how to turn your salespeople into real sales professionals, and not only increase sales, but reduce your sales cycle time, increase your margins, and create more loyal customers.

Get a subscription to our LMS for all your employees for $999!

Schedule I Classroom Registration

Sales courses available on our Learning Management System include the following (click titles for descriptions):

Communications

10 Skills For Better Telephone Communication

Your skills on the phone should be so professional, they go unnoticed. Skills done wrong are very noticeable, and though talking on the phone may be small in retrospect, there is a right way to handle caller's needs, and in a way that shows them they are important to your business. Sharing examples of correct telephone scenarios such as dealing with upset customers, placing callers on hold, using voice mail, and more, this video will show receivers what to do at every stage of the call - maximizing their most important link to outside customers ... the phone!

Asking Your Way to Success In Sales

The very best and highest-paid salespeople in every field share certain qualities and characteristics. They learn that the great secret in selling, as well as in human relationships, is to ask questions and listen carefully to the answers. The more they listen, the more they learn about how they can structure their product or service offerings to help the client achieve his goals or satisfy his needs. In this course, you will learn some of the most important discoveries in human relations and one of the finest of all interpersonal skills in human communications. 

Be A Better Communicator

Communication determines eighty-five percent of your success - a skill that can be learned. Learn key principles of communication and how you can apply them to your personal and work life. What you will learn: The three elements of communication; The four basic personality styles; Three types of questions; Balance dialogue; Using unconditional positive regard; and Why listening builds trust. 

Communicating For Results

There are many skills and activities required to be a successful sales manager. Most, if not all, of the skills and the effectiveness of the activities depend on one thing, communication. The quality of sales representatives; sales manager relationships can be derailed or accelerated and solidified by the quality of communication. The lessons learned in this course will not only impact sales team relationships, but can be your cornerstone for effective customer and management team interaction. By the end of this course, you will learn: Keys to communicating effectively; The importance of preparation; That timing is critical; How clarity can set the tone; How to listen better; and about tone of voice.

Communication Channels

Many challenges in your life, both personal and business, result from poor communication and misunderstandings. By making the extra effort to supply and clarify, you can eliminate hours of unnecessary problem-solving. You must communicate in different directions and in different ways. This course focuses on the many forms of communication common to sales management. By the end of this course, you will learn: Three critical communication tools; Three types of communication for success; Facts about call reports, customer analysis and expense reports; and How to effectively use the phone.

Effective Communication - It's Your Responsibility

How many times have you thought you had successfully communicated important information to another party, only to find out later, your message was never fully received. This video takes a look at the individual responsibility we all have in making communication in our careers, and in our relationships outside work, successful. Six responsibilities will be pinpointed that you must undertake to perfect the art of "two-way street" listening and for becoming an integral part of the communication process, not just a sounding board. 

Enhancing Your Self-Motivation With Power -Talking Skills

We've seen that specific phrase substitutions can dramatically enhance the image you project to others, and that some phrases hinder rather than help generate cooperation. All the while, the words we've been talking about in the context of their impact on others, have been impacting us, too. The purpose of this course is to identify the affect that your language has on your own self-image, and to learn how you can alter your daily speech patterns to motivate yourself. 

Giving And Receiving Criticism

In today's team-focused, customer orientated environment, every employee must master the art of giving and accepting criticism effectively. This program gives you the tools you need to motivate others as well as improve your own performance. This program presents scenarios, then Jean Lebedum, a communications expert, provides commentary on what was done wrong and how to correct it. You will learn how to: React to criticism; Use criticism as a tool to improve your career and life; Ask questions that clarify the criticism and break it into specific actionable issues; and Keep criticism on a professional level avoiding personal attacks. 

High Impact Presentations - 1 & 2

High Impact Presentations will give your employees clear and simple tools for adding power and impact to their presentations. Bob Pike, an expert on delivering high impact and high energy presentations, explains to your employees that they are the magic in their presentations. If they prepare, practice, and involve participants, they can get the results they're looking for. 

How To Be An Effective Communicator - Part 1 & 2

Today, humanity forms a global tribe, and those without good communication skills will find themselves outside the circle of success. Those who learn to communicate effectively with people at all levels, of both genders, and from a variety of cultures and backgrounds will be the pacesetters. Your power to influence the lives of others in the world around you is as great as your ability to communicate. This course will show you how to communicate effectively with diverse audiences. 

How To Be An Effective Communicator - Part 3 & 4

Today, humanity forms a global tribe, and those without good communication skills will find themselves outside the circle of success. Those who learn to communicate effectively with people at all levels, of both genders, and from a variety of cultures and backgrounds will be the pacesetters. Your power to influence the lives of others in the world around you is as great as your ability to communicate. This course will show you how to communicate effectively with diverse audiences. 

How To Have Your Best Year Ever - Communication

Discover the day that turns your life around and puts you on the road to having your best year ever! In this series of courses by Jim Rohn, you will learn the keys to success. Jim will show you how simple it is to begin to turn your dreams into reality! Everyone is interested in getting more out of life, but few are willing to turn interest into action. In this course, you will learn the steps to excellent communication. 

Increasing Cooperation From Others With Power Talking Skills

Our success requires the cooperation of others. No man is an island. People who really get ahead in life are people who are extraordinarily successful at gaining cooperation from others. Those who seem to have little success are often unconsciously driving others away because of their word choices. Once you know what the powerless words are, you can eliminate them and replace more powerful language. You can re-script for success. 

Interpersonal Communication Skills

Fully, eighty-five percent of your success will come from your ability to communicate effectively with others - a skill that can be learned. You will learn: How to make people feel important and valuable; Key principles of communication; How to show acceptance and appreciation; Why approval and admiration are self-esteem builders; and Why attention is a key communication skill. 

Listening Is Number One

It seems simple enough, but oftentimes we forget to listen. Join communications expert Ed Brodow as he describes six high-performance steps for developing prudent listening and true undivided attention. Beginning with rule number one, Ed encourages ways to develop your desire to listen. He continues by explaining how open-ended questions help you filter through cluttering distractions. You will learn how to: Focus on the other person; Become more objective to the conversation; Listen in a way that lets others know you're listening; and Take nonverbal hints and hear what is not being said.

People Skills / Buyer Behavior  

Your "behavioral style" reflects the comfort zone in which you behave and communicate. It is the pattern of actions others observe for describing your underlying behavior. The three behavioral dimensions which we will discuss are combined to form your personal profile. Understanding buyer behavior is critical to high-performance sales people.

The Power Of Listening

Listening is the key personal development skill! Dr. Alessandra shows your employees how to tap into their communication power by mastering the art of "active" listening. When you finish this program, your employees will have every tool they’ll ever need to effectively listen for and alert them to profitable opportunities. Through Dr. Alessandra’s CARESS model, your employees will learn how to hear and retain twice as much information leading to increased trust, respect and cooperation. They’ll make better, more informed decisions and solve problems faster and more effectively. 

Success To Significance  

This course will offer insights into the keys of success to significance. Nido Qubein shares lessons from his own life experiences. If you have not been getting the results you know you are capable of, you must view this course. You will learn: How to connect with others; Balance life and work; The difference between a decision and commitment; and Five keys for effective communication. 

Customer Service

10 Skills For Better Telephone Communication

Your skills on the phone should be so professional, they go unnoticed. Skills done wrong are very noticeable, and though talking on the phone may be small in retrospect, there is a right way to handle caller's needs, and in a way that shows them they are important to your business. Sharing examples of correct telephone scenarios such as dealing with upset customers, placing callers on hold, using voice mail, and more, this video will show receivers what to do at every stage of the call - maximizing their most important link to outside customers ... the phone! 

Attitude: A Little Thing Makes A Big Difference

Having the right attitude doesn't always come naturally. But everyone knows that having a positive outlook is an underlying factor in your day-to-day living, especially in your job performances. As a result, people constantly devote themselves to positive attitude change. This video challenges individuals to improve life results by positively gaining control of thoughts and overall outlooks. With help from this presentation, you can take action against your own and other's worst enemy, a bad attitude. 

The Attitude of Servitude  

Don Hutson provides insights into building customer relationships through service. Customer service insights include: Seeking personal excellence; Intense customer focus; and Win-win spirit. This course will help you differentiate your organization from your competitors by following the outlined concepts. 

Building Customer Relationships

Successful salespeople are far better at building and maintaining high- quality relationships with their prospects and customers than average salespeople. People are 100% emotional. They decide emotionally and then justify logically. How the customer feels about you as a person, will have more of an influence on what the customer decides than any other factor. The most important thing you do in building a successful sales career is to create and keep customers for the long-term. The better you become at developing high-quality customer relationships, the more you will sell, the easier you will sell it, the more money you will make and the more valuable you will be. 

Connecting Emotionally with Your Customers  

Building a positive attitude toward yourself and others starts with understanding your own attitudes and how they impel you to action. Attitudes develop a hierarchy and provide you with a purpose and direction in your life. In this course you will learn: the definition of attitude, reacting and responding to needs, motion vs emotion, and memorable vs mediocre. 

Connecting Through Behavioral Styles

Building a positive attitude toward yourself and others starts with understanding your own attitudes and how they impel you to action. Attitudes develop a hierarchy and provide you with a purpose and direction in your life. In this course you will learn: the golden rule, the platinum rule, and the DISC method of defining your behavioral style. 

Connecting Through Your Body Language

Building a positive attitude toward yourself and others starts with understanding your own attitudes and how they impel you to action. Attitudes develop a hierarchy and provide you with a purpose and direction in your life. In this course you will learn: how to use body language, listening, and building rapport. 

The Critical Focus - Customers!

All strategic planning is ultimately customer planning. How does your customer define value? What type of service does your customer require? What is your customer's definition of quality? How do you apply the answers to these questions? These questions, and many more, are addressed in this important course. 

Customer Driven Service

In this video, Tony Alessandra will show you how to consistently create moments of magic by identifying and exceeding expectations and building long-term customer relationships. You'll also learn to avoid moments of misery and to identify the two types of mentalities. 

Customers For Life

A direct sale on a commercial customer today costs more than $400 in terms of time, travel, advertising, generating leads and expenditures. Acquiring a customer at this cost, can put a company out of business unless that customer buys again and again. The very best salespeople, and the very best companies, implement strategies to acquire customers and keep them for life. Your goal must be to develop long-term customer relationships, and then to hold on to them in the face of ever more aggressive competition. When you install a customer acquisition and retention strategy, you do more to build and maintain long-term customer relationships than ever before. This course will teach you how to get "customers for life."

Customer Service - You're In Control  

Basic customer service skills are important in every job. This course is a series of 18 short, dramatic vignettes. A situation depicting the wrong way to give customer service is followed by a stopping point. You may then restart and show the right way to handle the situation. Participants will learn to use the Six Steps to Customer Service Success and the Two-Step Method approach, dealing first with emotions, and then with the problem for satisfying angry customers' needs. What You’ll Learn: Professionalism; How to improve telephone communication; Face-to-face communication basics; and How to understand the importance of body language and tone of voice. 

Customers For Life

A direct sale on a commercial customer today costs more than $400 in terms of time, travel, advertising, generating leads and expenditures. Acquiring a customer at this cost, can put a company out of business unless that customer buys again and again. The very best salespeople, and the very best companies, implement strategies to acquire customers and keep them for life. Your goal must be to develop long-term customer relationships, and then to hold on to them in the face of ever more aggressive competition. When you install a customer acquisition and retention strategy, you do more to build and maintain long-term customer relationships than ever before. This course will teach you how to get "customers for life." 

Dealing With Difficult People

In this age of partnerships, teams, and strategic alliances, you must be able to capitalize on disagreements and team diversity to produce winning results. You'll never win them all, but you can increase your influence batting average with the tough ten percent that now drive you crazy. Viewers will learn how to become problem-solvers instead of problem-evaders, and how to trade on-the-job polarization and revenge for bridge-building strategies that produce trust and results.

Impact Customer Loyalty - Module 1 - Introduction  

In this course, you will gain an understanding of the IMPACT Customer Loyalty System and the fundamentals of how to effectively apply it in your organization. In addition, this course also reveals the four areas of focus and how to maximize every opportunity with your customers. 

Impact Customer Loyalty - Module 2 - Invest

In this course, you will focus on the 'Invest' stage of the IMPACT Customer Loyalty System. This course provides an in-depth understanding of the Invest step and the benefits of Customer Loyalty to you and your company. You’ll also discover the powerful ways to assess your attitude and to positively affect every experience with your customers.

Impact Customer Loyalty - Module 3 - Meet  

In this course, you will focus on the 'Meet' stage of the IMPACT Customer Loyalty System. You will learn how to develop trust and rapport with your customers in order to create the most favorable first impression. You’ll also discover powerful guidelines on how to build a bridge between you and your customers in order to achieve the most favorable outcomes. 

Impact Customer Loyalty - Module 4 - Probe  

In this course, you will focus on the 'Probe' stage of the IMPACT Customer Loyalty System. This course empowers you to effectively get the customer to express their needs, desires and wishes to you in order for you to help them address their particular issues. You will also learn the powerful principle known as the Fatal Flaw in Customer Service and how to effectively overcome it. 

Impact Customer Loyalty - Module 5 - Apply

In this course, you will focus on the 'Apply' stage of the IMPACT Customer Loyalty System. You will learn how to apply your solutions in order to achieve maximum benefit for your customers and your company. You’ll also learn the single most powerful word in order to position yourself as a true Customer Loyalty expert. 

Impact Customer Loyalty - Module 6 - Confirm

In this course, you will focus on the 'Confirm' stage of the IMPACT Customer Loyalty System. This course shows you how to validate your solutions and to create in the mind of the customer confidence in your ability to help them resolve their issues. 

Impact Customer Loyalty - Module 7 - Thank 'em  

In this course, you will focus on the 'Thank‘em' stage of the IMPACT Customer Loyalty System. This course shows you how to wrap up a resolution with a customer and solidify customer loyalty with them. You’ll also gain mastery of building long-term success through your customer loyalty attitude. 

Influencing Customer Behavior

Many years of research in motivational psychology have uncovered some of the key reasons why people do the things they do. All successful salespeople and all successful sales organizations have found ways to tap into the underlying motivations that cause people to act and to react to commercial messages and sales proposals. The more you know about how and why people do the things they do, the faster and easier it will be for you to turn prospects into customers, and then to get the referrals and resales that will make you a top producer in your field. 

Just Incredible! A Customer Service Story

While customer service training is obviously not new, smart companies always look for refreshing new approaches to reenforce service techniques and inspire commitment among frontline personnel. This refreshingly funny video uses humor, drama, and irony to demostrate how customer service really does make a difference. Follow along on the journey of Mr. Badger and Mr. Goodwin as they spend their day running errands and encountering different levels of customer service along the way. 

Optimizing Customer Value

In this video, Dr. Richard Chang explains ways your organization can enhance its quality to service customers better and improve the value your customers receive. Customer Value Drivers will be shared to teach you to go beyond satisfaction with your customers and to increase the perceived value of your products and services. 

Productivity 09 - Complete Customer Satisfaction

Transform your people into business leaders who will dramatically generate more revenues & profits. Jason Jennings’ PRODUCTIVITY! Contains valuable lessons from the world’s fastest and most productive companies.

Complete Customer Satisfaction is the only way to keep the RIGHT customers. Traditional customer service is DEAD. Learn how companies have increased customer service and developed Completely Satisfied Customers.

Productivity 10 - WTGBRFDT

Transform your people into business leaders who will dramatically generate more revenues & profits. Jason Jennings’ PRODUCTIVITY! Contains valuable lessons from the world’s fastest and most productive companies.

What’s the magic that leads World Savings to annual increased revenues of 20% over the past 40 years? It is the one question they ask before making any business decision. Ask this question and you will consistently make better business decisions.

Resolving Conflicts With Ease

This course is designed to outline the successful elements of dealing with difficult people and situations of all types, whether they are customers or colleagues and to focus on eliminating barriers. They include: complainers, irate, unreasonable and irresponsible people, hostiles, and the passive aggressive who may either give too little or give too much information. This course will not only assist participants in moving through difficult situations, but do so with more ease, power, and strength so that employees feel confident in the process. Participants will learn: Guiding principles to deal with difficult people; Types of difficult people, and Modes of behavior.

Re-Thinking Service

You must learn how to get people to provide great service. This course shows you how to build a loyal customer base with employees who enjoy taking care of customers. You'll learn how to structure "role agreements" to increase productivity and motivation. You will see the importance of learning how to think about what you do, and of helping others develop productive thinking. You will learn how to structure your organization as a living organism rather than a hierarchy, and to differentiate between upserving and upselling. You will also learn the characteristics of good customers and how to cultivate them in all you serve. 

Service - Creating Moments of Magic

This course will show you how to deliver excellent service to outside customers and internal customers. The subjects covered include: The two types of customers; The purpose of a business; Moments of truth, misery, and magic; Five key relationship building skills; The danger of satisfied customers; Five expectations; and Complaining customers. 

Service Excellence

No matter what you do in your company or organization, your job title is "Problem-Solver" and your job function is "Customer Satisfaction." Your customer is anyone you depend upon for your continued success and security in your job. The very best people and the best companies have an "obsession" with customer service. The customer is the most important single person in their thinking. Everything they do is organized to satisfy their customers better in some way. You will learn: Four Levels of Customer Service; Moments of Truth; The Customer Service Strategy; and How To Deal With Customer Complaints.

Serving Your Customers With A Can-Do Attitude  

Instill a power combination of positive outstanding attitude and excellent customer service within your employees. The one distinguishing factor between you and your competition is the way your customers are treated, and the way your customers are treated is directly related to the attitudes and actions of your employees. Expert attitude coach, Michele Matt Yanna, will teach all the tips and techniques your employees need for delivering customer service with the kind of can-do attitude that keeps customers coming back. Employees will learn who their customers are, why their customers need them, and what customers believe about customer service people. 

Seven Steps of Service  

Building a positive attitude toward yourself and others starts with understanding your own attitudes and how they impel you into action. Attitudes develop a hierarchy and provide you with a purpose and direction in your life. In this course you will learn: Susan’s Seven Steps of Service and service recovery. 

Upside-Down Selling  

Most sales professionals spend most of their time doing the least profitable task! Upside-Down Selling maximizes your sales profit by re-kindling fading customer relationships. You'll learn strikingly simple Phone Power techniques that enhance the returns you gain from current customer relationships. When it comes to Selling, Customer Service, and Complaint Resolution, you'll find the upside-down approach in this program delivers solid, profitable, long-term relationships. 

Your Attitude is Showing  

Building a positive attitude toward yourself and others starts with understanding your own attitudes and how they impel you into action. Attitudes develop a hierarchy and provide you with a purpose and direction in your life. In this course you will learn: the definition of attitude and how your attitude affects others. 

Sales

21st Century Sales (Live Presentation) - Part 1

In this live presentation, Brian Tracy covers modern day sales strategies. In this segment, he emphasizes the point: "In sales today, everything counts!"  

21st Century Sales (Live Presentation) - Part 2

In this live presentation, Brian Tracy covers modern day sales strategies. In this segment, he explains: "The Seven Key Result Areas of Selling". 

Adaptability In Selling

If you are willing to step out of your own "comfort zone," you are more apt to become a successful salesperson. Adaptation is key to achieving your goals. In this course, you will learn the "Platinum Rule" of selling.  

Advanced Selling Skills

It is so important to continuously enhance your skills in the competitive world of selling. This course will enlighten you to the critical elements necessary to gain that ever-important competitive edge. 

Advanced Street Smart Tele-Selling: More on Getting More Clients

To get the sale you must know how to identify your client's problems and offer the appropriate solution. The only way to do that is ask questions and listen. Unfortunately, more salespeople talk way too much. With the right approach, your client will eventually tell you everything you need to know to get a "yes." This course shows you the most effective way of getting that information using some memorable and highly entertaining "war stories" that help drive home these critical tactics. 

Advanced Telemarketing - Skills 6-10

Advanced Telemarketing Skills is one of the most powerful courses on telemarketing and sales ever produced. You will learn how to become your best in record time, annihilate your competition, learn the secrets of the superstars, how to be in the top 5% that produce 95% of the sales, discover how to work smart not hard, and have more fun and make more money. This session includes weasel words are a waste, winning words are wonderful, constant calls create constant cash, organization offers opportunity, and speak to sell. 

Advanced Telemarketing - Skills 16-20

Advanced Telemarketing Skills is one of the most powerful courses on telemarketing and sales ever produced. You will learn how to become your best in record time, annihilate your competition, learn the secrets of the superstars, how to be in the top 5% that produce 95% of the sales, discover how to work smart not hard, and have more fun and make more money. This session includes establishing control controls energy, formats form fabulous fortunes, dedication determines destiny, actors achieve stardom in selling, and making decisions makes dough.

Advanced Telemarketing - Skills 36-40

Advanced Telemarketing Skills is one of the most powerful courses on telemarketing and sales ever produced. You will learn how to become your best in record time, annihilate your competition, learn the secrets of the superstars, how to be in the top 5% that produce 95% of the sales, discover how to work smart not hard, and have more fun and make more money. This session includes blow by brush-offs, bridges are better, open your closed questions, qualify without questions, and a list helps you listen.

Advanced Telemarketing - Skills 41-45

Advanced Telemarketing Skills is one of the most powerful courses on telemarketing and sales ever produced. You will learn how to become your best in record time, annihilate your competition, learn the secrets of the superstars, how to be in the top 5% that produce 95% of the sales, discover how to work smart not hard, and have more fun and make more money. This session includes Layering is learning, hard questions aren't easy, needs are necessary, reverse the roughies, and brain-picking isn't profitable.

Advanced Telemarketing - Skills 71-75

Advanced Telemarketing Skills is one of the most powerful courses on telemarketing and sales ever produced. You will learn how to become your best in record time, annihilate your competition, learn the secrets of the superstars, how to be in the top 5% that produce 95% of the sales, discover how to work smart not hard, and have more fun and make more money. This session includes let them sell themselves, "I" irritates, think stinks, trial closes are not traumatic, and objections offer opportunities. 

Asking Your Way to Success In Sales

The very best and highest-paid salespeople in every field share certain qualities and characteristics. They learn that the great secret in selling, as well as in human relationships, is to ask questions and listen carefully to the answers. The more they listen, the more they learn about how they can structure their product or service offerings to help the client achieve his goals or satisfy his needs. In this course, you will learn some of the most important discoveries in human relations and one of the finest of all interpersonal skills in human communications. 

The Attitude of Servitude

Don Hutson provides insights into building customer relationships through service. Customer service insights include: Seeking personal excellence; Intense customer focus; and Win-win spirit. This course will help you differentiate your organization from your competitors by following the outlined concepts. 

Attributes of High-Performance Salespeople

High-performance salespeople understand and appreciate the continuing evolution of the profession of selling. They are customer focused professionals and highly-motivated team members.

Becoming A Top Negotiator

Top negotiators in every field have been studied for many years. They each have similar qualities that you can learn and apply to every situation you deal with in selling. By practicing the behaviors of top negotiators, you will soon get the same results that they do. In this course, you will learn how to approach every negotiating situation with a set of proven tools and techniques that you can use to get the very best deal for yourself and your company. You can apply these methods and ideas to every part of your personal life as well. 

Building and Delivering Persuasive Presentations - Part 1

In today’s competitive sales environment, polished and persuasive presentation skills are essential for sales success. In this course, Terri Sjodin outlines important presentation skills, focusing on three major points: believing you can create a better presentation, creating a presentation worth listening to, and delivering persuasive rather than informative speeches. Sjodin covers first impressions, three-minute elevator speeches, audience retention, visual aids, and persuasive arguments to help unlock the keys to a successful presentation.

Building and Delivering Persuasive Presentations - Part 2

In today’s competitive sales environment, polished and persuasive presentation skills are essential for sales success. In this course, Terri Sjodin describes the elements of an effective presentation, recounts her personal attempt to get her foot in the door, and discusses professional business dress.

Buyer Negotiating Drives

Negotiations are driven by the underlying drives of the participants. This course identifies five buyer negotiating drives: competitive, solutional, personal, organizational and attitudinal. Skilled power negotiators understand these compelling drives and the buyers’ objectives, and use their knowledge to fulfill the buyers’ needs without diminishing their own positions. 

Characteristics of a Power Negotiator

This course sets forth a credo for all power negotiators. Take inventory of your possession of the character tools necessary for powerful negotiations. You learn how to channel your attitudes and beliefs into commanding negotiating strategies. 

Closing Techniques of Top Producers

Tens of thousands of people around the world have already benefited from the expertise of Dr. Kerry Johnson. This unique training program will give you the tools necessary to increase your sales and your income! You will learn how to recognize when people are feeling pushed, what to do when you have gone too far and how to gain a 100% closing rate. 

Closing the Sale

The ability to get your prospect to make a firm buying decision is central to your success in professional selling. All top salespeople are excellent at bringing the sales conversation to a successful close. Learning how to close a sale is a skill that can be developed. In this course, you will learn some of the key ideas practiced by the biggest moneymakers in sales in all fields. When you learn how to close easily and well, at the appropriate time, you will take full control over the future of your sales career. 

The Competitive Advantage - Assure

If you want your sales team to be successful in the increasingly competitive markets, they must be able to get and hold, the buyer's attention. To do this, they must differentiate themselves, as well as your company and your product, from some very tough competition. This course is designed to teach your sales people how to excel in a complex selling arena. The learning modules include: Servicing the Customer after the Sale; Enhancing the Customer Relationship; and Expanding Business Opportunities.

The Competitive Advantage - Collaborate

If you want your sales team to be successful in the increasingly competitive markets, they must be able to get and hold the buyer's attention. To do this, they must differentiate themselves, as well as your company and your product, from some very tough competition. This course is designed to teach your sales people how to excel in a complex selling arena. The learning modules include: Creating customer options and solutions, Selecting options, Proposing solutions, and Competitive advantages. 

The Competitive Advantage - Confirm

If you want your sales team to be successful in the increasingly competitive markets, they must be able to get and hold, the buyer's attention. To do this, they must differentiate themselves, as well as your company and your product, from some very tough competition. This course is designed to teach your sales people how to excel in a complex selling arena. The learning modules include: Gaining customer commitment, Yes and No signs, Addressing customer concerns, Uncovering problems, and Dealing with postponement.

The Competitive Advantage - Contact

If you want your sales team to be successful in the increasingly competitive markets, they must be able to get and hold, the buyer's attention. To do this, they must differentiate themselves, as well as your company and your product, from some very tough competition. This course is designed to teach your sales people how to excel in a complex selling arena. The learning modules include: Direct mail; Getting an appointment; and Determining relationship strategies. 

The Competitive Advantage - Explore

If you want your sales team to be successful in the increasingly competitive markets, they must be able to get and hold, the buyer's attention. To do this, they must differentiate themselves, as well as your company and your product, from some very tough competition. This course is designed to teach your sales people how to excel in a complex selling arena. The learning modules include: Preparing to explore; Listening; and Exploring with your customer.

The Competitive Advantage - Target

If you want your sales team to be successful in the increasingly competitive markets, they must be able to get and hold, the buyer's attention. To do this, they must differentiate themselves, as well as your company and your product, from some very tough competition. This course is designed to teach your sales people how to excel in a complex selling arena. The learning modules include: Knowing your competitive advantage, Identifying and finding your best potential customers, and Using personal marketing to generate leads.

Complex Selling

Many years and many millions of dollars have been invested in studying the process of selling and buying. The Complex Selling model is the result of the most extensive research into the buying process. When you begin selling with this step-by-step formula, you will find it easier to sell more of your products or services to more customers. 

Connecting Through Behavioral Styles

Building a positive attitude toward yourself and others starts with understanding your own attitudes and how they impel you to action. Attitudes develop a hierarchy and provide you with a purpose and direction in your life. In this course you will learn: the golden rule, the platinum rule, and the DISC method of defining your behavioral style. 

Connecting Through Your Body Language

Building a positive attitude toward yourself and others starts with understanding your own attitudes and how they impel you to action. Attitudes develop a hierarchy and provide you with a purpose and direction in your life. In this course you will learn: how to use body language, listening, and building rapport.

Consultative Selling

The highest paid and most successful sales professionals are positioned in their customer accounts as friends, advisors and consultants. The practice of the consultative selling approach will help you move to the very top of your field. It is a valuable tool that is indispensable in dealing with complex sales in accounts where many factors are involved and competition is a key factor. 

Customer Solutions In Value-Added Selling

The purpose of this course is to teach you one of the pivotal concepts in value-added selling: the importance of solving the customer's problems. To be successful, we must position ourselves as problem-solvers. It's time to let go of sales techniques that give the impression that we're trying to solve our own problems. In fact, as we begin to focus on our customer's problems, our own problems are usually solved in the process. As a result of this program, you should be able to: Fully understand how critical it is to be perceived as a problem-solver; Improve client retention through our ability to solve problems; Clearly identify customer problems; and Quantify the customer's problems.

Customers For Life

A direct sale on a commercial customer today costs more than $400 in terms of time, travel, advertising, generating leads and expenditures. Acquiring a customer at this cost, can put a company out of business unless that customer buys again and again. The very best salespeople, and the very best companies, implement strategies to acquire customers and keep them for life. Your goal must be to develop long-term customer relationships, and then to hold on to them in the face of ever more aggressive competition. When you install a customer acquisition and retention strategy, you do more to build and maintain long-term customer relationships than ever before. This course will teach you how to get "customers for life." 

Differentiation In Value-Added Selling

The purpose of this module is to demonstrate how being unique can help differentiate us from other salespeople in the marketplace. We will learn how important it is to differentiate our company, our product , and ourselves. The more crowded or more competitive the market, the greater our need to be differentiated. As a result of this module, you should be able to: Use the techniques given to set yourself apart as unique; Enhance your own value in the customer's mind; and Develop some of your own unique approaches. 

Feature/Benefit Analysis In Value Added Selling

In value-added selling, the feature/benefit analysis is as valid as ever, but taken two steps further. This course will explore the feature/benefit analysis through the problem stage and the solution stage. We can use the feature/benefit analysis to position ourselves ahead of our competitors. As a result of this course, you will be able to: More quickly show the value of your product or service; Qualify and quantify how your product or service can solve specific customer problems; Take the feature/benefit analysis two steps further; and Learn how to quantify the impact your product or service can have on a customer's profitability.

Gaining Customer Commitment

If you are willing to put forth an effort to formulize a plan for learning about people, you can build an impressive customer base. Knowing what the customer wants and how to deliver, will put you on the winner's side. 

Getting Through To Buyers - While The Others Are Screened Out

Many sales reps never have a chance to talk to decision-makers (who very likely could buy from them) because they are screened out. Getting Through To Buyers - While Others Are Screened Out shares with you the secrets of reaching and selling to people who can and will buy from you. You'll learn how to actually work with the screener to save time and be better prepared when you do reach the buyer. 

Helping Customers In Value Added Selling

The purpose of this deceptively simple course is to emphasize the value in an old-fashioned notion called "helping". "Helping" is first of all, an attitude. It is an attitude that conveys the message to our customers that we genuinely want to help them run their business better, apart from our personal gain. Practicing this attitude often translates into greater success for our own goals. As a result of this course, you should be able to: Evaluate your current attitude and see if you have demonstrated an interest in helping your customers; Begin using techniques to demonstrate your willingness to help; and Understand how helping can actually translate into greater sales success.

High Impact Presentations - 1 & 2

High Impact Presentations will give your employees clear and simple tools for adding power and impact to their presentations. Bob Pike, an expert on delivering high impact and high energy presentations, explains to your employees that they are the magic in their presentations. If they prepare, practice, and involve participants, they can get the results they're looking for. 

High-Performance Selling

To be the very best in selling, you must have a clear vision of your career path, as well as the ability to set and achieve goals. This course will focus on both decision-making and goal-setting which will enable you to be a high-performance salesperson. 

How Buyers Buy

The very best salespeople are actually "sales psychologists." They spend an enormous amount of time thinking through the motivations of their customers and looking for ways to structure their offerings to appeal to the primary needs and motivations of the people they are talking to. In this course, we will talk about how buyers buy and how you must structure every sales offering so that it touches on the key motivations that cause people to make buying decisions. 

How To Have Your Best Year Ever

Discover the day that turns your life around and puts you on the road to having your best year ever! In this series of courses by Jim Rohn, you will learn the keys to success. Jim will show you how simple it is to begin to turn your dreams into reality! Everyone is interested in getting more out of life, but few are willing to turn interest into action. In this course, you will learn the five major pieces to life's puzzle.

How To Have Your Best Year Ever - Financial Independence

Discover the day that turns your life around and puts you on the road to having your best year ever! In this series of courses by Jim Rohn, you will learn the keys to success. Jim will show you how simple it is to begin to turn your dreams into reality! Everyone is interested in getting more out of life, but few are willing to turn interest into action. In this course, you will learn: How to set a financial plan; What financial independence is; and How to achieve it. 

How To Have Your Best Year Ever - Five Key Abilities

Discover the day that turns your life around and puts you on the road to having your best year ever! In this series of courses by Jim Rohn, you will learn the keys to success. Jim will show you how simple it is to begin to turn your dreams into reality! Everyone is interested in getting more out of life, but few are willing to turn interest into action. In this course, you will learn the five key abilities to happiness. 

How To Have Your Best Year Ever - Life's Puzzle

Discover the day that turns your life around and puts you on the road to having your best year ever! In this series of courses by Jim Rohn, you will learn the keys to success. Jim will show you how simple it is to begin to turn your dreams into reality! Everyone is interested in getting more out of life, but few are willing to turn interest into action. In this course, you will learn the five major pieces to life's puzzle.

How To Have Your Best Year Ever - Personal Development

Discover the day that turns your life around and puts you on the road to having your best year ever! In this series of courses by Jim Rohn, you will learn the keys to success. Jim will show you how simple it is to begin to turn your dreams into reality! Everyone is interested in getting more out of life, but few are willing to turn interest into action. In this course, you will learn about the physical, mental, spiritual, and monetary areas of personal development, as well as the four major lessons in life. 

How To Have Your Best Year Ever - Putting It Together

Discover the day that turns your life around and puts you on the road to having your best year ever! In this series of courses by Jim Rohn, you will learn the keys to success. Jim will show you how simple it is to begin to turn your dreams into reality! Everyone is interested in getting more out of life, but few are willing to turn interest into action. In this final course, you will learn how to incorporate all the other courses in the series so that you can "Have your best year ever!" 

How To Have Your Best Year Ever - Setting Goals

Discover the day that turns your life around and puts you on the road to having your best year ever! In this series of courses by Jim Rohn, you will learn the keys to success. Jim will show you how simple it is to begin to turn your dreams into reality! Everyone is interested in getting more out of life, but few are willing to turn interest into action. In this course, you will learn about goals and vision. 

If You Think You Can or If You Think You Can't; Either Way, You're Right

This inspiring video is a message of hope for people who let their perceived limitations get in the way of success. Even the most pessimistic viewers will learn how to set their sights higher - both personal and professionally. They'll come face to face with some of the greatest personal triumphs of our time - stories of people who overcame incredible obstacles to push the envelope of success. 

Identifying Problems and Presenting Solutions

Customers buy for their reasons, not yours. The most important thing you do in a sales presentation is to uncover the true needs or problems of the prospect that your product or service can solve or fulfill. Selling is a science as well as an art. Top salespeople have a set of skills that they can use to establish higher levels of rapport and to separate prospects from suspects faster than average salespeople. By learning and practicing a series of powerful, proven skills used by high-performing salespeople everywhere, you can dramatically increase your effectiveness and your results. In this session, you will learn some of the best ideas used by some of the best people. 

Increasing Sales Productivity

This course is designed to give you the information necessary to set clear goals and to be able to measure your performance against those goals. You will learn how to develop an action plan to attain those goals and to use that action plan on a daily basis. You will make better use of your time and the customer's time. As a result of this course, you will be able to: Identify areas where you can improve your time-management skills; Learn to focus your daily activities more effectively; Understand the four types of goals and how to manage each; Break goals and objectives down into daily tasks; and Understand the impact of territory management on productivity.

Influencing Customer Behavior

Many years of research in motivational psychology have uncovered some of the key reasons why people do the things they do. All successful salespeople and all successful sales organizations have found ways to tap into the underlying motivations that cause people to act and to react to commercial messages and sales proposals. The more you know about how and why people do the things they do, the faster and easier it will be for you to turn prospects into customers, and then to get the referrals and resales that will make you a top producer in your field. 

It's Your EQ Not Your IQ That Counts

Did you know that it's your IQ (Intellectual Intelligence) that gets you hired and your EQ (Emotional Intelligence) that gets you promoted and increases your income? Did you know that salespeople who are optimistic sell on average 37% more than their negative counterparts? People who are emotionally adept - who know and manage their own feelings well, and who read and deal effectively with other people's feelings - are at an advantage in all areas of their lives. The five areas of Emotional Intelligence covered in detail are: Self Awareness - Knowing One's Emotions; Managing Those Emotions; Motivating Oneself -The Four Keys; Recognizing Emotions in Others; and Handling Relationships -The Four Qualities. 

Lighten Up!

Do you realize that achieving success can be fun? Humor is an essential survival skill that results from an open attitude and not taking yourself too seriously. Lighten Up can help you look at adversity in a new light. National humorist, C. W. Metcalf, shares humor tips through his personal stories, Humaerobic exercises, and humor tools. He discusses his philosophies on competition, bringing play to the workplace, and the benefits of developing, nourishing, and sustaining a sense of humor. You will learn how to: Take yourself lightly and your job seriously; Stay light physically and mentally; Realize business is not a battlefield; and Use Humaerobics to deal with adversity. 

Listening In Value Added Selling

The purpose of this course is to teach you how asking the right questions of your customers, and then listening carefully to the responses, can make you more successful. The most important thing you can learn from a customer is their buying criteria. You can only learn this by asking key questions, and then listening to their responses. You will use those same responses to show the customer why he/she should buy from you. As a result of this program, you should be able to: Open up channels of communication between you and your customers that have not been opened before; Incorporate advanced questioning techniques in your sales contacts; and Determine the customer's buying criteria through your effective use of questions.

Megacredibility In Selling

Megacredibility in Selling will teach you how to develop high levels of credibility in everything you do that affects the customer. The average customer, today, is bombarded with hundreds and even thousands of commercial sales messages every day. The customer, today, is extremely skeptical and suspicious of any and all sales offers. For you to be successful in selling, you must develop a method of overcoming the skepticism and building high levels of confidence in the mind of the customer toward you, your company, and your products and services. In this course, you learn how to develop high levels of credibility in everything you do that affects the customer. 

Million Dollar Words - Speaking for Results

Learn how to outline any talk, on any subject. Patricia Fripp's key points are highlighted in this live presentation. 

Negotiating Skills

Your ability to negotiate well on your own behalf is the key to your success in almost every area of life. Negotiating is a skill like riding a bicycle or typing with a typewriter. You can learn it as a result of continual practice. You negotiate every day in every way. From the time you are young, throughout all of your interactions with others, you are continually negotiating for advantage. The only difference between people is that some are good at negotiating and some are not. 

Negotiating The Sale

Your ability to negotiate well in your own behalf, both in selling and in personal life, is essential to your getting the very best prices, terms and deals that are available to you. People who do not like to negotiate are people who are simply not very good at negotiating. Negotiating is a skill, like riding a bicycle, that can be learned by study and practice. You can become an excellent negotiator if you really want to. Your ability to negotiate well for yourself and your company can make an enormous difference in the quality of your sales and the degree of profitability they contain for your organization.

The New Model of Selling

Learn a model of selling that has revolutionized and transformed careers of many thousands of salespeople worldwide! In the last few years, the science of selling has changed dramatically in every area. Top sales professionals are those who have changed, adjusted and adapted to the new world of selling. They treat customers differently and they see themselves differently. They recognize that sales success requires very different approaches to the customer and the market than was necessary for success in the past. In this course, you will learn a new model of selling that has revolutionized and transformed careers of many thousands of salespeople worldwide.

Overcoming Objections

Customers today are bombarded by hundreds, and even thousands, of commercial messages. They are skeptical, suspicious and careful with their time and money. No matter what you are selling, customers will have questions and concerns that you must resolve before you can proceed to a sale. In this session, you will learn some of the key ideas you need as part of your skill set for overcoming objections.

People Skills / Buyer Behavior

Your "behavioral style" reflects the comfort zone in which you behave and communicate. It is the pattern of actions others observe for describing your underlying behavior. The three behavioral dimensions which we will discuss are combined to form your personal profile. Understanding buyer behavior is critical to high-performance sales people.

Personal Power In Negotiating

Wield your personal power to intimidate, influence or gain admiration in your power negotiating. Personal power can manifest itself in your negotiations in eight forms: legitimate, reward, coercive, reverent, charismatic, expertise, situation, and information. Learn to recognize the affects and perceptions of each distinct type of personal power in yourself and your adversaries, and you will avert intimidating negotiating situations and achieve desired results. 

Personal Sales Planning

Successful salespeople are better thinkers than average salespeople. The more accurate you are in thinking about yourself, your goals and the activities necessary to accomplish them, the more successful you will be in everything you attempt. In this course, you will learn how successful individuals accomplish far, far more than the average person, by planning their goals and activities in advance. The aim of personal strategic planning is for you to increase your "return on energy." Your mental, emotional and physical energy is all you really have to sell. The key to success has always been to "plan your work and work your plan!" 

Personality Styles In Value Added Selling

Have you ever wondered why people act the way they do? In this course, we will discuss the four behavioral styles and how you can sell more effectively to each of them. You will also learn how to use your own behavioral style more effectively. Companies don't do business with companies, people do business with people. Therefore, the more we can learn about managing people, the more successful we will be in sales. As a result of this course, you will be able to: Understand your selling style better; See yourself as others see you; Make better and more lasting impressions based on the customer's perspective; and Manage your sales time and efforts more effectively and efficiently. 

Platinum Rule - Relationship Strategies

Sometimes you encounter nice enough people, but you just don't hit it off. As a result, the chance for a business deal, partnership, or maybe even a friend is lost and shrugged off as just one of those things. The Platinum Rule will identify the four basic types of personalities: Directors, Socializers, Thinkers and Relators. This video will teach you the most effective ways to deal with each personality type and have better relationships with your customers, friends, and family. 

Positioning In Value-Added Selling

The purpose of this course is to give the participant techniques and ideas about how he/she can better position themselves with their clients. One of the important keys in value-added selling is controlling the customer's perception of our company, our company's products, and our salespeople. To a certain degree, the salesperson positions the entire industry with each encounter with every client. As a result of this course, the participant should be able to: Understand the various elements of positioning; Better control their positioning; Develop positioning techniques for every encounter with the customer; and Position their company higher in the customer's mind.

Post-Trade Show Follow-Up

All your efforts before and at the show are wasted if you don’t follow-up! This course helps you avoid the Post-Show trap, and includes Steve Miller’s "Closed-Loop Follow-up System". The information contained in this course will help you use the Trade Show as a springboard for long-term relationships . . . and long-term business! 

Power Negotiating - Angry Buyers, Win-Win, and Rules

Don’t allow an angry buyer to steer your negotiation. By establishing criteria, exchanging information, and reaching for a compromise, you can transform a potentially explosive situation into a smooth negotiation. Mastering the angry buyer is made easier with this course’s quick reference checklist of ways to foster win-win negotiations. All of your negotiations should fit within the framework of our four negotiating rules; the first and most consequential of which is, don’t narrow the negotiation to one issue.

Power Negotiating - Buyer Styles

Effective power negotiators adapt to the personalities of their buyers. From two base dimensions of assertiveness and emotion, evolve four distinct buyer styles. This course identifies the pragmatic, extrovert, amiable and analytical buyers and their negotiating methods, faults, goals, relationships and methods. Once you have gained insight into the styles, use your learning to shift focus off of style biases toward the interests of the negotiation. 

Power Negotiating - Higher Authority and Good Guy/Bad Guy

Negotiations often mean concealment. Unlike Western movies, the good guys and bad guys in negotiations don’t wear white and black. This course teaches you to be aware of the possibility that you could be a pawn in a good guy/bad guy situation, and how you must react to maintain the integrity of your negotiation. You, too, will be in a position to conceal. Learn how keeping a low authority profile will give you additional consideration, time and protection against a premature decision. 

Power Negotiating - Never Say Yes, Flinching and Reluctance

If your negotiations have left you thinking "I could have done better" or "something must be wrong," perhaps you said yes too quickly. In addition to teaching you why you must never say yes in haste, this course will teach you the importance of flinching and reluctance during negotiations. Discover how physical posturing, such as your ability to react and to acknowledge reactions, will allow you to key in on acceptable negotiating ranges. Master the methods of reluctance when buying or selling, and you’ll tip negotiating ranges in your favor. 

Power Negotiating Principles - Service Value, Trade-Off and Nibble

"What can you do for me?" Asking this question will elevate the value of a trade-off in your negotiations. The trade-off principle of power negotiating transforms an apparent compromise into a valuable end. This course also stresses the principles of elevating your service value by establishing fee requirements in advance. Buyers may attempt to "nibble" for additional concessions once you’ve closed the deal. Learn how, at the most vulnerable point of your negotiation, the close, you can prevent the possibility of nibbling.

Power Negotiating - Vise, Never Offer To Split the Difference, and Hot Potato

Increase your bottom line with decisive and reactive power negotiating techniques. Learn how to employ the vise by demanding a better offer and suggesting a single, absolute solution. Force your adversaries to offer to split the difference, making them feel, after you reluctantly accept, that they have won. Confront "hot potatoes," such as insufficient budgets, with unswerving challenge statements. The bottom line is the dollar, not the percentage, and this course will help increase yours. 

Pressures of Power Negotiating

Time and money can be scarce resources in negotiations. At some point in your negotiation, you will have to assess if the time and money pressures warrant continued effort. One of your considerations may be the extent of your information power. This course outlines effective means of acquiring information power from admitting you don’t know to selecting an environment conducive for obtaining information. With information power and time and money perspective in tow, you will be empowered with the confidence that you are able to walk away if desirable outcomes are not imminent. 

Prospecting Power

The most important part of selling is prospecting. The most successful salespeople have the most complete strategies and plans to develop the highest quality and quantity of prospects who can and will buy within a reasonable period of time. In this course, you will learn some of the most important ideas of prospecting and how you can apply them to your sales work to increase the number of sales you make, faster and easier than ever before. 

Psychology of Selling - Ten Keys To Success

Selling is more mental than it is physical. 80% of your success in the field of selling will be based on the way you think and feel. What is going on inside you is going to largely determine how you behave on the outside. The greatest breakthrough in the study of human potential in the 20th century has been the understanding of the self-concept. How you think and feel inside precedes and predicts your levels of performance and effectiveness in everything you do. When you take full, complete control of your conscious mind, you take complete control of your feeling and your behavior as well. In this course, you learn the key elements of the "Psychology of Selling" and how to perform better in everything you do.

Qualities of Top Salespeople

Millions of dollars and thousands of hours have been spent studying the top salespeople in every field, all around the world. Today, we know exactly who they are and how they think and feel about themselves and their work. When you begin to develop the same qualities, characteristics and thinking habits of the highest paid salespeople in your field, you will very soon begin to get the same sales results and earn the same kind of money. In this course, you will learn the qualities of top salespeople and how to incorporate them into everything you do. 

Red Hot Customers - Be a Consultant - Part 1

This course is devoted to making your customers red-hot. This course is also devoted to making your sales career red-hot by deriving your success from the success of your customers. In order to make your customers red-hot and make your sales career red-hot, we must learn how to integrate the ideas we have presented in this course into our day-to-day selling activities. Learn why it is crucial to sell value. Understand how to create value.

Red Hot Customers - Be a Consultant - Part 2

This course is devoted to making your customers red-hot. This course is also devoted to making your sales career red-hot by deriving your success from the success of your customers. In order to make your customers red-hot and make your sales career red-hot, we must learn how to integrate the ideas we have presented in this course into our day-to-day selling activities. Learn how to quantify the value provided to customers. Enhance your consultative selling skills.

Relationship Selling

The heart of the sale, today, is contained in the quality and quantity of relationships that you form with prospects and customers. The very best and most successful salespeople are those who are the most capable of entering into, and maintaining, the highest-quality relationships with people who can buy from them and recommend them to their friends and associates. In this course, you will learn the key elements of relationship selling and how you can apply them at every stage of your career. 

Re-Thinking Motivation

The old approach to motivating yourself and others was based on trying to change people. In today's changing world, there is significantly greater value to be found in optimizing one's existing natural strengths. Jim presents the latest on psychological and behavioral science research on motivation. This is based on the Acorn Principle: Finding your natural path for growth. Topics covered include: finding your natural smarts, isolating your core values, and optimizing your velocity. 

Re-Thinking Sales

This course covers the natural approach to selling - relationship sales. This natural approach to partnering with people in order to meet their needs is suited for any type of selling. Learn to become the preferred supplier and subject matter expert that your customer needs. Relationship selling has six simple steps, each with a clear goal in the integrated system, known as the sale. You will learn to identify each step and master your strengths related to it. You will also learn how to build trust and create a never-ending flow of business through rethinking sales.

Sales Persistence Strategies

Is there a secret to success? In this course you will learn how to close even the most difficult sales. You will learn how to neutralize the stubborn gatekeeper. There is actually a better way to be persistent and there are rules for persistence. How do you go back when the customer has already rejected your ideas without sounding like a broken record? As a result of this course, you will be able to: Understand the value of persistence; Use new and varying techniques to go back into accounts; Determine additional opportunities for selling in your existing accounts; Expand your customer base; and Teach others how to benefit from the strength of using persistence. 

Sales Presentations

What type of presentation will you use on your next sales call? Does your next call have to be a face-to-face call or is there a better method? How do you know which type of call is most appropriate for each customer contact? In this course, we will discuss the advantages and disadvantages of each type of presentation. We will develop a process for you to use in determining which is best. As a result of this course, you will be able to: Understand the four types of presentations; Discern the advantages and disadvantages of each; Make better use of your sales resources to make more calls and close more sales; Modify the way you are currently using the four types of presentations; Use the sales call to differentiate yourself, your company and your product; and Penetrate accounts that have refused to see you.

Sales Supervision

This course focuses on the importance of field supervision and it's many benefits. You can not function as a sales manager without dedicating a good portion of your time to field supervision. Field supervision allows you to feel the pulse of the business. It’s how you get closer to the salespeople and your customers. It’s how you function as a role model to your salespeople and how you become a company representative to your customers. It’s an important way to inspect what you expect. By the end of this course, you will learn: Requirements for direct supervision; Advantages of field supervision; The process of sales supervision; Procedures for sales calls; and Key roles of sales supervision. 

Sales Training

"If you keep doing what you’re doing, you’ll keep getting what you’re getting." This is an insightful quote, but the real world of business paints an even darker picture. You’ll only keep getting what you’re currently getting if the competition doesn’t improve. We all know that isn’t the case; the competition will improve. Training is the way you keep up with and outpace the competition. The quality of your sales team is a key source of competitive advantage. It may be the only sustainable competitive advantage you have. You must grow your people. Training is the way you grow your people. At the end of this course, you will learn: The different types of training; The levels of training; and Sales training design - the basic model.

Secrets of Success in Selling

The great secret of success is that there are no secrets of success. There are timeless truths that have been known and practiced by the top people in sales, and in every other field, throughout the ages. When you learn and practice the thinking and behavioral skills of the top people in your field, you will soon begin to get the same results they do. There is a series of powerful, practical things that you can do, every single day, that will give you the winning edge in selling and move you to the top of your field. In this course, you learn how to be better in the field of selling than ever before. 

Selling Different People Differently

The very best salespeople have developed the art of adjusting their personalities and styles so that they are in harmony with the different kinds of prospects that they meet each day. For you to achieve your maximum potential in selling, you must learn how to get along with a variety of people and sell them the way they want to be sold rather than the way you particularly want to sell. In this course, you will learn how to sell effectively to different kinds of people.

Selling Made Simple

Selling is an art and a science that can be learned by study and practice. Most people who have difficulties achieving success in selling have never been properly trained. Many people who have been selling for many years function on the basis of habit and instinct rather than on the basis of methodology and process. In this course, you will learn the essential elements of successful selling practiced by all top sales professionals everywhere. 

Selling On Non-Price Issues

The very best salespeople are those who sell on the basis of value, quality, utility, dependability, service, reputation, and other factors rather than basing the sales conversation on convincing the prospect that you offer the best price. In this course, you will learn some of the key ideas for selling on the real issues that cause people to buy. 

Selling to the Opposite Sex

83% of consumer goods in America are purchased by women. 61% of all cars in America are also purchased by this group. No matter what you sell, you are working more with women now than at any other time. Yet you probably don’t know how to sell them or the unique way they want to buy. In this program, you will learn: The two things women want most from any salesperson; How men want to buy; and The three things women dislike most when dealing with male salespeople.

Selling Your Price

No single issue confronts salespeople more often than price. It is the root of many objections and delay for negotiation. Price issues come in various forms and disguises. Sometimes they are direct, but often times the language is more subtle, such as “we want to shop around some more.” Professional selling requires that you acknowledge and prepare for price issues. In this course, we will deal with selling your price, as well as understanding and dealing with price objections. 

Street Smart Tele-Selling: How To Get Clients By Phone

The phone can be your most effective and cost-efficient sales tool, but your overall success hinges on the success of your first telephone contact with that new prospect. Whether you use the phone to set up good qualified appointments or you wish to close the sale completely over the phone, this video shows you an easy-to-follow, step-by-step process that's proven to get results. 

Telephone Sales

Your ability to use the telephone skillfully, as a business tool, is absolutely essential to your success, no matter what area of selling you specialize in. The cost of the average sales call today is more than $400. Many customers do not need to see a salesperson face-to-face in order to make a decision. Telephone skills are learned by repetition and practice over and over until you become a master of the telephone as a sales instrument. You will learn: How to Prospect; How to Confirm Appointments; Customer Inquiries; Outbound Selling; and Inbound Sales. 

The Ten Commandments Of Power Networking

Networking has been around forever and always will be. As you expand your network, your opportunities expand proportionately. This program shows you how to develop a networking style that is gracious, natural, and effective. You will learn: To Give Up the Lone Ranger Mentality; Honor Your Relationships; Acknowledge People; Manage Yourself as a Resource; Take the Initiative; Be Your Own Best PR Person; Ask for What You Want; Expand Your Horizons; Follow the Golden Rule of Networking; and Networking as a Way of Life. 

Thriving on Stress, Enjoying Rejection and Achieving Excellence

In this course, Art Mortell addresses an audience of top sales professionals at the Minneapolis convention center. 

Time Management for Salespeople

After 100 years of research and countless millions of dollars invested in seeking the causes for success and the causes for failure, we have come up with a simple answer. People are highly-paid because they spend their time doing things of high-value. Salespeople who spend every minute of every day focusing on high-value activities, eventually rise to the top of their fields and make a lot of money. Salespeople, even in the best of markets with the best of products, representing the best of companies, who waste their time in low-value activities, seldom accomplish anything of importance. In this course, you will learn some of the fundamental ideas for managing your time and your life.

Upside-Down Selling

Most sales professionals spend most of their time doing the least profitable task! Upside-Down Selling maximizes your sales profit by re-kindling fading customer relationships. You'll learn strikingly simple Phone Power techniques that enhance the returns you gain from current customer relationships. When it comes to Selling, Customer Service, and Complaint Resolution, you'll find the upside-down approach in this program delivers solid, profitable, long-term relationships. 

Value Added Selling Overview

This course is designed to give the participant a definition of value-added selling. It will explain the difference between value-added and commodity selling. Also included in this opening course, is an overview of the sales process. It will serve all sales associates, and others, with customer contact responsibilities to periodically review the basics of selling. As a result of this program, the participant should be able to: Understand the meaning of value-added selling; Develop a foundation for using the remainder of the sales training; Identify the four stages of a sale; Understand the basics of a sales call; Respond more positively to customer objections; and Make more effective use of their time, and the customer's time.

Value-Added Selling

Your ability to position yourself, your company and your product in such a way that what you offer contains higher perceived value to your customer is the key to selling more of your products at higher margins and being more successful in your career. In this course, you will learn how to overcome price concerns and focus on the value that the customer gets rather than the amount that the customer pays.

Want/Need Analysis In Value Added Selling

Determining the customer's buying motivation can be one of the keys to greater sales success. People buy different things for different reasons. This course helps you determine what motivates a particular buyer at a particular time. It also shows the advantages and disadvantages of each. As a result of this course you should be able to: Identify the customer's buying motivation; Capitalize on the customer's buying motivation; and Predict which motivation the prospect may require.

1The Winning Edge In Sales

Why are some people more successful than others? This question has been studied for many years. More than four-thousand books have been written and hundreds of training programs have been developed. Tens of thousands of sales calls have been carefully monitored to identify key traits, qualities and behaviors of top salespeople in every industry. In this course, you will learn the critical element that separates the top performers from the average performers in every field. 

Your Initial Position in Power Negotiating

Your sales objectives are realized only when a profit is made. Maximize your profit-making potential by learning the difference between win-win negotiating (asking the buyer for more than you expect) and bracketing your objective. Powerful negotiating strategies will help you raise the perceived value of your product, avoid deadlock, position your concessions, and ultimately, turn the profit.

Sales Management

1001 Ways To Energize Organizations

Here are the special strategies for motivating individuals and teams who work within the constraints of existing corporate culture, structure and policy. Bob Nelson shows how to maintain corporate standards while making the entire workplace more employee-friendly. Whether your company is small, medium or large, these methods will shift your organization into high gear when it comes to performance, service, and quality. You will learn how to: Create an entrepreneurial atmosphere, Enhance organizational communication using open-book management, and Implement effective employee development programs. 

1001 Ways To Reward Employees

Make employees jump to be productive! This course brings you an abundance of simple ideas, tips, and one-to-one relationship strategies to "help make exceptional employee performance a reality." Take notes as best-selling author, Bob Nelson, informs managers of seven major things to think about when it comes to energizing employees. This amusing video demonstrates several cases where employees are made to feel like appreciated humans - not just machines who turn out work. Learn to connect with your employees and stimulate productivity. 

21st Century Leadership - Inside Secrets of Top Leaders

Learn the "inside secrets" and best creative practices of top leaders. Your business is as good as your worst employee. Innovative, usable, and proven leadership strategies. 

4 Steps To Managing Anyone

Delegation is achieving a specified result by empowering and motivating others to accomplish results for which you are ultimately responsible. Delegation is a major part of the four steps needed to manage anyone. Let Mimi Donaldson teach you how to be a successful manager by taking you through the 4 steps to managing anyone. 

The Art of The General

Desert Storm is a brilliant example of the use of strategy and tactics. See how this textbook example of strategic principles can be applied to business today. You will learn: Corporate strategy versus military strategy; Principles of military strategy; The most important quality for successful management; and How to apply the material from this course. 

Attributes of High-Performance Salespeople

High-performance salespeople understand and appreciate the continuing evolution of the profession of selling. They are customer focused professionals and highly-motivated team members. 

Balancing Work and Family

Balance is the key to health, harmony and happiness and is central to maximum achievement. From his years of study, Brian Tracy discovered the key ideas that highly-effective people use to keep their lives in balance and to perform at excellent levels in both their careers and with their families. You will learn: How to make your own happiness central to your life; Practice moderation in all things; How to treat your time like money; and Where to use quality and quantity of time to achieve peace of mind.

Building and Delivering Persuasive Presentations - Part 1

In today’s competitive sales environment, polished and persuasive presentation skills are essential for sales success. In this course, Terri Sjodin outlines important presentation skills, focusing on three major points: believing you can create a better presentation, creating a presentation worth listening to, and delivering persuasive rather than informative speeches. Sjodin covers first impressions, three-minute elevator speeches, audience retention, visual aids, and persuasive arguments to help unlock the keys to a successful presentation. 

Building and Delivering Persuasive Presentations - Part 2

In today’s competitive sales environment, polished and persuasive presentation skills are essential for sales success. In this course, Terri Sjodin describes the elements of an effective presentation, recounts her personal attempt to get her foot in the door, and discusses professional business dress. 

Building A Learning Organization

Brian Tracy invites you into the 21st century way of making business work by focusing more on your organization’s people. Throughout this program Brian teaches the extreme importance of training and constant motivation. He then promotes the effectiveness of mini-seminars or video learning, calling it the simplest, immediate and most cost productive solution to how an organization can achieve continuous learning, and therefore, continuous success. You will learn: How to overcome obstacles that prevent organizations from becoming learning organizations, Why learning must be systematic and regular, and How to use video in eight contrasting ways for learning.

Building A Winning Team

Building a Winning Team is a rare blend of humor, entertainment and content. John's focus is on the critical elements of Team Building and Motivation. Highlights include: Maximizing your team's diverse skills and personalities; Humor, motivation and mental toughness can be the key to any organization's long-term success; Catching a second wind: How to cope with the challenges and pressures of career and personal relationships.

Care And Control: A Better Approach To Termination

This video can teach your managers how to terminate people using CARE and CONTROL. Based on research from Dr. Richard Deems, an expert on termination, this video shares with your managers the specific steps to the CARE and CONTROL approach to terminations. The emotions can be completely different when firing due to performance and terminating due to downsizing. But the CARE and CONTROL approach has key steps that can be used in either situation. Your managers can learn how to show that they care and how to control the termination discussion.

Coaching and Counseling For High Performance

People are learning organisms, continually improving. An important part of improving is feedback. Feedback is the breakfast of champions. People only grow when they know how they are doing. Your job is to get the maximum return on investment in people. This program helps you coach and counsel your people for high-performance. You will learn: How to get maximum return from your people; How to provide performance improvement coaching; How to provide feedback; The benefits of coaching and counseling; and How to apply the material from this course.

Conducting The Performance Appraisal, Be A Coach Not A Judge

Learn to be a coach, not a judge when giving performance appraisals to your employees. Take advantage of the time to honestly assess how well your employees are doing, help them escalate their individual strengths, and find out what ways you can assist them when it comes to improving their weaknesses. This is exactly what Conducting the Performance Appraisal is all about. After watching this video, you'll understand in detail how to prepare, meet, document, and follow-up after the appraisal. You will know how to implement such models as the SMART method and a one-step-at-a-time formula for making the appraisal beneficial for you and for your employees.

Creating A High Trust Environment

People perform best when they feel safe, secure, respected, appreciated, and valued. Your job as a manager, is to bring out the best in your people. In this course, you will learn: The key to motivation; The relationship between self-concept, personality, and attitude; The greatest enemies of personal performance; and How to create a high trust environment. 

The Critical Factors of Success

Why are some people more successful than others? This subject has been studied exclusively going back to the earliest philosophers, several hundred years before Christ. The good news is that today, we have the answers. Today, we know why some people accomplish a lot in life and why some people accomplish very little. The bad news is that the good news is very hard to apply, which is why so few people ever fulfill their potential in life.

The Critical Focus - Customers!

All strategic planning is ultimately customer planning. How does your customer define value? What type of service does your customer require? What is your customer's definition of quality? How do you apply the answers to these questions? These questions, and many more, are addressed in this important course. 

Delegating and Communicating

Learn how to increase output with better communication techniques. How to delegate the right person the right way. Get your part across clearly to others. Solve problems faster, make better decisions. Teach others a time-saving technique. 

Developing Personal Power

Learn the most profound principles ever developed for becoming the kind of powerful personality that accomplishes extraordinary things in a few years that most people never accomplish in a lifetime. What you will learn: The three mental laws that determine your success; The power of belief; How to change your expectations; The role of your self-concept and self-esteem; and How to Take charge of your own development. 

Effective Decision-Making

If you improve your decision-making skills, you will improve your life. Decision-making is a key skill of success. In this course, you will learn to develop a systematic approach to defining and solving problems. Good decision-making requires a positive, clear plan of action. 

Effective Delegation

Management has been defined as "getting results through others," and that requires effective delegation of tasks, duties and responsibilities to your staff. Your ability to delegate is crucial to your advancement and to your success in business. Delegation enables you to expand your work from what you can do, to what you can control or manage. Delegation enables you to increase the quality and quantity of your results. Your results will, more than any other single factor, determine your remuneration, your position and your level of personal satisfaction in your work. By the end of this course, you will learn: What delegation enables you to do; Five forms of management; Three delegation methods; Seven key steps to delegation; Methods of delegation; and Rules of delegation.

Effective Delegation For The Manager

Management has been defined as "getting results through others," and that requires effective delegation of tasks, duties and responsibilities to your staff. Your results will, more than any other single factor, determine your remuneration, your position, and your level of personal satisfaction in your work. Your ability to delegate is crucial to your advancement and to your success in business. By the end of this course, you will learn: The starting point of delegation; Methods of delegation; Keys to effective delegation; How to maximize efficiency; and How to delegate decision-making and problem-solving. 

Effective Problem-Solving

Your job description, whatever it is, is "problem-solver." All day long, in every situation, you solve problems. Your ability to solve problems effectively determines your success, your income, your position, and your future. Brian Tracy offers you the tools to become an effective problem- solver. You will learn how to: Improve your thinking; Define creativity as improvement; Stimulate ideas; Use the systematic method of problem-solving; Use mind and brain storming; and Test your assumptions. 

Effective Project Management

Master the art of multi-task projects. Organize yourself and others for maximum speed and productivity. Put your career onto the fast track. Learn how to plan, organize, delegate, supervise - and get the job done on time. Project management forms and story-boarding complicated tasks for easy monitoring. 

Eliminating Time Wasters

Learn how to focus your vision and concentrate your powers. Identify your predominant time wasters. Using the telephone as a business tool. Avoid interruptions, save time in meetings, delegate effectively and make faster decisions. Eliminate time-wasters from your environment.

Entrepreneurial Leadership

The race is on! Product and service cycles are accelerating faster and faster. Learn creative and innovative ways to stay ahead of your competition. You will learn: The purpose of a business; The keys to entrepreneurial leadership; Creative marketing; and Entrepreneurial strategies. 

The Essence of Leadership

Leadership is the single most important factor in success or failure. Leaders are made, not born. You will learn the key qualities like vision, courage, integrity, responsibility, foresight, cooperation, and commitment to winning, that will make you a successful leader. 

Excellent Decision-Making

The ability to make good decisions lies at the core of executive effectiveness. This determines the success of individuals and organizations more than any other factor. Your ability to make timely, accurate decisions is the true measure of your wisdom and experience. Let Brian Tracy teach you the secrets of excellent decision-making. You will learn: How to make accurate, timely decisions; Types of Decisions; How to avoid blocking assumptions; How to measure a decision; and Decision-making models. 

Five Keys To Personal Power

When you develop good mental habits of thought and feeling, you become healthy, mentally and emotionally. Learn how to develop even higher levels of personal power. You will do better in everything you attempt. You will learn: Greater self-confidence; How high-achievers think; The importance of dreaming big dreams; Imagining no limitation; How to develop single-minded concentration; and How to act your way into feeling. 

Five Steps To Goal-Setting

Learn the five steps to goal-setting and the things that you must consider carefully in the process of deciding exactly who you are and what you want in life. Success is goals and all else is commentary. You will learn: Why intense goal-orientation gives you an edge; How to write goals and organize plans; Why people don't write goals; Four principles of goal-setting; Three major types of goals; and The importance of determining your major definite purpose. 

Five Steps To Self-Directed Work Teams

The average person works at 50% of capacity. Only people can be made to appreciate value. Your job is to get the maximum return on human assets. You must create a structure to release individual potential. You will learn: About teams and people; How to motivate people; How to have clear team goals and objectives; How to lead teams, and How to apply the material from this course. 

The Fundamentals Of Motivation

One of the hardest jobs in the world, today, is motivating your people - motivating them to continuous improvement, motivating them to excellence. The core of the motivation challenge is individual self-esteem. In this course, Brian Tracy discusses the fundamentals of motivation for higher productivity. By the end of this course, you will learn the seven levels of motivation and five motivational theories. 

Getting A Good Start

This program has been developed to bridge the gap between workers (particularly, first-time employees) with limited understandings and skills needed to perform successfully in the work environment and the organizations that hire them. The information is broad-based and applicable to virtually any job. The employee will learn the importance of becoming a team player, why every job is important, and why it is important to ask questions and follow company rules and procedures. Key workplace issues such as mutual respect and sexual harassment are discussed. Finally, new workers discover the six behaviors that can lead to dismissal or hinder advancement.

Getting Mentors For Success

For every cause there is an effect, for every effect a cause. To be successful, you must do what successful people do. Brian Tracy teaches you how to use proven methods to increase your success. You will learn: The key to success; How to develop a network of mentors who will help you; How to earn the right to ask for help; How to help others; and How to build the mentor/mentee relationship. 

The GOSPA Method

The more accurate you are in thinking about yourself, your goals and the activities necessary to accomplish them, the more successful you will be in everything you attempt. In this course, you will learn how successful individuals accomplish far, far more than the average person by planning their goals and activities in advance. You will learn: The GOSPA method of strategic planning; How to write goals, objectives and strategies; and How to set plans and activities. 

Guiding Employees Through Change

When your employees know how to make change work for them, they will make it work for the entire organization. That’s what this course is all about. . .how you can guide your employees through the change process. You’ll learn how to: Put change into perspective; Understand how employees react to change; and Become an effective manager of stress. 

High-Achievement

There has never been a better time in all of human history for you to achieve your goals and become a great success in whatever field you choose. Successful people are usually those who have studied other successful people and done the same thing so they can achieve the same results. In this session, you will learn how to put yourself onto the high road to achievement, so that you accomplish far more. 

High-Impact Training

Organizations can rely on influential training expert Dr. Richard Chang, as he shows nontraining professionals how to build a qualified training program guaranteed to teach employees with impact and produce measurable results. Exposing many training myths, Dr. Chang helps nontrainers divide their newfound role into six organized phases for ingraining positive, long-term phases in their organization. Learners will begin by figuring the organizational changes that drive the need for training in their workplace. Then Chang shows them how to establish a realistic time line, how to select appropriate programming materials and support materials, even field questions from employees like a pro. You will learn how to: Produce learning tools, Calculate measurable results, Map out your training approach, and Track ongoing follow-through. 

High-Performance Management

The job of sales manager is not only a pivotal job in most companies, it is also a stressful job. It requires high energy levels and clear thinking to achieve at high levels. Your personal habits, eating and rest, for example, can have a significant impact on your job performance. In addition, your ability to deal with pressure from above, below and outside is critical to job satisfaction and performance. By the end of this course, you will learn: Keys to high-performance through better health; Seven major causes of stressful responses; and Antidotes to stress. 

How To Fire

A key managerial talent is the ability to recruit, hire, and build a team of effective, competent people. Fully, one-third of employees don't work out over time. By the end of this course, you will learn: How to dehire; Dehiring with minimum stress; and Why it is important to dehire poor employees. 

How To Have Your Best Year Ever - Setting Goals  

Discover the day that turns your life around and puts you on the road to having your best year ever! In this series of courses by Jim Rohn, you will learn the keys to success. Jim will show you how simple it is to begin to turn your dreams into reality! Everyone is interested in getting more out of life, but few are willing to turn interest into action. In this course, you will learn about goals and vision. 

How To Hire

A critical talent is the ability to recruit, hire and build a team of effective, competent people. Remember, you are working and accomplishing tasks through others. The best managers have the best staffs. The best staffs are a reflection of quality recruiting skills. The quality of your staff will have a direct bearing on the quality of work you produce and the opinion others have of you. By the end of this course, you will learn: The reasons for poor hiring; How to write a job description; How to find candidates; The interviewing process; How to check references and resumes; and How to make the decision. 

How To Hire The Best Person Every Time

Have you ever hired someone you thought was perfect for the job only to find out later you were wrong? It's a big disappointment and costs time and money for everyone involved. There is a way you can make sure before you hire someone that your organization won't be let down. Host Ron Meiss will show you the techniques used by hundreds of managers for finding the most skilled and qualified people, every time! The Performance Interviewing System is introduced and breaks down easily to follow actions for preparing questions, analyzing responses, and selecting the best candidate. 

How to Motivate Employees

This course will teach you how to build an organizational culture that is conducive to maximizing the potential of team members by encouraging high levels of trust, empowerment and teamwork so that your organization will achieve quantum leaps in performance, productivity and profitability. 

How To Set Priorities

Focus on strengths in yourself, others, and the situation. Identify your key result areas. Alphabetize tasks to clarify priorities. Determine the present and future value of an activity. 

How We Thrive On Challenges That Most People Avoid

Successful people have a unique attitude toward the challenges that most people avoid. Adversity renews their humility, sharpens their objectivity and makes them more resilient. Art Mortell will teach you that by capitalizing on adversity, developing strong relationships and thriving on stress, we succeed. We then raise our self-image, set higher expectations and achieve excellence. 

If You Think You Can or If You Think You Can't; Either Way, You're Right

This inspiring video is a message of hope for people who let their perceived limitations get in the way of success. Even the most pessimistic viewers will learn how to set their sights higher - both personal and professionally. They'll come face to face with some of the greatest personal triumphs of our time - stories of people who overcame incredible obstacles to push the envelope of success. 

Improving Employee Performance

Many employees need direction and help to achieve the goals and objectives of their positions. Your job, as a manager, is to help them achieve these goals and objectives. You will learn: Why Feedback is so important; The two key problems with employees; The Law of Situation; Company created problems; and How to conduct a performance appraisal. 

Interpersonal Communication Skills

Fully, eighty-five percent of your success will come from your ability to communicate effectively with others - a skill that can be learned. You will learn: How to make people feel important and valuable; Key principles of communication; How to show acceptance and appreciation; Why approval and admiration are self-esteem builders; and Why attention is a key communication skill. 

Interviewing and Selection

The salespeople you manage, more than anything else, determine the level of success you will attain as a sales manager. In this course, we will focus on selecting the best candidates from your recruitment pool. Your ability to prepare for the interview process and having a clear picture in your mind's eye of the kind of person you want and need are essential. This course will help you with both clarity and preparation. By the end of this course, you will learn: The law of three in interviewing; The qualities to look for; The SWAN formula for hiring; Seven interview skills; and How to check references.

Interviewing: More Than A Gut Feeling III

This course teaches you to select the most qualified job candidate by applying the ever-popular behavioral approach to interviewing. This method, developed by industrial psychologist Dr. Paul Green, directs you to probe the job applicant for specific examples of their past. The reason is simple: The best predictor of a job applicant's future work behavior is their past work behavior. 

It Only Takes A Minute To Change Your Life (Live Presentation)

"As we build bridges to the future, we will face outstanding opportunities and tremendous challenges. If we are able to meet those challenges and grasp the opportunities with power and passion, we can have incredible results and change the world!" In this powerful presentation, Willie presents ideas, strategies and techniques for meeting the future, and he creates incredible results with power, passion and purpose. He will take you on an unforgettable journey and show you that "It only takes a minute to change your life, your attitude, your organization!"

Juggling Priorities

It's easy for life to swing out of balance and for you to lose focus of your real priorities. But you can learn to control much of the havoc and work closer toward your own definition of success. Set your sights on building for the future. If the life you lead now is pulling you in all directions, it's time for you to really look at your daily activities. Everything you do either leads you closer to or pulls you away from success. This video will teach you to successfully balance your health, family, career and other life events that compete for your time and energy. You'll learn prioritization rituals, and the steps for establishing a five-year vision that will set you on course to the life you want. 

Key Accounts

The much used 80/20 rule tells us that as much as 80% of a company’s revenues can come from as little as 20% of its clients. One of your responsibilities as a sales manager is to strategize with your salespeople in regard to those clients. You must have a plan to develop, penetrate and keep key accounts. This course will focus on your role in planning and strategizing. In major account selling, it's the quality of strategy as well as the quality of the call that counts. By the end of this course, you will learn: The difference between key accounts and smaller accounts; Rules with regard to strategy; Ideas in key account planning; and The advantages of strategic coaching.

The Leader as a Strategic Thinker

The ability to set and achieve strategic objectives is the key skill; the ultimate test of leadership. Leadership is results, more than anything else. You will learn: your most valuable asset; four reasons for setting strategy; five key questions in strategic planning; and the key to strategic planning. 

Leadership Styles

Leadership is a key factor in your success or failure. The style of leadership you use depends on factors like the maturity and personality of your subordinates or the type of decision under discussion. Learn the appropriate leadership styles for maximum results. You will learn: decision-making styles; leadership qualities; personality styles of your subordinates; and when to use different leadership approaches. 

Leading The Action

As a sales manager, you must stimulate emotions. A simple but easy way to distinguish leadership from management is to measure emotions. Are your people excited and are they striving to achieve something great? Leadership is the critical difference. To get extraordinary results from ordinary people requires leadership - "the ability to get followers." You must break new ground, chart new seas, and be a role model for innovation and success. By the end of this course, you will learn: Facts to incorporate regarding to people; Seven key qualities of sales leadership; and Principles of sales management. 

The Luck Factor

You are a potential genius and your intelligence is like a muscle. You will learn: To develop the three qualities of genius; How to ask curious questions; To approach problems systematically; To develop the ability to concentrate intensely; and The three key stimuli to creativity - goals, problems and questions. 

Making It A Great Life

Learn the five steps to creating and maintaining a great life in everything you do. Increased turbulence means expanded opportunities. You will learn: How to develop an internal focus of control; The keys to high-performance; Goal orientation; Result orientation; Excellence orientation; Action orientation; and Time orientation.

The Manager's Roles and Goals

Your success, as a manager, depends upon the people you have working for you. You must learn how to move from operating to managing; from doing to controlling. In this course, you will learn: Planning; Organizing; Staffing; Delegating; Supervising; Measuring, and Reporting. 

Managing and Leading

Your job as a sales manager is to extract extraordinary results from ordinary people. You must be a manager and a leader. To be effective, your image of yourself must be that of a manager, not a super salesperson. You now have new skills to learn or reinforce. The tools you use to define success are different. This course will address critical success factors and core competencies required to be a leading sales manager. By the end of this course, you will learn: Key changes to make in your self-image; Seven management tools; Key management tasks; and Three requirements to fulfilling promise and potential.

Managing Change Effectively

Learn how to be a creator of circumstance rather than a creature of circumstance. High-performance people are masters of change not victims of change. Don't wait for things to happen, make them happen! You will learn: How to have a "sense of control"; Flexibility; Zero-based thinking; The Theory of constraints; How to eliminate worrying; Major reasons for stress; and How to accept 100% responsibility for your life. 

Managing Priorities In Constantly Changing Times

Managing priorities in the midst of change is today's challenge. Success, today, requires a mastery of the new ABC's - Accountability, Balance, and Control. In this program, you will learn how to sort out conflicting priorities and plan for unexpected response situations. Discover the five strategies that will help you integrate long-term, important tasks into your daily routine.

Maximizing Productivity

How to concentrate single-mindedly on one thing. Creating blocks of productive time. Motivate yourself to sustained effort. Divide tasks into logical sub-types for greater effectiveness. Set meaningful deadlines on every activity. 

Meetings That Produce Results

As much as 40% to 60% of a leader's time is spent in meetings - of all kinds. Unfortunately, 50% or more, meeting time is wasted. Meetings are a vital skill; a key tool of leadership. Learn how to: Make your meetings more productive and valuable; Set a purpose and agenda, Run a meeting, Participate in meetings, and Correct ineffective meetings.

Mixing Four Generations in the Workplace

Generation conflict costs billions of dollars in lost productivity to organizations like yours worldwide - not to mention the incalculable effects on motivation and morale. Now there's help with generational expert Cam Marston's new course. This course will educate and stimulate positive interaction among your people. It will also dramatically reduce workplace conflict and provide managers and supervisors with strategies for dealing with recruiting, retaining, and motivating, using the generational differences in a positive way. 

Motivating Salespeople

One of the hardest jobs in the world today is motivating salespeople - motivating them to continuous improvement; motivating them to excellence. The core of the motivation challenge is individual self-esteem. Making people feel like winners; making them feel that their contribution is important and appreciated is the job of the sales manager. By the end of this course, you will learn: How the interactive model of effectiveness works; The major problems faced by salespeople; The keys to motivation; Interactive skills that boost self-esteem; and Job requirement for maximum motivation.

Motivation: Igniting Exceptional Performance

Create a work environment where people do their very best every single day. Based upon the proven strategies of Bob Nelson, author of the best-selling book 1001 Ways to Energize Employee's, this documentary-like video uses real-life examples from managers and employees at Boardroom Inc. and United Airlines to illustrate practical techniques and approaches that managers at all levels can implement. Managers will learn about the powerful benefits of encouraging communication, soliciting suggestions, developing trust and confidence, encouraging creativity, and providing rewards and recognition. 

The New Time of Your Life

Time - our most valuable resource. No matter what you do, no matter how hard you try, you'll never get more time. You can't buy it-you can't borrow it. Time is life. If you waste your time, you waste your life. If you master your time, you master your life. The New Time of Your Life has been developed to help you master your time. This course will provide you with tools, techniques and ideas to help you take control of time. To have the time of your life! 

The New Time of Your Life - SPANISH

Time - our most valuable resource. No matter what you do, no matter how hard you try, you'll never get more time. You can't buy it-you can't borrow it. Time is life. If you waste your time, you waste your life. If you master your time, you master your life. The New Time of Your Life has been developed to help you master your time. This course will provide you with tools, techniques and ideas to help you take control of time. To have the time of your life! 

Overcoming Procrastination

Separate the urgent from the important. Break the habit of procrastinating. Develop a "sense of urgency" with key tasks. Break jobs down into "do-able" pieces. Complete harder, high-value tasks first. 

Optimizing Customer Value

In this video, Dr. Richard Chang explains ways your organization can enhance its quality to service customers better and improve the value your customers receive. Customer Value Drivers will be shared to teach you to go beyond satisfaction with your customers and to increase the perceived value of your products and services. 

People Skills / Buyer Behavior  

Your "behavioral style" reflects the comfort zone in which you behave and communicate. It is the pattern of actions others observe for describing your underlying behavior. The three behavioral dimensions which we will discuss are combined to form your personal profile. Understanding buyer behavior is critical to high-performance sales people.

Personal High-Performance, How To Get and Keep It

"This program is an in-depth, step-by-step system showing how you can achieve high-performance and maintain it. This surefire system was used by Danny Cox to ignite his undeveloped potential when he was failing. After his own "turnaround", this same innovative system was taught to his individual team members. Results? An incredible 800% increase in productivity. Records were smashed, not only in the company, but industry-wide. Topics discussed include: non-productive habits, determining and developing internal strengths, goal systems, and a high-performance plan. 

Personally Responding to the Challenge of Change

This course addresses the need for personal accountability and risk during the challenge of change. Change is pervasive, consuming, emerging and does not respect people. If one is to survive and thrive during these competitive times, one’s response to change must be personal and immediate. Taking a personal risk in pursuit of maximum performance is inescapable.

Philosophy of Time Management

The one thing that makes you unique from every other human being in the world is the way you think, especially how you think about your time and your life. If you think more effectively and constructively about all aspects of your life, you will actually improve them. In this session, you will learn the qualities of thinking of superior men and women and how you can develop and use them in your day-to-day life.

The Pivotal Skill In Sales Management

The success of a company is based on many things, but there is no more important job than the job of sales manager. It is the pivotal position in any company; the make or break position. Management is not an exact science; there is not an absolute way to do things that will assure success, but there are several time-tested skills and traits common to most successful sales managers. Your job is to take this information and apply it to your work environment. Course objectives: The five key differences between selling and sales management; The seven roles of a sales manager; The differences in selling today versus yesterday; and Three key principles to reaching the top.

Planning and Organizing

Learn the essential key to high productivity. Organize yourself for maximum results. Deal with paper quickly and efficiently. Use the most reliable time management tools. Get more done in less time by knowing how to plan your work and work your plan. 

Planning For Success

The primary job of the sales manager is to plan what must be done. A well-structured plan enables you to get the job done through others. It enables you to get results in an organized and predictable fashion. Your ability to plan your work, work your plan, and get your people to follow your plan like a well-conducted orchestra is essential to superior sales management. By the end of this course, you will learn: Three steps to planning; Four ways to project sales; How to analyze your market; and Eight keys to planning sales success.

Platinum Rule - Relationship Strategies  

Sometimes you encounter nice enough people, but you just don't hit it off. As a result, the chance for a business deal, partnership, or maybe even a friend is lost and shrugged off as just one of those things. The Platinum Rule will identify the four basic types of personalities: Directors, Socializers, Thinkers and Relators. This video will teach you the most effective ways to deal with each personality type and have better relationships with your customers, friends, and family. 

Post-Trade Show Follow-Up

All your efforts before and at the show are wasted if you don’t follow-up! This course helps you avoid the Post-Show trap, and includes Steve Miller’s "Closed-Loop Follow-up System". The information contained in this course will help you use the Trade Show as a springboard for long-term relationships . . . and long-term business! 

The Power Of Listening

Listening is the key personal development skill! Dr. Alessandra shows your employees how to tap into their communication power by mastering the art of "active" listening. When you finish this program, your employees will have every tool they’ll ever need to effectively listen for and alert them to profitable opportunities. Through Dr. Alessandra’s CARESS model, your employees will learn how to hear and retain twice as much information leading to increased trust, respect and cooperation. They’ll make better, more informed decisions and solve problems faster and more effectively. 

Programming Yourself For Success

You always perform on the outside based on the way you are programmed on the inside. Because you have learned to be the person you are today, your future can be unlimited. You can unlearn old habits and learn new, positive habits of thought and behavior. A few key points: The Law of Correspondence; Programming your subconscious mind; Creating your desired mental equivalent; The difference between your conscious and subconscious minds; and The Law of Subconscious Activity.

The Problem Salesperson

A key executive talent is the ability to recruit, hire, and build a team of effective, competent people. Problem salespeople can sometimes, not only negatively impact their territory contribution, but the contribution of other team members as well. Because individual human beings are so complex, even the very best hiring skills will give you a success rate of only 66 percent. You must be willing to deal with the 33 percent that don’t work out. By the end of this course, you will learn: The three types of problem salespeople; How to save problem salespeople; and The process of firing. 

Project A Positive Image With Power Talking Skills

Whenever you evaluate and assess another person - and that's all the time - you pay attention to three factors: Their actions, their thoughts as revealed through their attitudes, and their specific words. Others are evaluating you, too, all the time. Of those three factors, which seems to be the most important in shaping your image: Words, thoughts, or actions? The answer is none, and all three. It's not necessary to think in terms of which factor is the most important, because all three are inextricably linked and influence each other. Our focus in this program is on the specific words and phrases you use in daily conversations. Your word choices influence how you're perceived, and also shape your attitude and thoughts. Word choices also impact your behavior and actions.

The Psychology of Time-Management

How to develop the mind-set of highly effective people. Program your subconscious for maximum efficiency. Develop the attitude of the top producers. Gain complete control of your time and your life. Practice self-discipline easily in the areas where you make the greatest contributions. 

Pushing To The Front

Why are some people more successful in their careers than others? Why do some people grow and flourish, get promoted, move ahead rapidly and enjoy greater satisfaction in their lives and work? After many years of research and study, we finally have the answers to these questions. The starting point lies in our own thinking, our expectations of ourselves. You have the capacity of greatness in you. You, with desire and effort, can develop the "winning edges", the small marginal differences in competence that translate into enormous differences in results. By the end of this course, you will learn: Four mental laws; Seven ways to control your thinking; and How to participate in life-long learning.

Recruiting Salespeople

One of the most important things you do is staffing. A critical talent is the ability to recruit, hire and build a team of effective, competent people. The best sales managers have the best staffs. The best staffs are a reflection of quality recruiting skills. Remember, you are working and accomplishing tasks through others. The quality of those others will have a direct bearing on the quality of work you produce and the opinion others have of you. By the end of this course, you will learn: How to use zero-based thinking; To build the profile of the ideal sales candidate; How to build an appropriate job description; and Some excellent sources of sales recruits.

Resolving Conflicts With Ease  

This course is designed to outline the successful elements of dealing with difficult people and situations of all types, whether they are customers or colleagues and to focus on eliminating barriers. They include: complainers, irate, unreasonable and irresponsible people, hostiles, and the passive aggressives who may either give too little or give too much information. This course will not only assist participants in moving through difficult situations, but do so with more ease, power, and strength so that employees feel confident in the process. Participants will learn: Guiding principles to deal with difficult people; Types of difficult people, and Modes of behavior. 

Re-Thinking Motivation

The old approach to motivating yourself and others was based on trying to change people. In today's changing world, there is significantly greater value to be found in optimizing one's existing natural strengths. Jim presents the latest on psychological and behavioral science research on motivation. This is based on the Acorn Principle: Finding your natural path for growth. Topics covered include: finding your natural smarts, isolating your core values, and optimizing your velocity. 

Sales Meetings

As a manager, one quarter or more of your career will be spent in meetings. The purpose of this program is to show you how to manage and participate in meetings more effectively so that you get the maximum return on time invested in meeting with other people. As a manager, the way you conduct a meeting and the way you perform in a meeting is a major factor in your career success. By the end of this course, you will learn: Reasons for holding sales meetings; Six parts to planning sales meetings; The structure of sales meetings; and Ideas on holding better sales meetings. 

The Sales Performance Appraisal

Without feedback, people cannot improve. No feedback is taken more seriously by salespeople than regularly scheduled written performance appraisals. Written feedback is one of the most effective ways to help people improve. You owe it to your people, your company and yourself to do quality performance appraisals. By the end of this course, you will learn: The purpose of performance appraisals; Steps to the performance appraisal process; Twelve things to evaluate in an appraisal; Process elements; and Five key points to remember.

The Sales Plan

Sales quotas are one of your largest responsibilities. They are the standards by which you and your people will be evaluated. They can motivate your people to reach for higher goals and performance or they can demoralize individuals. Improperly handled, assigning of sales quotas can be the source of problems, frustrations and wasted energy. Properly handled, sales quotas can mean superior achievement and highly-motivated salespeople. By the end of this course, you will learn: Four measures of ROTI; Five methods for setting sales targets; What to consider when developing sales plans; and How to measure sales performance.

Sales Supervision

This course focuses on the importance of field supervision and it's many benefits. You can not function as a sales manager without dedicating a good portion of your time to field supervision. Field supervision allows you to feel the pulse of the business. It’s how you get closer to the salespeople and your customers. It’s how you function as a role model to your salespeople and how you become a company representative to your customers. It’s an important way to inspect what you expect. By the end of this course, you will learn: Requirements for direct supervision; Advantages of field supervision; The process of sales supervision; Procedures for sales calls; and Key roles of sales supervision. 

Sales Training

"If you keep doing what you’re doing, you’ll keep getting what you’re getting." This is an insightful quote, but the real world of business paints an even darker picture. You’ll only keep getting what you’re currently getting if the competition doesn’t improve. We all know that isn’t the case; the competition will improve. Training is the way you keep up with and outpace the competition. The quality of your sales team is a key source of competitive advantage. It may be the only sustainable competitive advantage you have. You must grow your people. Training is the way you grow your people. At the end of this course, you will learn: The different types of training; The levels of training; and Sales training design - the basic model.

Secrets of Success in Selling

The great secret of success is that there are no secrets of success. There are timeless truths that have been known and practiced by the top people in sales, and in every other field, throughout the ages. When you learn and practice the thinking and behavioral skills of the top people in your field, you will soon begin to get the same results they do. There is a series of powerful, practical things that you can do, every single day, that will give you the winning edge in selling and move you to the top of your field. In this course, you learn how to be better in the field of selling than ever before. 

Selling Different People Differently

The very best salespeople have developed the art of adjusting their personalities and styles so that they are in harmony with the different kinds of prospects that they meet each day. For you to achieve your maximum potential in selling, you must learn how to get along with a variety of people and sell them the way they want to be sold rather than the way you particularly want to sell. In this course, you will learn how to sell effectively to different kinds of people. 

Setting Priorities

People are successful to the degree to which they can carefully think through what they need to do in advance, and then do only those things that will make the greatest contribution to their lives and work at the moment. Successful people are very well-organized. You will learn: The Law of the Excluded Alternative; Setting priorities requires setting posteriorities as well; The consideration of consequences in setting priorities; The ABCDE Method; Your highest value activity; and What you do that will make a real difference.

Seven Secrets of Success

Today, we know more about how to achieve success in more areas than we have ever known before. When you begin to learn and apply the principles that have been discovered by other successful people, you soon begin to get the same results. You will learn: Why some people are more successful than others; Law of Cause and Effect; The seven key behaviors of high-performance; The importance of goals; Creative imagination; The role of a positive mental attitude; and The need for continuous persistence.

Skills Coaching

In today’s market, it is difficult to find and keep a product-oriented competitive advantage. Today many salespeople and companies are selling a commodity. Your people can be the company's sustained competitive advantage. For this to happen, you must be able to coach them to excellence. You must identify areas of development and ensure that the individual is coached to acceptable levels of performance. By the end of this course, you will learn: When to coach; How to coach; The steps of superior coaching; What problems to avoid or overcome; and The rewards and pay-offs of effective skills coaching.

Staying on the Fast Track

Keep current with the critical information in your field. Learn how to read, summarize and access key ideas. Practice the "rip and read" method to stay ahead of your competitors. Utilize the miracle of audiotape listening.

Keep current with the critical information in your field. Learn how to read, summarize and access key ideas. Practice the "rip and read" method to stay ahead of your competitors. Utilize the miracle of audiotape listening.

Stop Worrying, Start Living

Worry can be your biggest enemy. Your job should be to learn how to control worry and minimize its impact on your thinking, your feelings and your performance. In this course, you will learn some of the best ideas ever developed by the highest performing men and women in our society to combat the constant threat of worry and anxiety.

Strategic Goal-Setting

How to clarify and define expectations. Set clear, specific targets for accomplishment. Practice Management by objectives in everything. Join the Top 3% in every organization. Set and organize your goals in every area of your life and work. Isolate and remove obstacles to goal attainment. 

Strategy and Positioning

Sales is not an easy profession. The skill and attitude requirements demand an immense effort. Your job as a sales manager is to nurture those skills and maintain an environment conducive to the necessary attitude. In addition, you must help your people strategize and position themselves and the company. A significant part of that effort is helping them expand their knowledge base - company knowledge, competitive knowledge and marketplace knowledge. By the end of this course, you will learn: Requirements for high morale; Five key knowledge areas; and How to do a competitive analysis. 

Street Fighter Marketing

Getting more customers is the key to your success in business, but the cost of advertising has skyrocketed in the face of increased competition. To compete against the big guys, you have to think like a "Street Fighter," with clever and shrewd, low-cost marketing tactics that get proven results. This dynamic course helps you discover a unique strategy towards your marketing that INC Magazine referred to as "brains over bucks." 

Success Is A Journey  

Life is full of obstacles that you must overcome. Brian Tracy discusses his crossing of the Sahara desert, and relates the experience to the journey of life. Brian will discuss the "Seven Rules to Success" that will help lead you to success and achievement. 

Success To Significance  

This course will offer insights into the keys of success to significance. Nido Qubein shares lessons from his own life experiences. If you have not been getting the results you know you are capable of, you must view this course. You will learn: How to connect with others; Balance life and work; The difference between a decision and commitment; and Five keys for effective communication. 

Take Control Of Your Destiny  

It is human nature that when things go wrong, you tend to look for someone or something to blame. This video will teach you how to take responsibility for your life and solve your own problems. Art Berg shares his touching story of becoming a quadriplegic after a serious car accident, and how he didn't let it slow him down. He inspires people to achieve their dreams and take control of their own destiny. 

Taking The Step Up To Supervisor

Supervisors are ultimately responsible for the results in their areas and the people they lead. Prepare your new supervisors for their new role with management expert Ron Meiss as he covers everything new supervisors need to know to manage successfully. He explains how to balance the responsibilities of pleasing internal customers, planning work schedules, dividing and assigning tasks, giving evaluations, and following-up. You'll also learn how to explain duties to employees in order to get the results you desire, maintain emotional control and respond with feedback. 

Team Building 1 - Conflict Resolution - Session I

Understand the various types of teams and the sources of power that impact teamwork. 

Team Building 1 - Conflict Resolution - Session II

Learning to identify the eight sources of conflict is the first step in prevention and/or resolution. 

Team Building 1 - Conflict Resolution - Session III

Learning to use all five styles will enable the participant to be effective since conflict is often a "moving target." 

Team Building 1 - Conflict Resolution - Session IV

Learning "what to say and practice saying it" is the purpose of this final session. The prior study and planning is only of value if you can actually conduct an effective conflict intervention meeting with great skill. 

Team Up For Success - Building Teams

No longer is teamwork an option. Teamwork is a known competitive advantage, which means every employee, no matter what they do, should be prepared to join a team if they aren't already a member of one. In this video, you will find out your first and most important step in your participating role, and what to do to maximize the time you spend with your team. Scenarios in this video pay close attention to four critical areas for putting together and putting in motion a solid team - including two keys in goal-setting. You'll also identify a convenient model to form team solutions without bringing conflict to the forefront, along with five guidelines to follow for choosing the best solution.

Territory Management

Salespeople are not interchangeable. The skills and talents one individual has used to achieve success in one type of territory may not serve as well in another. Your job as a sales manager is to put the right people in the right place. This may mean reorganizing territories and reassigning individuals. By the end of this course, you will learn: The two generic types of territories; About different types of calls; How to do a territory analysis; How to maximize territory coverage; How to design a call reporting system; and Seven keys to territory management.

Three C's Of Success  

Learn the three C's of success and a formula that is easy to apply. Change today is continuous and unpredictable. Regaining a "sense of control" is vital. Clarity is the key to control. What you will learn: What 25 years of research tells us; How to create a blueprint for your future; Why courage is the foremost of the virtues; and Ten key principles for developing courage. 

Time Management for Salespeople

After 100 years of research and countless millions of dollars invested in seeking the causes for success and the causes for failure, we have come up with a simple answer. People are highly-paid because they spend their time doing things of high-value. Salespeople who spend every minute of every day focusing on high-value activities, eventually rise to the top of their fields and make a lot of money. Salespeople, even in the best of markets with the best of products, representing the best of companies, who waste their time in low-value activities, seldom accomplish anything of importance. In this course, you will learn some of the fundamental ideas for managing your time and your life. 

Time Management Skills

Time is the one indispensable, irreplaceable resource of accomplishment. We all have an equal amount of time. It has been said that the truly successful in our society are separated from others because they have elected to use their time differently. Time- management is really life-management. The pay-off for becoming an excellent time-manager is high. One of the most important rules for success is simply to "form good habits and make them your masters." By the end of this course, you will learn: The importance of planning; Seven time-wasters to eliminate; How to be pro-active; and Seven keys to increased productivity.

Time Management to Balance Work and Family

Successful people are very clear about what is important to them. They know how to set priorities and concentrate on doing the things that give them the greatest satisfaction and happiness in life. You have two kinds of goals: work and family. Discover what your chief aim in life is, where most of your real happiness comes from, the main source of stress in your life, the key to balancing conflicting responsibilities and the most important thing of all. 

Unshakable Optimism

The better you feel about yourself and the world around you, the happier and more cheerful you will be. The more positive a person you are, the more people will be willing to help you in everything you want to do. The most successful people at every level of society are those who are liked and respected by the greatest number of other people. By deliberately doing and saying the things, every day, that will make you feel better about yourself, you will improve every aspect of your life. In this session, you will learn how to become an optimist in a world of continual challenges, difficulties and setbacks.

The Winning Team

We have discussed the importance of staffing; the selection and development of quality individuals. We will now focus on bringing those individuals together as a cohesive team. You cannot do it yourself; you must work through others. The impact these others have in accomplishing your goals can be enhanced through the power of synergism. By the end of this course, you will learn: Six key qualities of a winning team; The basic needs of team members; The H.P. model of effectiveness; How to motivate a team; and How to build a team culture.

Your 1000% Formula  

Learn a simple formula that is virtually guaranteed to help you dramatically increase your valued income in the years ahead. What you will learn: The key to success for individuals and businesses; The commitment to continuous improvement; The Kaizen method of personal development; Setting a goal to grow at one half of one percent per week; and Seven steps to continuous betterment. 

Your 5 C's - Journey Of Integrity  

Are you looking for ways to improve your speed and focus? Do you want to raise the bar on your mental toughness and create passion for excellence? Vince Poscente will help you accelerate to your objectives. In just four years, he went from recreational skier to the 1992 Olympic Winter Games finals while breaking the national speed skiing record five times (135 mph on skis). His strategy outlines innovative techniques for you. They include the five C's: Clarity of Vision, Commitment, Consistency, Confidence, and Control. Poscente shows you how to apply each technique to take your business and personal goals to extraordinary levels. Vince’s entertaining message will inspire you, capture your imagination and keep you on the edge of your seat.