SELLING SECRETS From The TOP PERFORMERS 10 VOL 20 TAPES

SIDE 1—MASTERING THE BASICS
Brian Tracy—The Nine Keys for Sales Success
Becoming brilliant at the basics. Evaluating your strengths in these nine key sales areas: personal attitude, personal management, product knowledge, prospecting, identifying needs, presenting, handling objections, closing the sale, and follow-up.
Robert Ringer- 25 Rules They Don’t Teach You in Any Sales Course
Twenty-five rules you can use to dramatically improve your sales results.

SIDE 2—THE BALANCED SALES PRO
Jim Pancero—The Prism Selling Philosophy
Developing well-balanced selling skills. Balancing and maximizing the three selling-skill categories. The prism selling philosophy and how to implement it in your selling career.
Chuck Reaves—Setting Priorities for Profits
The two types of priorities: account priorities and resource priorities. Prioritizing your accounts and resources for time management and productivity.

SIDE 3-TAKING CARE OF YOUR MOST IMPORTANT RESOURCE
Layne Longfellow—Your Most Important Responsibility as a Salesperson Taking care of yourself and clients. The “type A” person: one who is focused on his or her work all the time with no time for family or friends. This type of person believes stress and success go hand-in-hand, but too much stress is counterproductive and can lead to burnout. Relieving stress through awareness and support systems.
Marilyn Manning—Business Ethics: The Foundation of Your Career The “four-way test”: an effective way of testing ethical standards and of changing policies toward competitors. Important values for success: courage to be moral, sticking with your values in hard times, and resisting pressures for short-term action. Understanding, interpreting, and managing your value system.

SIDE 4-THE BUILDING BLOCKS OF SUCCESS
Mark Victor Hansen—Superstar Ideas for Superstar Success Becoming successful in sales by learning from the top salespeople. Four “superstar ideas” and other important sales tips.
Adele Scheele - An Action Plan for Success
Focus, goal setting, and action. Tricking yourself into getting started on the road to success by working backwards. Getting involved in a professional or philanthropic association to try out the skills you need to develop.

SIDE 1—POSITIONING YOURSELF FOR SUCCESS
Nido Qubein- How Do Customers Perceive You?
How customers perceive you and what you are selling: your position. Positioning yourself as an expert who provides a valuable service. Ten strategies for positioning yourself for success.
Jim Pancero- Competitive Awareness: Your Winning Sales Strategy
Understanding your competition’s products and services, their pricing policies, and their selling styles. Asking your customers what they like and dislike about both your and your competitor’s products and services. The three phases all products and services pass through. The two components to a successful selling philosophy: your sdling style and your selling message.

SIDE 2-SURE-FIRE PROSPECTING
Gordon Allen—A Formula for Getting Free Lists of Prospects
Finding customers that most resemble your ideal customers: analyzing your current customer file to determine your ideal customer; orderining lists from direct-mail list-rental companies; using encyclopedias to find the names of people you identifr as order placers; and checking the yellow pages.
Bill Brooks—High-Impact Prospecting
Prospecting is a mind-set, not a set of skills. Providing something of value to your customers. Questions to ask yourself in order to help you find qualified prospects.

SIDE 3-COMMUNICATING WITH YOUR CUSTOMERS
George Walther - The Million-Dollar Call
How six phone-power principles yield high returns. Pressure and planning: the million-dollar sales call. Phone-power principles: aiming high; setting a definite deadline for yourself: getting as much information as you can about the person you want to reach; starting by saying something positive and friendly; getting right to the point; just doing it.
Adele Scheele—Skills for Success
Enhancing your listening skills. Spending enough quality time with your customers. Preparing for each sales encounter. Mixing business activities with pleasure.

SIDE 4—MAINTAINING THE RELATIONSHIP
Jim Cathcart—Selling to Win
Sales as a helping process—finding a need and helping the customer fill it. Focusing on the long-term relationship with a customer instead of just the short-term, immediate sale.
Thinking of your job as building a profitable clientele.
Bill Gibson—How to Collect and Keep the Account
Collecting payment for your products or services and remaining friends. Three objectives to keep in mind when collecting: getting the money, not putting the person down, and preserving the relationship. Several non-confrontational approaches to collecting payment for your products or services.

SIDE 1—DEVELOPING A MAGNETIC PERSONALITY
Lisa Ford—Seven Skills to Enhance Your Personal Power
Personal power: what makes people respond to you and respect you; confidence and control; how you influence others. The ingredients of personal power: know what you want, believe you can get it, and take action immediately to reach your goals. How you can develop your own personal power.
Loretta Malandro—Do Birds of a Feather Flock Together?
The skill of pacing: the technique that allows you to build a bridge of similarity with all your buyers. Matching your buyer’s words, voice tones, movements, and gestures.

SIDE 2—STARTING OFF ON THE RIGHT FOOT
Bill Gibson—Breaking the Ice
Ways to quickly build rapport with your customers. Commitment to customer service.   Effective approaches that can be used when meeting a new customer. Time and assistance.  Looking at prospects as potential long-term accounts.
Bill Bethel—The Magic Minute Your First 60 Seconds with a Customer
Getting off to the best possible start with customers. The “magic minute”: the first minute you spend with a prospect. Making a good first impression verbally and nonverbally: paying strict attention to attire, opening statements, interest-creating comments, and fact-finding questions.

SIDE 3—BUILDING POSITWE RAPPORT
Kerry Johnson- Using Neurolinguistic Programming to Build Rapport and Trust
How using NLP techniques can aid the selling process. Visual, auditory, or kinesthetic thinking. Determining right away which type of thinker your prospect is. Building rapport and trust. Two techniques you can use to determine the type of thinker your prospect is and the key techniques that should be applied to each type.
Ann Roe—Networking for Sales and Customer Sernce Success
Six ways networking can build good rapport with your customer. Increasing your sales as you work with and through other people. Strengthening your network with a variety of techniques.

SIDE 4-PROMOTING YOURSELF
Patricia Fiipp—Being a Visible Salesperson
Making a memorable impression and increasing your visibility: Long-term thinking. Promoting yourself. Keeping in touch with past customers and getting to know potential customers. Getting mentioned in the media. Establishing a circle of friends in non-competing industries that serve similar customers. Getting involved in your local business community.
Jerry Anderson- Establishing Yourself as the Expert
Ideas on promoting yourself: writing artides and books, being quoted in a newspaper or magazine, distributing a newsletter, giving speeches, etc. Being good at what you do. Making yourself known as an expert in your community—people will come to you.

SIDE 1—THE CUSTOMER’S POINT OF VIEW
Jimmy Calano and Jeff Salzman- Selling from the Buyer’s Point of View
The right and wrong ways to approach your most prized customers. Understanding how your buyers think and feel. Sixteen tips on selling from the buyer’s point of view. The five deadly sins of selling as seen through the eyes of the buyer.

James Lorentzen - Talking the Push Out of Your Presentations
Analyzing your customer’s needs before jumping into your presentation. Performing an “appli- cation process”—applying what you know about your customer’s wants, needs, desires, and dissatisfactions. The goal of the analysis stage: building interest. The goal of the application stage: building desire. Closing the sale.

SIDE 2—SELLING VS TELLING
Mark Sanborn- Persuasive Presentations
Sure-fire ideas to fIne-tune your presentations. Telling rather than selling: a waste of time. The four common presentation weaknesses. The seven objectives you need to achieve before you come face-to-face with the prospect. Four goals you need to accomplish in order to deliver a persuasive presentation.
David Dworski—Spotlighting Your Presentation
The "3x5 technique.” How to conduct a sales presentation that will ensure success. Important techniques to use and steps to take before and during your presentation so that you can increase your selling effectiveness.

SIDE 3—FINE-TUNING YOUR PRESENTATIONS
Ty Boyd—Presentations that Win
Fine-tuning your presentation and making it a winner.
Lois and Ralph Patton- No Worry Proposal Writing
When you need a written proposal, when you don’t, and presenting a winner. Writing effective proposals: a six-step process. Writing a formal proposal that is guaranteed to bring you the success you’ve been waiting for. When you should present your proposal in person, and when you should mail it.

SIDE 4—EFFECTIVE QUESTIONING
Tony Alessandra- The Fine Art of Questioning
Asking the right questions. Diagnosing customer needs before prescribing solutions. Seven main types of questions: open-ended questions, closed-ended questions, clarifring questions, developmental questions testing questions, third-party questions, and fact-finding/ information-gathering questions.
Dorothy Leeds- Smart Questions for Salespeople
Using your inquiring mind to ask your way to selling stardom.

SIDE 1—NEGOTIATING SECRETS
MaiyJo Huard—All Things Are Negotiable
Negotiation: bridging the gap between two different viewpoints without conflict, animosity, or bad feelings. Promoting an agreement that satisfies the needs of both parties. Twelve negoti- ating strategies.
Roger Dawson—Power Negotiating
The facts about negotiating. The win/win factor: for negotiations to be successful, both parties must win.

SIDE 2—NEGOTIATING TIPS AND TECHNIQUES
Mike Wickett- Using Evidence to Eliminate Disbelief
Using evidence to support your presentation. Five types of evidence. Effective evidence:
relevant to your prospect’s situation, specific, and accurate.
Carol Sapin Gold—Games People Play
What to do when your customer starts playing games. Developing a method to distinguish between when your customers are playing games and when they are just being the way they are. Maintaining sound and controlled judgement and behavior and trying to elicit a similar response from your customer. Some of the games people play and how to deal with them.

SIDE 3—CLOSING THE SALE, PART I
Jim Cathcart- Looking Beyond Getting the Order
Assuring satisfaction. Confirming the purchase. Replacing “closing” with “confirming.” Treating concerns as concerns and not as objections. Answering questions in a relaxed manner. Responding to a concern: convert it into a question, change the basis of the decision, or shift the customer’s point of view. The echo technique. The compensation technique. The boomerang technique.
Alan Cimberg—How Many Times Should You Ask for the Order?
Spotting the buying signals that close more sales. The fear of appearing pushy. Asking for the order at the right time. Buying signals customers make.

SIDE 4-CLOSING THE SALE, PART II
Danielle Kennedy - Closing the Sale Fast
The true motivation of your customer. Determining what the buyer needs and wants. Some techniques you can use to improve your closing efforts.
Zig Ziglar- Secrets of Closing the Sale
Developing a sixth sense about how and when to close. The “closing conscience.” Some useful closing techniques. Factors that must be in place before you even begin to dose the sale.

SIDE 1—REDUCING RELUCTANCE
Bruce Robbins- Dealing with Call Reluctance
How fear of failure can stand in the way of success. Learning to overcome your reluctance to call your customers and prospects by eliminating emotional immobility
C. Richard Weylman- Reducing Buyer Reluctance
Helping customers overcome their fears. Establishing faith, confidence, and a belief in the value of yourself, your company, and your product or service. Several strategies for overcoming buyer reluctance.

SIDE 2—MEETING CHALLENGES
Joan Pastor—Resolving Conflicts Positively
Inviting conflict: addressing objections. Specific ways to minimize conflicts once they occur. Areas where conflict occurs for salespeople in other departments within the company. Getting departments to work together more effectively. Three keys to resolving conflict within the company or with the customer.
Nido Qubein—How to Boost Your Selling Power
An analysis of today’s selling challenges and ways to get around them. Adapting your selling style, strategies, and techniques to the needs of your customers. Interpreting the value of what you are selling. Emphasizing the personal benefits, convenience, and comfort the customer will receive by doing business with you. The six major differences between the customer of today and the customer of yesterday. The qualities of successful salespeople.

SIDE 3-ELIMINATING OBJECTIONS, PART I
Tom Reilly—Crushing Price Objections
A formula for handling objections. Six strategies for dealing with objections to the price of your product or service.
Man Cimberg- Dealing with the Challenges of Today's Selling Climate
Justifying your price and selling the customer on your product’s benefits. Feeling comfortable with your price. You get what you pay for. Tips for finding out what really matters to your customer and moving on with the sale.

SIDE 4-ELIMINATING OBJECTIONS, PART II
Alan Cimberg—Removing the Barriers to the Sale
Overcoming stalls, put-offs, and objections. Feeling good about your own prices. What to do when a prospect says, “Your price is too high.” Tips on how to sell a customer on a product by emphasizing the benefits. Eliminating price objections.
Zig Ziglar- Dealing with Objections
Dealing with objections and questions. Listening carefully to the entire objection; being pleased that the prospect brought the issue up.Turning the objection into a question. Taking advantage of the question by using it to move the sale ahead. Opportunities for dealing with rejection.

Exceptional Customer Service

SIDE 1—THE SERVICE-ORIENTED ATTITUDE
Patricia Fripp—Sales Is An Attitude, Not A Department
How your customer’s impression of your company is shaped by the actions and attitude of every employee in your organization. Customer service as an attitude every single person in a company needs to represent to the outside world. Encouraging good customer service. Rewarding outstanding behavior.
Michael Ann—What Real Customer Service Is All About
Thirteen customer service facts you must know to survive. Delivering what and when you say you’ll deliver. Developing repeat business: why customer service is vital.

SIDE 2—MAKING IT WORTH THEIR WHILE
Chuck Reaves- Value-Added Selling
Putting more into selling so you can get more out. “Your price is to high” equals "I don’t perceive the value to be equal to the cost.” Adding value instead of lowering cost. Five elements to a successful sales call. Seven principles of value-added selling.
Sheila Murray Bethel—Needs-Based Selling
Uncovering your customer’s buying motives. Needs-based selling. Finding a need and commu- nicating how your product or service will best fit that need. Four ways to determine these buying motives. Six basic buying motives. Three important steps that you need to take after zeroing in on one or more of your customer’s major buying motives.

SIDE 3—KEEPING CUSTOMERS HAPPY AND COMING BACK
Carol Sapin Gold-The ACE formula for Keeping Customers Happy
Customer sewice a mind-set that focuses on satisfying people. The ACE acronym:   Adaptability; Consistency, Energy.
Bill Bethel—What Have You Done for Your Customer Lately?
The customer service triangle: follow-up, service, and retention. Giving a little bit extra in customer service. How just a little bit of follow-up service can go a long way in retaining your customers. Tips on follow-up.

SIDE 4-BUILDING CUSTOMER LOYALTY
Michael LeBoeuf-Why Customers Leave for Greener Pastures
The key to long-term success: providing quality customer service. Rewarding the customer. Strategies on improving the quality of your service, such as treating the customer like a lifetime partner and delivering more than you promised. Common-sense ideas on satisfying and rewarding your customers.
Jeny Anderson—Creating Customer Loyalty
Earning clients’ loyalty: the secret of success. Thinking “people.” Building a relationship of trust. Providing the benefits that your clients need.

SIDE 1—THE CRFATWE APPROACH
C. Richard Weylman—Ten Keys to More Creative Selling
Surprising your buyer with creative solutions. Being a creative counselor for today’s individual buyer. Reducing the fears of the individual, finding the problems of the individual, and fIlling the needs of the individual by offering the right solution to today's problems. Defining yourself as a problem-solver. Ten proven tips to becoming more creative.
Sherrill Estes—More Than One Way to Sell
Mastering six selling situations. Becoming a more proactive salesperson: the creative call, the self sell, the retail sale, the add-on sale, the upgrading sale, and the service sell.

SIDE 2-SENSORY SELLING
Mike Wickett- Building Desire through Word Pictures
Painting beautiful pictures. Appealing to several senses. How you can use word pictures to build the prospect’s desire to own the benefits of your product or service. Some guidelines for using word pictures effectively.
Thomas Faranda-Sensory Selling
Why appealing to a customer’s senses pays off. Appealing to the physical senses during your selling process. Three critical aspects of sensory selling: the techniques, the use of the techniques with products and services, and specific information on each of the senses.

SIDE 3-TAPPING INTO THE POWER OF THE MIND
Susan Fowler Woodring- Intuitive Selling
The interplay of art and science. Creativity and intuition. Six important steps to an intuitive presentation: consideration, collection, cogitation, darification, centering, and consignation.
Curtis van Voorhees—Mental Imagery: The Master Skill for Success
Tapping into the magic of your mind.

SIDE 4—IMPROVING YOUR BOTFOM LINE
Rick Barrera—How to Prospect with Direct Mail
Using direct mail: ensuring consistent prospecting and reducing the frequency and severity of selling slumps. Eliminating cold calling. Recognition. Six important strategies for conducting a successful direct-mail campaign.
Jack and Garry Kinder—improving Your Sales Results
A formula for boosting your sales. Three factors of your performance: the quality of your market, your selling effectiveness, and your activity level. Active listening and skillful communicating.

SIDE 1—DEALING WITH SETBACKS
Denis Waidey—How to Handle Failure
Techniques for coping with setbacks and using them as springboards to future success. Failure as a learning experience. Learning from each mistake and moving on. Six important tools you can use to cultivate a healthy approach to failure in your life. Adaptability: five key strategies that will help you develop an adaptable attitude.
Sheila Bethel—Breaking Out of a Sales Slump
The two kinds of stressors—internal and external—that cause selling slumps. How change and rapid adjustment are causes of selling slumps. Several cures to selling slumps.

SIDE 2—HANDLING STRESS
Susan Stephani—Actions You Can Take to Counter Stress
How to spot the signals of dangerous stress. Understanding your mind and body’s signals for stress. A quick-fix stress-management technique.
Matt Oechsli- Low Pressure Selling in a High-Pressure World
Making stress work for you instead of against you. Four stress controlling strategies that will help you turn unwanted stress into creative energy.

SIDE 3—SOLVING PROBLEMS
Mike Lipsey—Adversity Selling
Reacting and preparing. How to prepare for the worst sales conditions, bad attitudes, and loss
of enthusiasm. Setting new goals. Making a plan. The time-tested technique of “Combo
Selling.” Transcending trouble.
Jan D;Arcy- How to Prepare for Pressure Situations
Preparing for pressure situations that call for excellent communication skills.

SIDE 4—REACHING NEW HEIGHTS
Matt Oechsli- Winning the Inner Game of Selling
Overcoming negative programming. Two important exercises that will help you reprogram your subconscious mind.
Bill Gibson—Breaking Out of Your Comfort Zone
Seven steps to breaking out of your current comfort zone to achieve greater success. How your comfort zones can hold you back from achieving your true potential. Breaking out of your comfort zone through persistence and discipline.

SIDE 1—EVERYDAY SUCCESS
Joel Weldon- That's Where I Was Aiming
Myths and truths about sales luck. Making it happen. The myths of luck and timing. Eliminating the word “luck” from your vocabulary. Accepting the responsibility for your own  success. Ideas on how to count on yourself, not on luck.
Joel Weldom—Drop Me in Dubuque
The “Drop Me in Dubuque” attitude: you can succeed anywhere with no leads, no referrals, no money, and no support. Surviving and thriving no matter what happens.

SIDE 2—RAISING YOUR STANDARDS
Nathaniel Brandon—Selling and Self-Esteem
The truth about rejection. How stress and the pressures of work can have a devastating effect on self-esteem. Building self-esteem by responding appropriately to the current situation. Ways for salespeople to exercise healthy self-esteem on the job.
Pam Lontos—Don’t Say You Can’t Until You’ve Tried
Demolishing self-imposed barriers that could be holding you back. Your subconscious mind and reality. Reprogramming your subconscious to live the life you would like to live. What you don’t know can actually help you: a success story. Doing what you would do if you couldn’t fail.


SIDE 3-OVERCOMING FEAR
Kerry Johnson - Overcoming the Fear of Success
You deserve to be successful. Three techniques for welcoming success instead of sabotaging it.
Jim Lorentzen - A Quick Formula for Handling Fear
Procrastination: the result of trying to avoid conflict or resistance. Understanding the other person. Doing what we fear most.

SIDE 4—STAYING MOTIVATED
Tom Reilly—Your Motivational Profile
The difference between motivation and stimulation. Why what is motivating to one individual may not be to another. Questions to determine what you find motivating and to get a clearer picture of your motivational profile. Twelve of the most common motivators. A planning exercise to aid you in clarifying your vision of the future. Nine tips to get you started and keep you going on your journey to the top.
Denis Waidey—The Magic of Enthusiasm
The power of enthusiasm. Life as a self-fulfilling prophesy. Keeping your eyes open for new opportunities. The energy to strive toward your long-term goals. Developing enthusiasm: what to do and how to act.