Advanced Sales Training Resources

For those who want to learn more about the research that’s gone into our programs or who want to further develop their skills, we’ve assembled this page of resources. Of course, if you’re looking for help with a specific issue or don’t see what you’re looking for here, we encourage you to call us.

Videos

Talking to Customers About Cost vs. Price

In his sales management training series, Terry Slattery of Slattery Sales Group shares how to talk to customers about cost versus price. He tells the story of a high value manufacturer that saved the customer hundreds of thousands of dollars, even with a price tag that was 40% higher than the competition.

 

Using Consequences for Winning Complex Sales

In this video, Terry Slattery of Slattery Sales Group discusses how to use the consequences of not choosing your solution as a way to win complex sales. He discusses the long term benefits of choosing a solution based on consequences and how to have this conversation with your prospective clients. He also shares how to make your expertise a valuable differentiator in the sales process.

 

How to Identify the Right Prospect

How do you discover the right prospect inside of an organization and reach them with a compelling message that speaks to their pain? Terry walks you through an exercise to identify the logical and emotional customers in your prospect organizations. and demonstrably better about you in this video.

 

What Makes You Different and Better?

Prospects don’t need to hear about your quality and service – everyone says that. Learn how to tell them exactly what’s unique and demonstrably better about you in this video.

 

How to Leave Effective Voicemail

Terry teaches how to cut through the clutter and leave voicemails that move prospects to call you. Find out why you need to leave four voicemails and why voicemail is more effective than email in this short video.

 

Podcasts

Guest Podcast: How to Build a “Bankable” Sales Forecast

Terry recently joined Todd Eberhardt of Dynasty Leadership Consulting on the Dynasty Leadership Podcast. In How to Build a “Bankable” Sales Forecast, Terry describes a ‘bankable forecast,’ discusses what companies lack when hiring new sales reps and why so many companies struggle to win complex sales.

Terry explains how the structure and daily operations of your organization can make or break your sales closings. He shares what percentage of your entire workforce will be elite, good or a three-year project to a bad hire. You’ll also learn how to get the business nine times out of 10, no matter what the price is.

Listen on iTunes or on your computer or mobile device.

 

White Papers

Title: Sales Longevity: The Science of Predicting Sales Turnover
Author: David J. Kurlan

Title: The Modern Science of Salesperson Selection
Author: David J. Kurlan

Title: Style Insights – DISC: Instrument Validation Manual
Author: Target Training International

 

Recommended Reading

This list will provide you with several recommended books about marketing, negotiation, personal improvement, management and leadership, customer service and selling skills. We hope you enjoy them!

Selling Skills

Earning What You’re Worth
by George Dudley & Shannon Goodson
Description: Cold calling and dealing with call reluctance.

How To Sell More In Less Time With No Rejection
by Art Sobczak
Description: Common sense telephone techniques.

Mastering the Complex Sale
by Jeff Thull
Description: How to compete and win when the stakes are high.

Management and Leadership

Managing by Values
by Ken Blanchard
Description: Focusing on values for organizational culture.

Don’t Fire Them, Fire Them Up
by Frank Pacetta
Description: How to motivate yourself and your team from author’s real life experiences at IBM.

22 Biggest Mistakes Managers Make
by James Van Fleet
Description: And how to correct them.

Negotiating

Getting To Yes
by Roger Fisher, Robert Urey
Description: Negotiating agreements without giving in.

It’s Negotiable
by Peter Stark
Description: Handbook of win/win tactics.

Fundamentals of Negotiating
by Gerald Nierenberg
Description: Title says it all.

Customer Service

The Nordstrom Way
by Robert Spector
Description: Now Nordy’s excels at customer service.

Customers For Life
by Carl Swell

Sustaining Knock Your Socks Off Service
by Thos. Connellan, Ron Emke

Personal Improvement

Seven Habits of Highly Effective People
by Stephen Covey
Description: Approaches for solving personal and professional problems.

Think and Grow Rich
by Napoleon Hill
Description: A Classic in positive mental attitude and its relationship to success.

What To Say When You Talk To Yourself
by Shad Helmstetter
Description: Using affirmations to achieve greater success.

Don’t Worry, Make Money
by Richard Carlson, Phd
Description: Simple ways to keep little things from taking over your life.

Marketing

Selling The Invisible
by Harry Beckwith
Description: Good book on how to market and sell services.

The 22 Immutable Laws of Marketing
by Al Ries, Jack Trout
Description: Strategies for marketing products and services. Good book.

Permission Marketing
by Seth Godin
Description: New age marketing; how to shape your message to market successfully in today’s economy. Good book.