HMA Selling Marketing Assets Training
I don't want to insult your intelligent
because I think you already know that selling your consulting
services is where the rubber
meets the road for you and your HMA marketing consulting business.
The degree of success you will have will be directly
proportionate to your ability and the ability of your people to sell
either face to face, by e-mail or on the phone.
And that's the reason why I've put together this HMA collection of
EIGHTEEN selling audio trainings all related to the most
important aspects of
selling.
Use these proven selling ideas to sell your product
or consulting service better, more often and for more money.
Use
this training to train your clients sales staff.
HERE'S WHAT YOU
GET . . .
1.
Get Sales Faster by Changing
your Cold Calling Methods—a Challenge to Traditional Thinking!
- 45-minute audio
interview, 56-page transcript
For the full
description of each interview click
here.
2.
Ben Gay III Interview From
The Closers
- Two-part audio
interview, Part I is 69 minutes and Part II is 59 minutes, 88-page
transcript
For the full
description of each interview click
here.
3.
How To Crank Up The Heat On Your Cold
Calls So You Can Land More Qualified Sales Appointments
- 83-minute audio,
52-page transcript
For the full
description of each interview click
here.
4. The Real Secrets to Selling: An
Interview with Tom Hopkins
- 66-minute audio, 51-page transcript
For the full
description of each interview click
here.
5. Stan Billue
Interview On Selling
- Two-part audio, Part One is 58 minutes and Part II is 47 minutes,
79-page transcript
For the full
description of each interview click
here.
6. How To Make A Sales Presentation That
Consistently Closes The Deal
- 68-minute audio, 52-page transcript
For the full
description of each interview click
here.
7. Sales People Are Not Born They Are
Trained
- 73-minute audio, 54-page transcript
For the full
description of each interview click
here.
8. A New Way To Sell Consulting Projects
- Two-part audio, Part One is 30 minutes and Part Two is 27 minutes,
44-page transcript
For the full
description of each interview click
here.
9. "Nobody Should Be Allowed To Have
Anything To Do With Selling Until They've Listened To This Interview"
- 5 segment audio totaling 150 minutes
For the full
description of each interview click
here.
10. Finding the Phrase that Pays: A
Crash Course on Sales Scripting
- Two-part audio, Part One is 27 minutes and Part Two is 20 minutes,
47-page transcript
For the full
description of each interview click
here.
11. How To Get Your Employees To Sell
More Of Your Products And Services Then Ever Before Using The Proven
Secrets Of Incentive Programs
- 52-minute audio, 45-page transcript
For the full
description of each interview click
here.
12. Story-Telling Advice From A
Hollywood Screen-Writer
- 60-minute audio, 51-page transcript
For the full
description of each interview click
here.
13. 82 Year Old New York Jew Reveals
Lifelong Marketing & Selling Secrets Before He Dies
- Two-part audio, Part One is 36 minutes and Part Two is 38 minutes,
82-page transcript
For the full
description of each interview click
here.
14. “Stop Door To Door Selling And
Automate Your Selling In One Hour.."
- 52-minute audio, 53-page transcript
For the full
description of each interview click
here.
15.
How A Consistent Follow-up System With
Your Customers Can Easily Grow Your Business Without Constantly Going
After New Customers
- Two-part audio, Part One is 32 minutes and Part Two is 36 minutes,
59-page transcript
For the full
description of each interview click
here.
16. "How I Personally Sold 45 Million Dollars Worth Of Products To
Wal-Mart and Other Major Retail Giants."
- Two-part audio, Part One is 54 minutes and Part Two is 58 minutes,
75-page transcript
For the full
description of each interview click
here.
17. How To Use Tent Promotions To Sell
Your Products By The Trainloads Outside The Doors Of Huge Retailers Like
Lowes, Home Depot, Sport Authority, and Circuit City
- Two-part audio, Part One is 30 minutes and Part Two is 30 minutes,
61-page transcript
For the full
description of each interview click
here.
18. World Famous Sales Trainer Of Fortune
500 Companies Reveals Powerful New Tactic That Can Immediately Double
Your Sales
Two-part audio, Part One is 25
minutes and Part Two is 23 minutes, 49-page transcript
For the full
description of each interview click
here.
The HMA Selling Marketing Assets Training System
Detailed Interview Descriptions Below
You'll be able to immediately download the HMA Selling Marketing Assets Training
System which includes:
1)
Get Sales Faster by Changing your Cold Calling Methods—a Challenge
to Traditional Thinking!
Old "tried and true" cold calling and sales techniques that were
once successful have completely lost their effectiveness over the
years. Here's a completely new sales mindset and cold calling
approach that will quickly and automatically put you ahead of the
game and instantly in a league above your competition.
This 45-minute audio interview and its accompanying 56-page
transcript will challenge your thinking and change your mind. You
will hear from Arrie, an experienced sales trainer, who designed and
developed sales training for inside and outside salespeople in very
large companies--companies that increased sales because of these
techniques.
The purpose of this audio-interview is to provide new cold calling
tools and techniques to get sales faster by…
• Diffusing pressure and removing suspicion
• Changing from the “dreaded salesperson” to trusted advisor
• Transitioning from selling “product” to problem solving.
You will learn about the following topics:
• Opening the call
• Talking to customers in a non-aggressive way
• Examples of what to say that are different from traditional
scripts
• Avoiding customer negative responses—words to avoid
• Avoiding objections and “putting you off” comments
• Handling gatekeepers and voice mail.
By applying the techniques you will hear on this audio, you will
eliminate fear and reluctance in making cold calls and build trust,
help prospects, and build sales.
This audio interview consists of a
45-minute audio interview and its accompanying 56-page transcript.
2)
Ben Gay Introduced The Sales World To The Closers, The Most Popular
- Most Powerful Sales Training Material Ever Produced
Ben Gay III Interview, Parts I and II
Ben Gay Interview, Part I:
35 years of top-level, professional selling experience has made Ben
Gay III a legendary figure in the sales world. A world-famous
salesman, sales trainer, author, consultant, and speaker, he still
sells on a daily basis! Gay has been the #1 salesperson at every
single company with which he has been associated. It’s not
surprising that his book, The Closers, which explains selling the
way it really is, is the most powerful book on selling ever written
with over 3,000,000 copies sold.
In this interview, Ben Gay III reveals how his selling success
sprang from a childhood fascination with the yarns of a former-slave
and local Civil War veterans in mid-Century, which spawned an
unquenchable passion for meeting interesting people. At his father’s
knee, he learned the amazing ability of a master closer to move
people to action through the sheer power of talk.
After a successful career as a youthful buyer at Macy’s, he moved
into direct sales and discovered the power of multi-level marketing
where he met and worked with renowned salespeople, including the
greatest Master Closer he ever worked with, James H. Rucker, Jr., J.
Douglas Edwards, Fred Herman, Earl Nightingale, Zig Ziglar, Bill
Dempsey, and Ray Considine, among others. In this no holds-barred
interview, he shares the absolute unvarnished truth with you.
While sharing fascinating anecdotes about his career, Ben dispenses
selling tips, techniques, and secrets. You’ll discover:
• The key to sales success: always sell a competitively priced,
quality product to qualified customers
• How a closer thinks: the secret of Sales Closing Power
• How to get the sale that day!
• How your success depends on the effectiveness of your sales
presentations, telephone sales scripts, and direct mail letters
• And much, much more!
So meet Ben Gay III...the person with the unique ability to explain
selling in down-to-earth terms you can easily understand and apply.
The Closer is the sales closers bible, the one book you must have in
your personal library.
My interview with Ben Gay, the master closer, is one you shouldn’t
miss either.
Discover The Mother Lode Of Marketing And Sales Lore: Ben Gay
Interview, Part II
Although my first interview with Ben Gay III was chock full of
fascinating stories and invaluable selling secrets, believe it or
not, there’s more! On top of his legendary status as a world-famous
salesman, sales trainer, author, consultant, and speaker, Ben Gay is
the founder and executive director of the National Association of
Professional Salespeople with a membership in 8 figures.
And talk about inspirational! Ben spent 12 hours a weekend for five
years at San Quentin with his People Builders program that
successfully enabled his students get off the prison merry-go-round,
reducing recidivism by over 80% and “did time” with Charles Manson.
On top of that, he was attitude coach for the crews of Apollo 15,
16, and 17, working with astronauts Alan Shepherd and Jim Irwin.
While his stories about his brushes with the famous and the infamous
are captivating and inspirational, you can’t afford to miss the
nuggets of sales and marketing wisdom that pepper this interview.
In This Interview, Ben Reveals:
• The secrets of closing and how to become a Master Closer
• Why confidence is your most important asset and how to build it
• How he took a catch phrase and turned it into gold
• How to take an objection and turn it into a benefit
• How to become a sales infiltrator
• How to use the Internet to multiply your sales
• The Step-by-step phases of his foolproof sales process
• The magical ingredient that separates The Closers from all the
other sales training programs
• And much, much more!
Ben Gay tells you about selling the way it really is and not the way
we wish it were. As Ben would say, “It’s the presentation, stupid!”
So tune in to radio station WII FM (what’s in it for me?) and
prepare to be dazzled by the master!
This audio interview consists of Part I of my interview with Ben Gay
(69 minutes), Part II of my interview with Ben Gay (59 minutes) and
an accompanying 88-page transcript of the entire interview.
3)
How To Crank Up The Heat On Your Cold Calls So You Can Land More
Qualified Sales Appointments
Even though cold calling can be a valuable marketing tool just like
any other, if it’s not done correctly, it can be a huge waste of
time. So in this audio you’ll meet cold calling expert, Scott
Chanel. Scott is going to tell you how to revamp your cold calling
process so that you’re eliminating drudgery, spending less time on
the phone, and landing more appointments.
And Scott knows what he’s talking about. Using his cold-calling
techniques, he’s set more than 2,000 appointments with CEOs of large
corporations. And according to him, it doesn’t matter what industry
you’re in. The principles of effective cold calling apply
everywhere.
Key Concepts From The Audio:
• Why making too many phone calls is the biggest mistake you can
make when cold calling – and how to calculate the perfect amount
• How conducting simple research and creating client profiles can
help you weed through your phone lists and reduce rejection
• Why you need a contact manager, how to effectively use one and
where to find the best (and cheapest)
• Why you always need to use a script when cold calling and how to
create attention-grabbing ones that jump right to the point
• Why you should never start a phone conversation with “how are you
doing” or “is this a good time” – and what you should be saying
instead
• What to do if someone gives you the brush off and tells you “this
isn’t a good time” or “why don’t you send me some information”
• How to leave effective voicemails – and avoid being just another
deleted message
• Two essential things you can get from gatekeepers – and why you
shouldn’t try to just get around them
• And much, much more
This audio is basically your comprehensive guide to productive cold
calling. And you’ll easily be able to apply the concepts to your HMA
practice because they work in any industry and every economy.
So if you’re having trouble cold calling or you just aren’t sure if
you’re doing it right, this is the interview for you. Scott’s proven
techniques have landed million-dollar accounts for his companies.
And if you follow his advice, it won’t be long before you’re turning
your cold calls into hot prospects.
This audio interview consists of an 83-minute audio and accompanying
52-page transcript.
4)
The Real Secrets to Selling: An Interview with Tom Hopkins
Needless to say, Tom Hopkins is a legend. More than three million
people around the world have attended his seminars on selling, and
more than 35,000 corporations are using his sales training
materials. But believe it or not, when Tom first started out in
sales he couldn’t even bring in $50 a month in salary.
So in this interview, you’ll hear how Tom went from being that
sales-weakling to having a sales empire. You’ll hear why he believes
that people who say they can’t sell are usually the best
salespeople. And you’ll hear how developing trust and personality,
along with having the right attitude, is the “real secret to
selling.”
You’ll also hear…
• How adding personal touches to your sales techniques can turn your
prospects into loyal clients
• How to overcome the fear of rejection and develop that thick skin
for success
• What “NEADS” stands for and why you’ll need to know it before your
next sales meeting
• How to use the phrase “Not to be personal” to relax prospects and
get personal
• Phone tips that’ll help you slide through to the decision maker
more times than not
• All about the hardest challenges in sales and practical ways to
overcome them
• How going after the old customer is just as valuable as going
after the new one – and ways to do that
• Ways to improve your presentations so that you’re making the most
of the words you choose without sounding scripted or corny
The best thing about Tom is that he lives by what he teaches and
believes in what he sells. You’ll never catch him pushing hyped-up
flashy gimmicks. He simply gives out the kind of solid advice that
people trust. And it’s those tried-and-true methods in life that
will stand the test of time, every time. So sit back and listen to
the real secrets of selling from the man who knows – the one and
only Tom Hopkins.
This audio interview consists of a 66-minute audio and accompanying
51-page transcript.
5)
Stan Billue Interview On Selling
Exposed! The Real Truth About The Deep-seated Psychology Of Face to
Face and Telephone Selling
Part One:
Stan Billue has been called the most copied, respected, and
referred-to sales trainer alive. He has built a 30-year reputation
as a recognized expert in sales training, telemarketing, motivation,
mentoring, marketing, and copy writing.
He's doubled his own income each year for five consecutive years
selling over the phone. Stan has taught more 6 and 7 figure a year
income earning mega-buck sales pros than any other trainer. Tom
Hopkins and Zig Ziglar use his training materials when selling seats
to their own seminars.
Listen as Stan Billue reveals his ten most fascinating stories about
his biggest sales, each one containing a valuable lessons you can
use starting today.
In this interview, you'll learn how to:
• Identify and use a prospects defense mechanisms to your advantage
• Close more sales with instructional statements and continuation
phrases
• Build up benefits to get the customer to prepay
• The secret to get prospects to beg for your product
• How to position yourself as big fish
• Become a master of your craft by spending one hour per day of
study
• Use a tape recorder once each day to increase sales
• And much, much more!
Stan exposes the deep-seated psychology of selling and salesmanship.
It’s no surprise that his power-packed audio and video programs,
Double Your Income Selling On The Phone and 90 Telemarketing Selling
Skills, are sold in 45 countries worldwide. Get ready to learn
lessons in sales that you'll be able to remember.
Stan Billue Interview On Selling Part Two
Stan Billue has mastered the art of selling by learned from many of
the world's most famous motivators and salesman like J. Douglas
Edwards, Fred Herman, Norman Vincent Peale and the sales training
icon Zig Ziglar.
In the following five stories you’ll discover how Stan:
• Persuaded Pac Bell to make him keynote speaker at their
convention, launching a lucrative second career as a motivational
speaker
• Built value and benefits to convince a company to prepay for sales
training.
• Sold $12,000 in product in twenty minutes by finding out exactly
what a group of Mormon MLM distributors wanted and by giving it to
them.
• Enticed an investment firm to expand 3 months of consulting and
training to 18 months just by asking the right questions
• Learned the secrets of profitable Internet marketing simply by
investing his time in mastering the craft
While sharing these fascinating anecdotes about his career, Stan
shares selling tips, techniques, and secrets. Learn..
• How to hurdle the gatekeeper
• How to make the screener your friend
• How to contact the decision maker (even when he’s NOT in his
office!)
• How to use the "Banker’s Question" to locate one's true buying
motives.
• How to turn sales into sales leads.
• How to pick the brains of the experts…for free
• And much more!
Stan’s stories are memorable and his tips will empower you no matter
what you sell. You can start using Stan’s formula for becoming a
master in selling simply by listening to his message. As Stan says,
“When you’re green, you grow; when you’re ripe, you rot. You have to
keep up.”
This audio interview consists of Part One of my interview with Stan
Billue (58 minutes), Part II of my audio interview with Stan Billue
(47 minutes) and an accompanying 79-page transcript.
6)
How To Make A Sales Presentation That Consistently Closes The
Deal
Many people resist sales scripting because they think it’ll sound
canned or rehearsed. But according to expert sales trainer, Eric
Lofholm, even if you’re winging it, you’re still using a “script.”
Studies show that most great sales presenters open and close in the
same way. So if you take your current scripts and add a few powerful
techniques to them, you’ll have unstoppable sales presentations. And
in this audio, you’ll hear some of those techniques.
Eric Lofholm, wasn’t always an expert sales trainer. In fact, he
started out flipping burgers and drifting through community college.
And at one point, he even found himself bankrupt and homeless. So in
this interview, you’ll hear his incredible story of how he rose to
the top and how he currently helps others get there too.
More Key Information You’ll Get From The Interview:
* How to make sure you’re not bringing a “negative view” of sales
with you into your presentations – you may not even know you’re
doing it, but you could be costing yourself serious money
* Ways to make sure your sales scripts build enough value – so you
can charge more for your products, and easily get it
* How having “comfort zones” could be hindering you from making the
profit you deserve – and what to do about it
* What a master script-book looks like and how to compile the kind
you’ll be able to rely on for years to come.
* All about Eric’s “sales mountain” and his simple steps for
climbing to the top *Several examples of successful sales scripting stories – you’ll be
amazed at the difference a little tweaking can make.
* What you can learn from the way children negotiate their deals –
it’s no surprise why parents usually give in to these natural little
salespeople
* A few of Eric’s open-ended closing lines that seal the deal
without being too pushy
According to Eric, it’s important to keep a positive outlook on
sales in order to be successful at it. And it’s also important to
have the kind of scripts that will allow you to know what to say in
any situation and to any objection. But if you follow Eric’s
techniques, it won’t be long before you’re making the kinds of sales
presentations that consistently bring in the big money.
This audio interview consists of a 68-minute audio and accompanying
52-page transcript.
7)
Sales People Are Not Born They Are
Trained:
An Important Lesson For
Sales Managers In Pain
It may seem like some people just don’t have a gift for sales…
When Ian started his first sales job, his only training for the
position was, “Hang in there. You’ll do fine.” The job lasted two
hours and ended with his boss telling him he should become a waiter.
In this interview, you’ll hear how Ian went from being that
no-talent kid to a highly sought-after sales management consultant
in New South Wales. And he’ll be the first to tell you that if he
can master sales, anyone on your sales force can too -- because
salespeople aren’t born; they’re trained.
Here’s what you’ll get from this interview:
• A grasp of how managerial tools and methodologies can power your
sales
• Ways to analyze your staff that will keep sales production high
• Examples of how “coaching” can push sales and margins up
• How a sales force is an investment and how to make the most of it
• How to find good salespeople and how to keep them when you do
Ian understands the frustration managers feel after spending a lot
of money to generate a lead only to have it blown by a salesperson.
It’s easy to see how this happens when, according to his research…
50% of salespeople fall short of quota
90% of sales opportunities don’t close when the salesperson says
they will
75% of product-launches fail, but…
The biggest factor affecting production of sales today is Sales
Leadership
When he says, “It’s the head of the fish that stinks the most,”
Ian’s really saying that effective sales begin at the top. If Sales
Managers learn models, tips and tools, they’ll be able to bring
those skills back to their salespeople. So in this interview, you’ll
also hear how increasing sales production is mainly about finding a
process that works. And, according to Ian, results will follow
--Most people see a return of 500 percent!
Now, management-consulting skills don’t come naturally to most
people and there are plenty of books out there on the subject. (Ian
has over 800 of them in his library alone!) You could literally
spend the rest of your career reading up on the matter, spinning
your wheels trying out methodology after methodology. Or, you could
start with this interview to see how sales management consulting can
benefit you. Remember, Ian didn’t start out with a gift for sales.
He just found a process that worked for him.
This audio interview consists of a 73-minute audio and accompanying
54-page transcript.
8)
A New Way To Sell Consulting Projects
The Psychology of Selling: How to Use People’s Unconscious Decision
Making Process to Make the Sale
Ken Ellsworth is an expert in hidden persuasion sales techniques, a
master at detecting people’s psychological motivation for buying a
product or service.
And in this interview, he tells you how to use the underlying
psychological needs to create potent sales messages that appeal to
the target and produce customers. I guarantee that you will be as
amazed by the power of subtle sales messages as I was.
Discover how Ken’s experience as a prison guard, stockbroker, hypno-therapist,
and keen observer of human behavior helped him unlock the secrets of
unconscious decision-making strategies. Ken discovered that a
prospect is like a safe: to unlock the sale, you have to know not
just the numbers but also their order, their importance.
These proven techniques sound like magic, but they actually work:
many of Ken’s clients have gone from the bottom rung of sales in
their offices to the top in only a month! Some have increased sales
five-fold. Learn how you, too, can uncover and capitalize upon the
unconscious decision making process we all use.
You will learn out how to:
• Tap into peoples natural decision making process by eliciting
step-by-step psychological, decision-making strategies
• Establish rapport instantly with customers by matching and
mirroring their gestures, language, tonality, even their breathing
patterns
• Avoid the biggest mistake salesmen make when they use their own
unconscious strategy instead of that of the customers
• Determine and employ the prospect’s code words, their precise,
personal meaning, and most importantly, their priority
• Refine code words into emotionally charged hot buttons and
covertly incorporate them in your opportunity analysis to create
motivational keys
• Cut down the sales cycle dramatically by focusing on your client’s
subtle cues
• And much, much more!
Once you’ve learned to map their unconscious, you can throw away
your scripts and traditional selling closes.
All your reasons for buying scripts become unnecessary and obsolete.
Listen and learn how you can tap the power of the unconscious. I dig
deep trying to get as much step by step information from him for you
to try his method in your consulting practice without having to buy
his course.
So get ready, this is something, that you'll want try at once in
your next opportunity analysis. Let me know if it works for you.
Ken has offered me a special offer for his complete course in
digital form about how to unlock the buying combination in your
prospects head. I am getting this all set up with Ken.
This audio interview consists of a two-part audio (Part One is 30
minutes and Part Two is 27 minutes) and accompanying 44-page
transcript of both audios.
9)
"Nobody Should Be Allowed To Have Anything To Do With Marketing,
Advertising, Copywriting, or Direct Mail Until They've Listened To
This Interview At Least 7 Times" Introducing The Clyde Badell
Advertising System
Sit back and listen as I interview Barry Badell in this exclusive
Five part presentation about the real "Father Of Advertising" Clyde Badell.
You have the lucky fortune of hearing this interview with Barry
Badell, the son of the great advertising genius Clyde Badell. I
hope you'll be as excited as I was hanging on to every word in this
amazing adventure about a man many in the advertising and marketing
fields have never known.
You'll get a detailed and personal account about the history of
this great advertising legend. And you'll hear it from the man who
loved him and knew him best. This set of recording is designed to
teach you about a proven system of advertising you have never been
exposed to before. I know you will enjoy what I have put together
for you in this exclusive presentation.
This audio interview consists of a 5-Part Audio:
* Part One is 27 minutes
* Part Two is 28 minutes
* Part Three is 24 minutes
* Part Four is 34 minutes
* Part Five is 36 minutes
And the accompanying 85-page transcript that includes all Five
Parts.
10)
Finding the Phrase that Pays: A Crash Course on Sales Scripting
Getting people to hand over their hard-earned cash for stuff they
probably don’t need isn’t always easy, and it shouldn’t be left up
to chance. There are certain words and phrases that seem to work
like magic when it comes to the art of persuasion, and any business
can benefit from knowing them.
Nowadays, everything is done with research – from the phrase the
greeter uses when you come through the door at Wal-Mart to the words
used at McDonald’s that get you to mindlessly order the large coke
over the small one. You see; each business has a specific customer
base with specific needs. And that customer base is studied and
analyzed to find the phrases that will motivate them to spend,
upgrade, seal a deal…or whatever.
This interview with Bill Bodri is all about the science of sales
scripting and how you can benefit from using it in every aspect of
your HMA consulting business. For example, if you use phrases that
business owners want to hear, you’ll be giving yourself an edge. In
fact, the right words could make it infinitely easier to land even
the toughest of consulting contracts.
What you’ll hear in this interview:
• How you can use sales scripting to get your foot in the door with
a company
• Examples of time-tested phrases that will open and close deals
• A four-step pattern HMA consultants can put into a sales script
that could be worth thousands
• An opening line that storeowners can use to increase the
probability of a sale by 300 percent
• How to make a sales script for a company
• Learn what “Neuro Linguistic Programming” is and how knowing it
can give you the upper hand
It’s amazing how many people have no idea what sales scripting
really is when it’s probably one of the easiest – and most lucrative
-- improvements you can make for a business, whether it’s your own
or someone else’s. And this interview is like a crash course on how
to get started.
This audio interview consists of a two-part audio (Part One is 27
minutes and Part Two is 20 minutes) as well as a 47-page transcript
of the entire interview.
11)
How To Get Your Employees To Sell
More Of Your Products And Services Then Ever Before Using The Proven
Secrets Of Incentive Program
Incentives can get your sales force selling like they have never
sold before. Organizations need motivation more than ever. They need
customers to buy more and remain loyal. They need prospects to
opt-in. They need to inspire employees to produce more and to
deliver the customer what the company may promise in sales and
marketing literature. In today’s intensely competitive environment,
it is critical for organizations to employ proven strategies that
develop intense loyalty from employees and customers alike. A proven
tool is the incentive program.
US corporations spend well over $120 billion on customer loyalty and
employee incentive programs to accomplish a wide range of goals and
objectives. The reason is simple, incentive programs work! As a
matter of fact, they are considered to be amongst the most
consistently effective and profitable marketing and human resource
tools employed by all types of organizations.
• Incentives are proven to increase performance, by an average of
22% or more.
• Incentives consistently deliver a high ROI
• Incentives change long-term behavior
• There is an entire industry of resources and experts and resources
committed to developing successful incentive and motivation
programs. In this exclusive interview, I talk to incentives expert Paul F, who
shares with me his detailed 10-step process to insure incentive
success. You will see why successful incentive programs start with a
plan, not with a prize.
Paul tells me about an often overlooked and ignored method of
tripling the return on an incentive program. He also lets me know
proven methods you can use in your business that can double the
effectiveness of an incentive program. You will learn how to avoid
several major mistakes that could doom your incentive programs
before it even starts.
After listening to Paul in this interview, you will see why using
the services of an incentive expert is one of the best investments
you can make.
This audio interview consists of a 52-minute audio and accompanying
45-page transcript.
12) Story-Telling Advice From A Hollywood Screen-Writer
How To Effectively Use Story Telling In Your Copy To Sell More Of
Your Ideas, Products Or Services
Ruben, a screen writer and a teacher of screen writing skills, was
in the process of creating an information product on how to write
compelling stories, screenplays, or stage plays. He was basing the
content of his product on his own personal experience, various
teachings from his mentors over the years, seminars, and courses.
As Ruben was creating his product, he realized that his techniques
not only applied to screen writing, but many other areas such as:
· Creating more effective marketing and sales presentations.
· Helping teachers to present their lesson plans more effectively.
· Teaching lawyers how to present their cases better.
· Telling stories to children.
· Improving personal relationships.
...and the list goes on because telling and listening to stories are
such an integral part of our daily lives!
Ruben presents the parts of a successful screenplay. First, you have
to have an idea for a story. After you have a story, the screenplay
becomes your story in writing – what the audience will see and hear.
He explains that the screenplay is a “blueprint” and gives us some
simple examples. Listen as he discusses what the best structure is for any story and
presents several elements essential to create a successful,
compelling story. Understanding story structure will become
important as you continue to listen to this interview.
Ruben goes on to teach some other keys to creating a good story.
There must be a conflict, whether it’s an outer or inner conflict.
An outer conflict may be another character. An inner conflict may be
a character’s self doubts or fears. The writer must make sure that
the audience will care about the story and stay to see the end.
For example, Ruben gives a list of great techniques to make the main
character more identifiable to the audience. This is the key to a
successful story.
Subsequently, Ruben reveals that the same principles used to create
a great screenplay can be applied to just about any facet of
business or personal life.
For example, in a business situation where perhaps you are a sales
person trying to make a sale to a potential buyer, you can become
what Ruben terms “a Dramatic Strategist.” This involves a mind shift
that makes both you, the sales person as well as the potential
client both “characters” in a story. In fact, Ruben suggests that
you keep in mind that each of you would be the main character in
your own lives – each of you with a different goal. When there are two characters, there may be a conflict. In a selling
situation, things such as price, terms, and conditions can become
the conflicts.
Ruben suggests that you will be a more successful sales person or
marketer if you aware of both your role as a protagonist in your own
drama paradigm and your client’s role as the protagonist in his or
her own drama paradigm. Further, you should not try to hide or
minimize the conflicts of the situation. Instead, identify and
resolve these conflicts with the client.
Make yourself identifiable to your client, just as an audience
should identify with the main character of a story. Develop the
trust and rapport with the client so that he or she sees you as an
authority and that there is a feeling of affinity between the two of
you.
This interview really presents a unique approach to understanding
human nature and dealing with conflicts in a very imaginative way. I
know you’ll enjoy it!
This audio interview consists of a 60-minute audio and accompanying
51-page transcript.
13)
82 Year Old New York Jew Reveals Lifelong Marketing & Selling
Secrets Before He Dies
You can be sure that this interview with Uncle Mort will become one
of my most memorable. You will hear how Mort has been a salesman for
more than fifty years. Listen as he gives details of his long
jack-of-all-trades sales career in a saucy style that only Mort can
tell.
After serving in World War II as a CB, Mort got into sales. He owned
and managed a tire store at an early age and also got into the
business of selling unique scooters.
Many of Mort’s early sales experience was the direct, in-the-home
sales of products such as:
Home improvement products
Pots and pans
Vacuum cleaners
Exercise machines
Wherever Mort worked, he was always became the top salesman very
quickly. He had unique sales techniques that he refers to as
“secrets.” According to Mort, his unique marketing styles just about
guaranteed every sale he attempted.
Mort tells of sometimes opposing the sales techniques used by
company owners. Listen as he describes how he out-sold even the
company owners through ingenuity and his personable style. Mort
explains why direct sales is the best sales training for the new
salesperson. Later in his career, Mort began to get into the sales of business
opportunities. He goes into great detail selling a swimming pool
business opportunity. You will hear him describe his sales
methodology and how he quickly became the top swimming pool
salesman. His secrets are simple to remember: Be a good listener, be
personable, and be honest. Mort was proud to tell me how he made
twenty people who bought the swimming pool business opportunity from
him became millionaires because of Mort’s advice in marketing,
advertising, and sales. He also relates several anecdotes associated
with the swimming pool business. You will smile more than once.
Following his departure from the swimming pool business, Mort
invented the mobile dog grooming business. He tells the story of how
he came up with the idea and some of the trials and tribulations he
had during his start-up period. However, the business was a smashing
success and was written up in many, many magazines. Additionally,
Mort was actually a guest on the television show, “To Tell The
Truth.” Yes, Mort’s mobile dog grooming business got tons of
publicity.
Another of Mort’s ventures was promoting a swimming pool enclosure
named the Stratadome. Listen to the deal the Mort made with them and
he ultimately made the company successful.
Mort explains why his prefers selling business opportunities as
opposed to franchises. He gives a great example when he sold a
business opportunity for auto parts, specifically brakes. At his
height, Mort had almost six thousand dealers. There aren’t many
people that can make that claim! At the age of eighty-one, Mort is still very active in building
businesses. He has the strength of growing businesses fast. He tells
how to determine a good product that can be grown quickly and how
can help you. Mort says that, if you use his formulas, he will make
you rich. He also will tell you how to find high-ticket business
opportunities.
Mort and I talk about a fascinating venture that he is currently
involved in. He has partnered with a tour organization to sell great
little glass-bottom tour boats to be housed at prime locations
around the world. It sounds pretty lucrative. You will be amazed
with how this deal works and may wish to look at Mort’s web site for
more detailed information
Mort tells of a few other ventures that he has headed up and how he
feels that sometimes he chose bad partners. I know that you will
enjoy the banter that goes on between Mort and I. It was certainly
an experience for me listening to Mort’s life stories and I’m sure
you’ll enjoy them too
This audio interview consists of a two-part audio (Part One is 36
minutes and Part Two is 38 minutes) as well as a 82-page transcript
of the entire interview.
14) “Stop Door To Door Selling And Automate Your Selling In One Hour.."
If you are a sales person who relies on cold calling or going
door-to-door to try to generate leads, then this audio will benefit
you tremendously! Here’s the background:
Tony is a full-time minister who has been trying to support himself
on his own so that the church wouldn’t need to support him and his
family. Over the past few years, he’s tried a few business ventures
that were initially successful but didn’t do well after a while.
He’s currently a sales representative for a company that helps
businesses to lower their electric bills. Basically, Tony is making
a full-time effort pounding the pavement attempting to make his
sales presentation to business owners. Although Tony’s only been
with the company for a few months, he’s found that it’s pretty easy
to get in to make the presentation and his closing rate is 50%,
which in my opinion is pretty good.
Listen as Tony and I role play a typical presentation of how his
company can reduce a business’s electric bill significantly. It’s a
very well organized, sophisticated presentation that Tony does using
flip charts and doing calculations from the business owner’s
electric bill to determine if the business is a qualified prospect.
So, where are Tony’s frustrations and how can I help him? Since he’s
got a good closing rate, he needs to put himself in front of more
business owners than he can by going door-to-door. He needs a way to
leverage himself in a way other than doing face to face
presentations.
You will hear me come up with several ideas for Tony to accomplish
his goal of leveraging himself:
* Create a PowerPoint presentation from his current marketing
material, add audio to it, and then put it on the Internet – much
like the Articulate presentation that I provide for HMA Consultants.
* Send postcards to prospects directing them to the online
presentation.
* Get someone to do a recorded interview with Tony and put that
audio interview online.
* Tony could actually record himself giving his presentation to a
real business owner over the phone. This would be a believable and
compelling presentation that would contain a business owner’s points
of view as well as typical questions that are asked during a
presentation.
* Make a CD that contains his recorded interviews as well as the
marketing presentation itself and send that to prospective
customers. With this idea, I suggested that Tony provide everything
necessary to sign up for the service along with the CD package so
that he wouldn’t even have to go out to get a signature.
* Using the same CD mentioned above, find companies that would be
willing to endorse Tony and his service.
* Create Joint Ventures with these companies and allow them to give
the CD to their customers as a gift to help them save money on their
power bills.
* Be sure to get testimonials from satisfied customers of his
company’s service.
Since Tony has only been with the company for a few months, the
companies that he made sales to haven’t yet realized their savings.
Perhaps his fellow sales reps could provide some testimonials from
their clientele.
* Tony could contact the local media, positioning himself as an
expert in saving businesses money on their electric bills. The media
would be interested in this and would broadcast Tony’s message to
thousands of people.
I suggest that Tony take a risk-free trial of my Audio Marketing
Secrets (AMS) product which contains everything he would need to
know to develop and create an audio information product. Since Tony
doesn’t have a lot of money to invest hiring people to help him in
the creation of his information product, I suggest that he do it all
himself with the help of my AMS product.
This audio interview consists of a 52-minute audio and accompanying
53-page transcript.
15) How A Consistent Follow-up System With Your Customers Can Easily
Grow Your Business Without Constantly Going After New Customers
97% of salesman make no attempt to sell the prospect after the third
attempt. It is also a fact that most prospects do not buy until
after the sixth month from initial contact. One third of all buyers
buy only after 18 months of the buying process. 20% of buyers
amazingly buy 24 or more months after the initial contact. What is
wrong with this picture?
I was in my office on March, 31st 2004 and I got a call from Jim
Cecil. I had recognized the name and voice immediately because Jim
Cecil was one of the main speakers at the Jay Abraham Protégé
Training Seminar back in 1990. I have heard him often and loved his
presentation on how to grow a business. Jim contacted me to see what
I was up to. I asked him if I could interview him and we did about a
70-minute interview on a fascinating customer touching process that
he developed called Nurture. Nurture is a customized series of
ongoing contacts mostly sent by mail for business-to-business
customer retention and customer prospecting. In this interview,
James revealed three amazing case studies:
The first was about the Cancer Treatment Centers of America , which
created tens of millions worth of net revenue; the second case study
was with a Brian Ruh from East Holstein Wisconsin who was a life
insurance salesman and through the Nurture process alone grew to the
34th ranking life insurance salesman in the New York Life Insurance
Company world. The last case study is a story about a stockbroker
who generated a multimillion dollar account by singing happy
birthday over the phone in to an answering machine. In this
interview, you’ll hear these case stories and you’ll understand the
power of this one marketing concept. If you take what you hear in
the interview and implemented it in your business or implemented
into another business, you could change the business forever. There
has been no better time in history and no better software to make
this process automatic.
Consultants to AT&T, Microsoft and TEC Worldwide Jim Cecil, founder
and president, is an acknowledged leader in the field of loyalty
marketing and customer-relationship strategies. Jim conducts
strategic sales process training seminars for corporate teams and
individuals. Jim is one of the top resource speakers for CEO groups
such as The Executive Committee (TEC) and Financial Advisory groups
like the International Association for Financial Planning (IAFP). He
works personally with clients of all sizes, from AT&T and Microsoft
to growing entrepreneurial businesses.
Jim Cecil has over 41 years of sales and marketing experience. He
was the founder of West Coast Marketing Group, Mr. Cecil also
founded Profit Systems, Inc., a large equipment distributorship in
Redmond, Washington. Named Marketing Man of the Year in Asian Trade,
Mr. Cecil is a popular speaker and is called upon to present over
100 speeches each year. Previously Mr. Cecil served with
Smith-Corona Corporation in New York for some thirteen years in
various marketing and sales positions. Additionally, he has
consulted for clients across the country including Canon, Washington
Natural Gas, Sharp Electronics, General Electric and Digital
Equipment to name a few.
This audio interview consists of a two-part audio (Part One is 32
minutes and Part Two is 36 minutes) as well as a 59-page transcript
of the entire interview.
16) "How I Personally Sold 45 Million Dollars Worth Of Products To
Wal-Mart and Other Major Retail Giants."
Every product inventor, developer and manufacturer dreams of landing
their product into retails giants like Wal-Mart and Target Stores.
You have truly hit the big time when one of these stores takes on
and succeeds selling your product.
But most believe this is a pipe dream only available for someone
luckier then them. But not for my friend Joe. Joe has done it and
you can learn how to do it too. So who Joe?
Joe has had many years of experience in the product development and
marketing of consumer products to mass merchants like Wal-Mart &
Target as well as with selling to independent retailers in many
different distribution channels.
25 years ago he learned the inside workings of one of the the
world's largest consumer products company as a product manager for
Kimberly-Clark (the manufacturer of Kleenex, Huggies diapers and
other familiar products). After leaving Kimberly Klark Joe found his
first company to manufacture and sell children's products to
retailers.
Over the last 25 years Joe has founded and grown 4 companies. Two of
them sold over $45 Million of products that he invented to chains
like Wal-Mart, Target and other retailers. He developed and sold 3
complete product lines consisting of hundreds of products to both
Wal-Mart & Target and one year received the "Best New Vendor" award
from Target's Stationery and School Supply Department.
Within the children's products company he set up a kids club
promotion that got 900 stores and 900,000 kids to participate. The
promotion resulted in an additional $145 Million is sales for the
participating stores in just one year.
Joe also built and sold a mail order catalog company and a
promotional products company. Joe also has extensive experience in
other distribution channels besides retail.
You are about hear Joe's story and how he did it. It's a wild ride
so hang on tight. Look out Wal-Mart, your next big product may be
supplied by the person listening to this interview now.
This audio interview consists of a two-part audio (Part One is 54
minutes and Part Two is 58 minutes) as well as a 75-page transcript
of the entire interview.
17) How To Use Tent Promotions To Sell Your Products By The Trainloads
Outside The Doors Of Huge Retailers Like Lowes, Home Depot, Sport
Authority, and Circuit City
Tent promotions work! Imagine…if you could introduce your product to
customers who shop at a large retailer on any given day; you’d be
reaching thousands of people per week. Big Box Retailers like Lowes,
Home Depot, Sports Authority, and Circuit City draw customers into
their store like bees to honey; and one very astute marketer has
perfected a plan to get in on their success. He sets up a “tent”
outside their store to promote and sell his product. He gets direct
access to all the Retailer’s customers without having to spend huge
dollars on his own advertising and he enjoys the instant credibility
that the retailers provide.
After all, Home Depot isn’t going to let just any product be
promoted outside its doors; and there is always the possibility the
retailer will decide to carry your product if you can demonstrate a
significant percentage of their customers are interested in it. The
gentleman I speak with is a joint venture tent promotion expert and
he provides details on how to set-up the joint venture with a large
retailer, how to negotiate permission to set up your tent promotion,
what licenses are required, the amount of money that can be made,
back-end costs, the best dates to stage your event, and potential
drawbacks to be aware of. Listen to this interview and you will
immediately be able to put a plan in motion that gets access to more
customers than you ever thought possible. This is a comprehensive
how-to lesson so sit-back, listen, enjoy, and profit from Tent
promotions in your town.
This audio interview consists of a two-part audio (Part One is 30
minutes and Part Two is 30 minutes) as well as a 61-page transcript
of the entire interview.
18) World Famous Sales Trainer Of Fortune 500 Companies Reveals Powerful
New Tactic That Can Immediately Double Your Sales
Here's a detailed interview with Barry Maher. Barry first made his
mark as a world-class salesperson, then as a management and sales
consultant, helping clients improve their productivity, often
dramatically. Selling Power magazine declared, "To his powerful and
famous clients, Barry Maher is simply the best sales trainer in the
business."
Barry's client list ranges from ABC/Capital Cities and the American
Management Association, to Fuji Film and the National Lottery of
Ireland, to Verizon (not to mention Ameritech, BellSouth, and SBC).
He's been featured in USA Today, The New York Times, Businessweek,
Success, and The Wall Street Journal. This straight-talking primer
for consulting professionals introduces a powerful new approach to
winning clients trust instantly and selling more. And not just down
the road but right now.
This audio interview consists of a two-part audio (Part One is 25
minutes and Part Two is 23 minutes) as well as a 49-page transcript
of the entire interview.
If you have any questions at all, feel free to call me at
858-274-7851. E-mail me
if you have any questions at
senoff.michael@gmail.com
Sincerely,
Michael Senoff
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