Audio Disc 1

Sales Dynamics • Word Magic • Building Confidence • Skillful Questioning • The Emotional Purchase

  • James Melton interacts with the audience to introduce the essentials of Sales Dynamics.
  • Develop techniques for turning negative situations around.
  • Demonstrate a compatible climate to interact with others.
  • Experience the seven bases of power.
  • Provide tips for effective giving and receiving feedback.
  • Differentiate nonverbal components of assertive, aggressive and submissive behavior.
  • Increase awareness of participants’ own assertive behavior.

Audio Disc 2

Personal Considerations • Negotiations • Closing the Sale • Compressed Programming

  • Learn to resolve a prospect’s objections and concerns.
  • Sharpen negotiating skills and create win-win results.
  • Build the close into the presentation.
  • Develop personal skill in proven effective closing techniques.
  • Adapt and generate closing techniques tailored to a specific industry.

Audio Disc 3

Five Steps to Success • Positive Results

Three Audio CD Set