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Secrets of the Sales Presentation
©1999

Nothing promotes buying like buy-in. How is it achieved? This program narrated by Bob Kimball—author of the American Marketing Association’s popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida—answers that and other questions as it examines the sales presentation, from start to finish. Topics covered include properly using open- and closed-ended questions; identifying the benefits most dear to the prospect; uncovering unmet needs or dissatisfactions; getting the prospect involved in the presentation; and closing on every point of agreement. (21 minutes)



Playing preview clip:
Closed and Open-ended Questions
The first step of an organized system of asking questions is utilizing closed and open-ended questions. Questions are initiated only after rapport has been established through small talk.