Audio CD's

 Master the Consultative Selling Process

Product Features:

• Significantly improve your closing ratio.
• Avoid the six most common pitfalls that can blow the sale.
• Differentiate yourself from the competition.
• Get key information and improve your client intelligence before the call.
• Deal with resisters and diffuse them prior to your call.

In today’s demanding environment, sales professionals, consultants, and entrepreneurs must outsmart and outsell the competition by mastering the sales call process. To do that requires careful pre-call planning and preparation prior to the call, a keen understanding of the key components of “successful” calls and the ability to conduct an honest self-evaluation after each call.

In this idea-packed and energizing live program, you’ll discover an effective process for pre-call planning and receive a checklist to assist you. Sales managers and business owners will find this information valuable to implement as a best practice with your sales team. You will receive valuable information from an award-winning speaker that will accelerate your sales performance and delight your customers.

Best Practices of Top Sales Managers

Product Features:

• How to get your people focused on the right activities that get results.
• How to observe, critique and improve the effectiveness of sales calls.
• Develop effective target and prospect lists.
• Assign individual and team goals that motivate.
• Improve the quality of sales calls with observation forms.

In today’s competitive environment, it’s important to develop a “hot,” professional, well-organized sales team to generate revenue and build relationships with existing customers.

Unfortunately, many sales teams flounder because they lack the structure, discipline, tools or the sales leadership necessary to succeed.

In this idea-packed and energizing live program you’ll discover the key components used by high performing companies to manage their sales teams.

Since many managers have never been given any training in “sales management” skills, they just focus on “reaching their numbers”. What they often don’t realize is to reach their sales targets they must spend the time to develop and help people succeed. Just like a coach who is committed to helping an athlete win a gold medal, committed sales managers can make a significant difference in the performance of their team.

This program will help you to discover the structure and tools necessary to kick your team into high gear!

Price:  $39

Reward and Recognition Programs -- The Agony and the Ecstasy

How often have you heard a staff member say, "It¹s not fair -- you only get recognized around here when you sell something" or "Employee of the month is becoming a personality contest"? Designing fair and meaningful incentive, reward and recognition programs can definitely be a challenge. Yet a solid reward and recognition program can increase revenue, improve customer service, enhance internal teamwork and impact staff recruitment and retention. You'll get valuable information from an award-winning speaker and consultant (previously a sales rep and sales manager) you can use to motivate your staff and managers to a higher level of performance.

In this idea-packed, recording program, you'll discover:

• The difference between incentives, recognition and rewards
• Why you need both "informal" and "formal" recognition
• How to reward your support and administrative staff members
• How to get your managers fired up to reach their goals
• How to create a club to recognize superior service and sales performance
• The importance of using fun, on-the-spot rewards and symbols of success
• How to create and use team rewards versus individual rewards
• The most popular and unpopular rewards and why they do and don't work
• How to get your customers involved in recognizing your staff
• How to get your staff involved in recognizing one another
• How to stimulate performance with out cash
• How to create an "experience" on a small budget
• How to begin and get your staff involved in designing your recognition program

Price:  $18

Develop a Customer Relationship and Retention Program

Many of your VIP customers are on your competitor's prospect list. What are you doing to protect your best customers, build loyalty, and nurture profitable relationships? Too many companies spend time and money chasing new customers when there are golden opportunities to increase relationships with their existing customers. Developing a customer relationship and retention program is a strategic initiative that can directly impact your bottom line and delight your customers. For only $18 you¹ll get valuable information conveniently on CD from an award winning speaker and consultant you can use to lay the groundwork for formalizing your customer relationship program.

In this idea-packed and energizing recording, you'll discover:

• The value of a loyal customer and the cost of losing one
• How to build loyalty and increase revenue with the "Emma Strategy"
• How you can use "we care" programs to foster relationships
• How to stop neglecting your existing customers
• How to use "thank you" notes and anniversary cards effectively
• How to make "client review" meetings a best practice
• Why special VIP services work
• How to set up customer advisory boards
• How to add value with "educational" programs and special events
• How to evaluate and rank each customer relationship
• How to get your customer relationship program started

Price:  $18

How to Manage Your Book of Business

Chances are some of your VIP customers are feeling neglected and are ripe for being stolen. What are you doing to reach out and touch your best customers, build loyalty, and nurture profitable relationships? As a personal banker or relationship manager, you primary role is to retain your "A" customers and expand relationships with your "B" customers. In essence, your job is to effectively manage your "book of business." In this program, you'll get valuable information conveniently on CD from an award winning speaker and consultant you can use to begin confidently contacting your key customers.  

In this idea-packed and energizing program, you'll discover: 

• Your primary duties as a relationship manager
•  Best practices to manage your book of business
• How to create a profiling form to get to know your customers
• How to make the initial introductory call with confidence
• How to build trust and engage your customers in conversation
• How to recommend a service or product
• How to set up an effective follow up system
• How to add value to the customer relationship with VIP service and education
•  How to conduct client review meetings

Price:  $18

Focus On Service And Revenue Will Follow

To compete effectively, you must make delighting your customers and members with consistent service a priority. Sales is when we make a promise and service is when we deliver on the promise. Service generates sales and paves the way for relationships. Yet many companies make the mistake of chasing new customers when we need to spend time on doing things right with existing customers. Customers are tired of indifference, neglect, and errors. In this program you?l get valuable information from an award winning speaker and consultant you can use to create a customer service process that permeates your entire company.

In this idea-packed and energizing program, you?l discover how to:

• Set up a service process that impacts both front line and support departments Improve consistency, internal service, and operational excellence Develop measurable service standards Train and coach to enhance service performance Measure service internally and externally Set service goals and hold people accountable
• Tie service performance to reward and recognition programs

Price:  $18

Winning Sales & Service Strategies of Top Performers - The Critical Edge

In today's competitive environment and weak economy, sales representatives, relationship managers, entrepreneurs and consultants need exceptional survival skills. Attracting new business and retaining loyal customers must be a top priority. What does it take to thrive in the future? How can you attract warm calls and gain a competitive advantage. Just like an Olympic athlete who is determined to improve his performance and win the race, we too can improve our sales performance. If you make consultative sales calls on customers, maintain relationships and want to take your skills and business to the next level, this audio CD is for you. In this idea-packed and energizing program, you will discover proven secrets you can use to:

• Attract business to you more easily, make warm calls and get prospects to call you!
• Promote and position yourself as an expert and a "mini celebrity" by publishing articles and infiltrating key niches and target markets.
• Demonstrate customer appreciation and retain loyal clients.
• Get existing clients to do more business with you.
• Follow-up and touch prospects and clients in a persistent manner with email and other creative methods.
• Conduct pre-call planning to focus on getting the business and showing your prospects and customers you did your homework.
• Critique your sales calls to improve overall effectiveness and avoid losing sales with the product knowledge dump.
  

Price:  $18

Books

Dream Big! What's the Best That Can Happen?

Every one of us has hopes and dreams. You do. I do. For years I've been sharing my Dream Big message with audiences around the world. Many of my friends have told me, "Barbara, you have a talent for creating everything that you want. You imagine a dream and then it just happens." I get numerous letters from people in my audiences who write, "I tried your suggestions and you won't believe what happened." With excitement they write about their wonderful new relationship, dream job, or new house.

"One big dream of mine now is to be able to support myself while going to school by teaching private music lessons and performing at weddings, banquets and other such events that call for hired musicians. Your book could not have arrived in the mail at a more opportune time! With all the negative things and destructive thinking patterns in my life of late, reading and thinking about what you wrote was refreshing, and is helping me to realize that I am not a victim of circumstances in life and that there is always hope. The whole book made perfect sense and made me think in a new way about this adventure we call life and about how I interact with it. I am tired of being a frustrated pessimist, and have vowed to be so no longer. Thank you ever so much for writing such an inspiring, intelligent and honest book."

Collen Kavanagh
Baltimore, MD.

This book is for you if:

• You are frustrated with your job or career but can't seem to take the next step.
• You would like to create a satisfying long-term relationship or improve the one you currently have.
• You have ever said to yourself, "There must be more to life."
• You feel like you're making a living and not living your life.
• You want to embrace your spiritual side and deepen your faith.
• You want to begin celebrating and appreciating all the blessings you currently have.
• You want to overcome obstacles and fears that hold you back from achieving your full potential.
• You want to find time to enjoy yourself and play more.
• You want to learn how to Dream Big and make it happen!

Click here for more details

Price:  $13

Twelve of America's leading experts, including Barbara Sanfilippo, join in partnership to bring you proven ideas, principles and strategies for building strong customer loyalty, increasing repeat and referrals sales, and keeping customers for life!!!

You will gain insights into:

• Improving service, increasing profits
• Dealing with difficult people
• Improving employee attitudes
• Building instant rapport
• Creating strong relationships
• Communicating with customers
• Effective customer follow-up
• Providing cross-cultural service
• Preventing and resolving complaints
• And much more...get a copy today!!!

Price:  $14.95

Customer Service Goldmine E-Book (pdf format)

Thirty-four top business professionals, including yours truly, share our very best insights, strategies, techniques and principles about how to maximize customer service to increase profitability and reduce costs as well as stress. Each of the contributors has gone beyond the usual platitudes about service to deliver extraordinary information you can use immediately. You won’t find this one-of-a-kind body of information in any other resource. Secrets from Disney, Southwest Airlines, Wal-Mart and others are scattered throughout this content-rich collection of strategies, techniques and ideas—truly making it a Customer Service Goldmine!

Customer Service Goldmine Is About Reversing The Model of Failure! I asked a select group of thirty-four very successful business owners, entrepreneurs, writers, consultants and customer service experts what it takes to mine the gold of happy customers and tap into the profits right under your feet...and you can have this information at the click of your mouse!

"The information in this book is so essential to success, it ought to be illegal to start a business without it!" What's inside this book?

Table of contents:

When I invited these top business professionals to share with me their very best insights, I asked them for no-bull answers you could use right away. They came back with some amazing strategies, techniques and principles about how to maximize customer service to increase profitability and reduce costs as well as stress.

Who are the authors? Authors from Canada, The Netherlands, Australia and all over the U.S.—from professional experts who train, consult and write about customer service to letter-writing experts to banking share ideas on how to mine customer gold.

NOTE: Customer Service Goldmine is available exclusively as an e-book. A pdf copy will be emailed to you with over 200 pages of ideas, inspiration and insights for customer service and we've just lowered the price, so get your copy today!

Price:  $12.95