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Consultative Selling, Sales Training and Sales Management Training Products


We are pleased to offer a variety of consultative selling, sales training and sales management training products. Here are "quick links" to specific product categories:

  1. Books, eBooks, CDs, MP3s

  2. Home Study Course

  3. Sales Assessment Tests

  4. Sales Compensation Products

  5. Testimonial Letter Booklet


1. Consultative Selling, Sales Training and Sales Management Training Books, eBooks, CDs, MP3s

How to Beat the 80/20 Rule in Sales Team Performance

and

How to Beat the 80/20 Rule in Selling


SYNCHRONIZED
books to help you build and manage top-performing sales teams
and help your salespeople achieve top sales performance

CD and MP3 Audio Books also available!

 

Are you a business owner, executive, or sales manager who is frustrated by 80/20 performance on your sales team, where a fraction of your company's salespeople produce the bulk of your company's sales? Would you like to have a step-by-step road map for building and managing a sales team that consists exclusively of top and strong middle performers?

If you answered "yes" to either question, these books were written specifically for you!

Thousands of books have been written about selling and sales management. What's so special about these two?

  1. Despite the fact that companies spend billions of dollars annually to recruit and train salespeople, the majority leave, are terminated, or turn out to be mediocre producers. Clearly there are missing pieces to the sales management puzzle. These books identify, and provide answers for, the missing pieces.

  2. The available information about selling and sales management is fragmented. If you are willing to take the time to absorb a variety of books, audio programs and training classes, you can build a broad base of knowledge.eventually. How to Beat the 80/20 Rule in Sales Team Performance provides a step-by-step road map that addresses everything you need to know to build and manage a top-performing sales team!

  3. The two books are part of a comprehensive selling system. The "companion" book, How to Beat the 80/20 Rule in Selling, will teach your salespeople how to perform every critical salesperson function described in the management book. The two books were designed to be used together to make it as easy as possible for you to implement the changes necessary to build a top-performing sales team.

  4. These two books were not written by an "ivory tower" academic who has never built or managed a sales team. The author, sales performance expert Alan Rigg, is a top sales performer himself, and he has personally built and managed multiple top-performing sales teams. For the past eight years he has spent every working day helping hundreds of companies build and manage top-performing sales teams. These books describe the time-tested, straight-from-the-trenches tools and techniques that have worked with his own sales teams and his clients' sales teams. They will work for you, too!

For more information (including a complete table of contents), please select the appropriate link:


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2. The 80/20 Selling System™ Home Study Course



  • Do a small percentage of your company's salespeople produce most of your company's sales?

  • Are you tired of making huge investments in salespeople that don't pay off?

  • Do you need to build or grow a sales organization, but you want to avoid getting taken to the cleaners?

  • Are you a business owner, executive, or manager who needs to learn enough about sales and sales management to effectively oversee your company's sales efforts?

The 80/20 Selling System™ Home Study Course can help you address all of these issues and much, much more!


What is the 80/20 Selling System™?

A key focus of our day-to-day business is helping business owners, executives and managers end the frustration of 80/20 sales team performance, where 20% of salespeople produce 80% of sales. Over the years we have worked with hundreds of sales organizations to help them solve 80/20 sales performance problems.

When you see the same kinds of problems over and over again, over time you start to identify consistencies in both the problem causes and the problem solutions. The solutions we help clients implement with the greatest frequency form the core of the 80/20 Selling System™.

Click the following link for more information or to place an order for the 80/20 Selling System™ home study course.


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3. Sales Assessment Tests

One of the keys to developing a top-performing sales team is "getting the right people on the bus"...and the wrong people off the bus! How can you objectively determine whether a salesperson or sales job candidate has the talents required to succeed in your sales position?

Our specialized sales assessment tests will help you avoid expensive hiring mistakes and improve the performance of existing sales team members. This is such a critical topic that we have an entire website dedicated to helping you learn more about our unique and highly accurate approach to sales assessment testing.


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4. Sales Compensation

Are you having trouble developing a sales compensation plan that motivates your salespeople to do what you WANT them to do? Is developing a sales compensation plan a new undertaking for you? Are you are looking for tools and information that will help you do it right the FIRST time?

On another of our websites we provide a considerable amount of FREE information that will acquaint you with key sales compensation "basics". If your sales compensation needs are more complex, we can also provide you with a proven, step-by-step process that has helped hundreds of companies develop effective sales compensation plans.


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5. Testimonial Letter Booklet

Let Your Customer Sell You!
120 Tips for Getting and Using
Testimonial Letters to Win More Business

 

This booklet will help business owners, marketing executives, and salespeople to get and use testimonial letters to offset any risk in the value proposition, increase customer loyalty and get more referrals. This "how to" guide tells you exactly what to do to get powerful testimonial letters and use them as a part of your selling approach.

Make it easier than ever for buyers to say "Yes" to your offer! Click the following link for more information or to place an order for our Testimonial Letter Booklet.


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