Product Description

Peter Droubay – Mega Sales [7 DVDs (Rips) + 12 CDs (MP3) + 2 Manuals (PDF)]

 

 

 

This posting includes:
7 DVDs ripped to 37 .AVI files
12 CDs ripped to .MP3 at 128 k.
1 Course Manual – 516 pages scanned, OCRed & bookmarked
1 Facilitator Guide – 147 pages scanned, OCRed & bookmarked

Mega Sales: The Professional Sales Training Series, the most comprehensive sales training course in the market today, is a 30-lesson, action-oriented course designed to coach and mentor you to much higher levels of success in your sales career. Watch one 20 to 60-minute, entertaining, sales training video per day, per week, or per month and you’ll experience more confidence, better relationships with clients and much higher sales revenues! Thousands of clients have already experienced outstanding results. Also includes in the Participant Kit, a beautiful, 500-page course manual that supplies all of the support material for the lessons, and a set of six audio CD’s for course review.

This posting also includes the facilitator’s guide along with 6 CDs on Sales Management.

These sales training DVD is given by an energetic speaker, Peter Droubay, who is a corporate trainer that has given over 3,000 workshops, classes and speeches. Clients all over the world have enjoyed his down to earth, genuine teaching style, which delivers profound information in an easy to apply format. He has helped thousands increase sales performance through a well rounded program of personal development, planning, time, project management, “cutting edge” sales skills, and innovative marketing systems. Peter is the author and producer of best selling training products and produces training materials for many nationally recognized franchises.

Section 1
How to Model the Best Salespeople
Lesson 1:  Commitments for Success

The importance of personal standards

How to set and maintain standards of excellence

The importance of honesty and integrity

The impact of having a standard for minimum daily activity

The importance of measuring, tracking and reporting numbers

The keys to becoming wealthy

Lesson 2:  State Management

The importance of attitude and state management

How to manage mental and emotional states

How to create psychological anchors

How to set up the office in the most productive way

How to control mental focus

How to alter habitual language patterns

Lesson 3:  Power of Goals

How to create drive and motivation

Why people buy

The four steps to setting effective goals

How to reinforce goals

Lesson 4:  Believe to Succeed

About the power of congruency

How to alter personal beliefs for the positive

How to eliminate excuses

How to duplicate the beliefs of the best sales people

Lesson 5:  So Much Time, So Little to Do

Time management skills

The four necessary tools for effective time management

How to schedule three different types of events

How to be proactive rather than reactive

Section 2
How to Generate Leads

Lesson 1: A Database of Ideal Clients

How to identify ideal clients

How to pre-qualify leads

How to set up a computerized contact management system

Where to find leads and lists of contacts

Canvassing and cold-calling skills

Lesson 2:  A Top of Mind Identity

How to build a top-of-mind identity with clients

How to choose or develop a unique selling proposition

How to set up and use a web-site

How to get press releases and articles published

How to use direct mail to build image and identity

Lesson 3:  Multiple Ways of Reaching Clients

How to create multiple sources of leads

How to look for non-traditional sources of leads

How to develop and use strategic relationships

How to get an abundance of referrals

How to set up a leads group

How and where to network effectively

Lesson 4:  Systems and Flow Charts

The importance of creating a system for each lead generation method

How to create and use flow charts

How to plan, predict, and forecast sales

How to test new sales approaches

How to leverage time by having others generate leads for you

How to develop a complete marketing plan

Lesson 5:  Measure, Manage, and Celebrate

How to measure and track effectiveness

How to determine lead acquisition costs

How to determine the lifetime value of a client

Section 3
How to Set Appointments

Lesson 1:  Instant Rapport

How to build rapport quickly

How to interrupt patterns or “break the ice”

Three steps for delivering effective compliments

Matching, or mirroring, skills

Lesson 2:  Create Interest

How to quickly create interest for your product or service

How to craft attention-grabbing statements

How to write great print advertisements, direct mail pieces, brochures,
and other marketing collateral

Lesson 3:  Light Up the Telephone

How to create energy while telemarketing

An understanding of the purpose of the telephone

How to work through gate-keepers

How to get through voice mail

How to use email effectively

Keys to creating outstanding telephone scripts

Lesson 4:  Territory & Schedule Management

How to minimize or eliminate canceled appointments

How to target the biggest and best clients within a territory

How to service existing clients while still spending time prospecting

How to confirm appointments

What to send prior to an appointment

How to use time effectively if appointments do cancel

Lesson 5:  A Schedule Filled For You

How to replace each appointment before leaving it

How and when to set follow-up appointments

How to hire and train good sales assistants

How to create joint-venture relationships that set appointments for you

Ways to make appointments so valuable that clients will seek them out

How to set multiple appointments at once

How to use speaking engagements and seminars to fill your schedule

Section 4
How to Access Leverage

Lesson 1:  Establish a Bond With Your Clients

How to think long-term

How to truly care for clients

How to find out more about each client

How to remember names

About the law of reciprocation and how to use it with clients

How to communicate using your clients communication style

Lesson 2:  Why People Buy  and
The Power of Questions

The relationship between logic and emotion

About risk reversal

The importance of pain and pleasure

How to ask effective questions

The difference between information-gathering and emotion-accessing questions

Lesson 3:  Needs Analysis

How to find the decision maker

How to assess a clients financial capabilities

How to create and use a standard list of sales questions

How to get the opportunity to ask great sales questions

Lesson 4:  The Search for Values

How to elicit a clients values and beliefs

The definition and importance of values

The definition and importance of rules

The definition and importance of global beliefs

How to sell based on values, rules and global beliefs

Lesson 5:  Buying Strategies

The definition and importance of metaprograms, or buying strategies

How to elicit evidence procedures

How to predict client response

Section 5
Lay Out Your Offer

Lesson 1:  Set the Stage

How to set the stage for a great presentation

About the law of contrast and how to use it effectively

The power of social proof

About commitment and consistency and its effects on a client

Lesson 2:  What Are the Benefits?

The importance of selling benefits

How to identify the benefits to a client of a product or service

The difference between facts, or features, and benefit

Lesson 3: Test Closing

The definition and importance of test closing, or trial closing

How to use opening test closes

How to use tie downs

How to use trade off test closes

How to use progressive test closes

Lesson 4:  Amazing Presentations

How to put together a dynamic sales presentation

How to add in evidence or support for each point in your presentation

How to ensure that your presentation is a conversation

How to put together and use written proposals where necessary

Lesson 5:  Public Speaking

How to present to groups

About public speaking skills

How to make the most out of speaking opportunities

12 keys to effective public speaking

Section 6
How to Seal the Deal

Lesson 1: How to Handle Objections

How to handle objections

How to eliminate objections before they ever come up

Three steps for reframing the most common objections

Lesson 2:  Negotiating Skills

All about negotiating

The major negotiating techniques and how to use them

How to recognize and defend against the major negotiating techniques

How to structure negotiations to be effective

Lesson 3: How and When to Close the Sale

All about buying signals

How to transition to a close

The power of assumptive closes

How to use alternate choice closes

How to use order blank closes

How to use minor closes

Lesson 4:  Make It Easy to Buy

How to eliminate buyer’s remorse

How to eliminate the “hoops” clients must jump through

How to put clients at ease when they purchase

How to future pace clients

How to get referrals

How to get testimonial letters and endorsements

Lesson 5:  Client Follow-up

How to ensure great client follow-up

Ways to stay in touch with clients

How and when to ask for the next sale

The additional 6 CD set on “Simple Strategies for Successful Sales Management” which was part of the facilitator package includes:

*  How to Recruit, Hire, Train, Manage & Motivate Sales People

*  Common Management Mistakes

*  The Beliefs of Successful Sales Managers

*  Job Descriptions & Compensation Plans

*  Sales Training Strategies

*  How to Manage & Motivate Sales People

*  How to Hire the Best Sales People

About the Author:

Peter Droubay is an energetic speaker and corporate trainer who has given over 3,000 workshops, classes and speeches. Clients such as Coldwell Banker, Chainlinks Retail Advisors, Colliers International, Mazda, OfficeMax, Watkins, IBM, Pac-West Telecom, Forrester Research, Alcon Entertainment, Network Peripherals, Sun Microsystems, 3-Com, Lantronix, World Marketing Alliance, Pacific Bell Directories, Robert Half, & Associates, Medtronix, 24- Hour Fitness, Workrite Ergonomics, Act 1, Office Depot, and many others have enjoyed his down-to-earth, genuine teaching style, which delivers profound information and skills in a simple-to-apply format.
While still in his twenties, Pete became one of the highest-producing investment brokers in his firm nationwide.

Later Anthony Robbins, the internationally renowned author, speaker and business consultant, recruited Pete to be a part of, and eventually manage and train, his sales teams around the country. For eight years he was president of Anthony Robbins & Associates. He now owns Ultimate Performance Sales Consulting, Inc., a Northern California corporate training company as well as Salestrainer.com, a company that produces and markets business-training products around the world.

Pete has helped thousands increase their sales performance and revenues through a well-rounded program of personal development, planning, time and project management, “cutting edge” sales skills and techniques, and innovative marketing and lead generation systems.

He is the author and producer of a wide range of best-selling training products and training courses, including MGSALS?: How to Out-produce the Best Sales People in the World. It is a best-selling video and audio course, which is used by thousands of sales people to improve selling and marketing skills. It has been called, “The most comprehensive sales training course in the world!” He is also the author of Top Dogs: How to Run With The Big Dogs In Commercial Real Estate. It is widely considered the best new agent training for commercial real estate agents and brokers available in the market today. Since it’s inception in May of 2001, the course has become widely used by commercial brokerage firms seeking a real solution to commercial agent training.

Pete also produces training materials for many nationally recognized franchises and other business opportunities. His training materials have helped hundreds of small business owners to start and operate their businesses successfully. In addition to his work producing training programs for these business opportunities, he consults with many of them and plays an active role in their success.