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Selling By The Numbers - The Sales Essentials

Fern Bratten

Ask Fern Bratten, and she'll tell you, "sales can be as easy as 1,2,3 and 4." In this humorous and motivational presentation Fern will tell you how to achieve success in sales. Fern opens with a motivational message about sales - selling is the art of creating desire. You need to understand your customer and his or her motivations to be the best in sales... and service. Then, Fern explains the basic principles of sales… and in this case, it really is as easy as 1,2,3, and 4. How to Order

COMPLIMENTARY REVIEW

Throughout the second video, Selling by the Numbers, the focus is on the customer. Bratten continues to emphasize her points in a humorous as well as motivational style. She stresses in an easy-to-remember number format the steps for understanding and appreciating customers. She also devotes time to explain different buying personalities that she classifies into four categories and presents a simplified version of the "Platinum Rule” maxim (relating to customers by mirroring their personality style).

Fern Bratten is engaging and successful in expressing the sales principles in a memorable style. The program is a worthwhile investment if your department needs refresher training or pep meeting material. It doesn’t work as well if you need specific skill practice tools because sales concepts are introduced but not fully demonstrated.

KEY LEARNING POINTS

  • Selling is the art of Creating Desire
  • Customers are ALWAYS #1
  • Customers have 2 reasons to buy -NEED and WANT
  • Always show the customer 3 choices - that way you'll make more sales - and make more money
  • There are 4 types of customers: The Amiable, the Analytical, the Driver, and the Expressive. If you understand how to work with each of them, you can really succeed

    • The video includes a leader's action guide and ten wallet cards with key learning points.
    Selling by the Numbers is part two of Fern Bratten's Sales Essentials Series.

    Enterprise Media offers discounted pricing for education, government, and non-profit agencies on this program. For information on these discounts or for multiple copy pricing, please call us at 1-800-423-6021 or 617-354-0017.

    Running Time: 23 minutes
    Copyright Date: 2003

    Produced by Enterprise Media

    Style

    • Humorous Presentation

    Uses

    • Sales Training
    • Improving Sales, Attitude, and Service
    • Motivation and Inspiration
    • Retail Training