management personal development marketing business communication self development

103 Pages·2017·1.43 MB·English

CONTENTS SELLING
CONTENTS SELLING
SELLING
General Selling Skills .......................................................... 1
Pharmaceutical Selling ....................................................... 7
MANAGEMENT
General Management Skills................................................ 9
Personal Development...................................................... 29
BUSINESS
Marketing ...................................................................... 37
Entrepreneurship .............................................................. 40
Business Concepts ........................................................... 40
Financial ...................................................................... 51
Future ...................................................................... 55
COMMUNICATION
Listening, Grammar, Vocabulary....................................... 60
Negotiating ...................................................................... 66
SELF DEVELOPMENT
Creativity ...................................................................... 67
Decision Making, Mind Development................................ 69
Time Management ............................................................ 73
Emotion, Stress, Health, Family........................................ 77
Success And Motivation.................................................... 86
Language ...................................................................... 95
SELLING
5 SECRETS TO WRITING WINNING PROPOSALS THAT
Index by Author................................................................. 96
WILL SUCK THE WIND OUT OF YOUR COMPETITORS
SAIL
by Jim Meisenheimer
NEW TITLE INDEX Consider this FACT! Your proposal represents you when you're not there. Wouldn't
you benefit handsomely and richly after learning a few proven techniques? ©2004
NEW TITLE INDEX
(Jim Meisenheimer, Inc.)
MANAGEMENT Available on CD. Catalog number 10307 (1 CD 47 Min)
CD Creative Change Jennifer Mueller...................................12
CD Extreme Teams Robert Bruce Shaw ..............................13 SELLING
Both The Mindful Leader Michael Bunting .21 5 STEPS TO SUCCESSFUL SELLING
Both Move Your Bus Ron Clark.............................................21 by Zig Ziglar
On Demand The Smart Swarm Peter Miller ..........................................24 Master those techniques and perfect your own selling skills, skills that will take you
CD Trust Factor Paul J. Zak ...........................................27 from a good sales-person to the best. Learn how to build your confidence one step at
On Demand Where Have All The Leaders Gone Lee Iacocca ..........................................28 a time, how to handle questions and objections and develop an overall game plan!
On Demand Win The Customer Flavio Martins......................................28 ©1987 (Simon & Schuster)
Available on CD. Catalog number 10267 (1 CD 60 Min)
PERSONAL DEVELOPMENT
On Demand Disrupt Yourself Whitney Johnson .................................31 SELLING
On Demand Knowing Your Value Mika Brzezinski.33 THE 6-STEP APPROACH TO SALES SUCCESS
by Gail Cohen
MARKETING A highly effective, proven method for achieving more “yeses,” closing bigger sales
CD The Sales Leader’s Problem Solver Suzanne Paling.....................................37 and doing more repeat sales. ©2004 (Rockhurst University Continuing Education
On Demand Challenge Your Potential Bob Proctor ..........................................38 Center)
On Demand Growth Hacker Marketing Ryan Holiday .......................................38 Available on CD. Catalog number 10067 (5 CDs 60 Min each)
Both If You’re Not First, You’re Last Grant Cardone......................................39
SELLING
BUSINESS THE 12 BEST QUESTIONS TO ASK CUSTOMERS
Both An Everyone Culture Robert Kegan .......................................40 by Jim Meisenheimer
Both Barbarians at the Gate Bryan Burrough, John Heyar ...............41
This program frames the entire selling process for you. It shows how great questions
On Demand Be Our Guest Barry Abrams.......................................42 and extraordinary listening position you to win more sales quickly. ©2005 (Jim
On Demand Better Budgeting For Your Business Brian B. Brown....................................42 Meisenheimer, Inc.)
CD Getting To “Yes And” Bob Kulhan ..........................................44 Available on CD. Catalog number 10066 (6 CDs 3 Hours 43 Min.)
Both Hit Makers Derek Thompson .................................45
On Demand Idea-Driven Organization Alan G. Robinson, Dean Schroeder .....46 SELLING
On Demand Positive Intelligence Shirzad Charmine ................................48
THE 12 DUMBEST THINGS SALESPEOPLE DO
by Jim Meisenheimer
COMMUNICATION
We all make mistakes and some salespeople seem to make all of them. What scares
On Demand The Art Of Mingling Jean Martinet .......................................57
the vinegar out of me is that most salespeople keep making the same mistakes over
CD Out Front Deborah Shames ..................................62
and over again. Now, in my book - that's just plain STUPID! This list will serve as a
On Demand Respecting Diversity Anastasia Suen.....................................64
helpful reminder. But at the very least you should be curious to learn what these blun-
ders are and even more important to see if you're doing any of these things. ©2009
SELF DEVELOPMENT
(Jim Meisenheimer, Inc)
CD Ask More Frank Sesno .........................................70 Available on CD. Catalog number 10322 (1 CD 35 Min)
On Demand Collaborative Intelligence Dawna Markova, Angie McArthur......71
On Demand Thinking, Fast and Slow Daniel Kahneman ................................74 SELLING
Both Drop The Ball Tiffany Dufu ........................................75
21 STEPS TO SUCCESSFUL SELLING
On Demand The Fringe Hours Jessica Turner.......................................76
by Peter H. Thomas
Both Organize Tomorrow Today Jason Selk ............................................76
The 5 goals for winning sales! Characteristics of effective sales people, the 5 phases in
CD The Productivity Project Chris Bailey .........................................77
the selling process, do’s and don’t’s of successful salespeople. ©1985 (Listen & Learn)
Both Be Obsessed Or Be Average Grant Cardone......................................88 Available on CD. Catalog number 10069 (1 CD 41 Min)
On Demand Your Way To Success Tom Butler-Bowden.............................96 Available On Demand on the TRL Audiobooks app.
Audio CDs and On Demand 2017 Fall Catalog Audiobooks 1
SELLING SELLING
SELLING SELLING
THE 25 MOST COMMON SALES MISTAKES CD10070 BECOMING A SALES PRO
by Stephan Schiffman by Tom Hopkins
Noted sales trainer, Stephan Schiffman, the famous master of cold calls and sales Learn the skills of the professional salesperson and become one of the top income-
techniques, provides bite-sized tips on correcting common sales problems, using the earners in your company! You want to be in the top percentage of income-earners in
same nuggets-of-advice format as in many of his other books! Unabridged. ©2006 your company. In order to do that, you need to learn what the top pros know and how
(Listen & Live) they work. Master sales trainer Tom Hopkins has been building sales champions for
Available on CD. Catalog number 10309 (2 CDs 60 Min each) years. Learn how to handle normal sales stress factors, how to communicate better
Available On Demand on the TRL Audiobooks app. with your clients, overcome objections and close more sales by using the right words
and phrases. This nine-part audio series can help you learn and utilize the skills nec-
SELLING essary to push yourself and others to the top of the business ladder. Adapted ©2010
25 SALES SECRETS OF HIGHLY SUCCESSFUL Available On Demand on the TRL Audiobooks app.
SALESPEOPLE
by Stephan Schiffman SELLING
LEARN THE SALES SECRETS THAT GET RESULTS! 25 Years Secrets of Highly BRYAN FLANAGAN ON SALES AND MOTIVATION
Successful Salespeople is a must-listen for all salespeople. Stephan Schiffman, by Bryan Flanagan
America's Number One Corporate Sales Strategist and President of D.E.I. Manage- Selling is a great profession. However, the sales profession is a challenging one. Just
ment Group, an international sales training and consulting firm, shares with you the think about it: if selling were easy, sales managers would still be doing it! This pro-
25 traits that will distinguish you as a high efficiency salesperson. Steve's pragmatic gram is designed to assist you in meeting those challenges by building the sales pro-
ideas range from how to be a “consultant” to your prospects, to asking for the next fessional and motivating the sales person. In this 4-CD set, Bryan Flanagan addresses
appointment while you're on the first visit. 25 Sales Secrets of Highly Successful sales skills as well as sales motivation. The information Bryan shares will positively
Salespeople is a practical, results-oriented guide to selling. Abridged ©2001 impact your sales productivity, your sales results, and your enjoyment of this great
Available On Demand on the TRL Audiobooks app. profession of ours! ©2006 (Zig Ziglar Corp)
Available on CD. Catalog number 10041(4 CDs 30 Min each)
SELLING
THE 25 SALES STRATEGIES THAT WILL BOOST YOUR SELLING
SALES TODAY! BUYING TRANCES
by Stephan Schiffman by Joe Vitale
Stephan Schiffman, America's #1 corporate sales trainer, delivers more of the simple, In BUYING TRANCES, renowned marketer Joe Vitale introduces listeners to the
direct, easy-to-apply sales advice that has helped thousands of businesses around the most powerful secret of persuasion. He explains how salespeople can help customers
world. He reveals 25 new sales-building strategies that he's developed and tested dur- enter a “buying trance”, a special mental state in which people are suggestible and
ing his years of training top-notch salespeople. Put these effective, yet simple, strate- pliant. Combining the basics of marketing with cutting-edge concepts in mind con-
gies to work for you! Unabridged. ©2006 (Listen & Live) trol, Vitale shows how salespeople can put customers in a buying trance during
Available on CD. Catalog number 10308 (2 CDs 60 Min each) which the salesperson can help frame and position the way the customer perceives
Available On Demand on the TRL Audiobooks app. the product, leading to more sales every time. For daring salespeople who want to
make the sale every time, these cutting-edge techniques in persuasion offer the key to
SELLING incredible success. ©2007 (Hachette Audio)
35 WAYS TO DIFFERENTIATE YOURSELF IN A Available on CD. Catalog number 10055 (6 CDs 55 Min each)
Available On Demand on the TRL Audiobooks app.
COMPETITIVE MARKET
by Jim Meisenheimer
SELLING
The simple truth is if you're not doing these things you're being lumped into the same
THE CHALLENGER SALE
“price basket” with your competitors. ©2003 (Jim Meisenheimer, Inc.)
by Matthew Dixon and Brent Adamson
Available on CD. Catalog number 10303 (1 CD 43 Min)
Based on an exhaustive study of thousands of sales reps across multiple industries
SELLING and geographies, The Challenger Sale argues that classic relationship building is a
ADVANCED SELLING STRATEGIES losing approach, especially when it comes to selling complex, large-scale business-
to-business solutions. The authors' study found that every sales rep in the world falls
by Brian Tracy
into one of five distinct profiles, and while all of these types of reps can deliver aver-
Advanced Selling Strategies provides you with the techniques and tools used by top
age sales performance, only one-the Challenger- delivers consistently high perfor-
sales people in every industry - methods that net immediate and spectacular results.
mance. Instead of bludgeoning customers with endless facts and features about their
©1995 (Simon & Schuster)
company and products, Challengers approach customers with unique insights about
Available on CD. Catalog number 10061 (2 CDs 50 Min each)
Available On Demand on the TRL Audiobooks app. how they can save or make money. They tailor their sales message to the customer's
specific needs and objectives. Rather than acquiescing to the customer's every
SELLING demand or objection, they are assertive, pushing back when necessary and taking
ADVANCED SELLING TECHNIQUES control of the sale. The things that make Challengers unique are replicable and teach-
able to the average sales rep. Once you understand how to identify the Challengers in
by Brian Tracy
your organization, you can model their approach and embed it throughout your sales
Discover powerful new tactics and techniques employed by only the top 10% of the
force. The authors explain how almost any average-performing rep, once equipped
sales profession. Brian Tracy reveals the critical issues facing the buyers of the 90’s.
with the right tools, can successfully reframe customers' expectations and deliver a
He gives unique perspective on concepts such as partnering, GAP analysis and risk
distinctive purchase experience that drives higher levels of customer loyalty and, ulti-
management which are concepts that are helping many Fortune 500 companies break
mately, greater growth. ©2012 Unabridged. (Hachette Audio)
sales records! ©1994 (Nightingale-Conant Corp.)
Available on CD. Catalog number 10501 (5 CDs 60 Min each)
Workbook available upon request.
Available On Demand on the TRL Audiobooks app.
Available on CD. Catalog number 10140 (6 CDs 60 Min each)
SELLING
SELLING
ADVANTAGE: CUSTOMER CLOSE THE DEAL
by The Sandler Sales Institute
by Mary Ellen Forszt and Jerry Acuff
Close the Deal presents you with a revolutionary, yet remarkably simple, 7-Step Sys-
Are you green and growing? Or, are you ripe and rotten? Essential knowledge for
tem for regaining control, removing pressure, and ultimately closing more sales and
every level of sales professional. Have you ever wondered what customers really
generating more profit than you ever will by using those tired old-school techniques.
think about sales representatives? Well, come “Across the Desk” with us, listen, and
©2000 (Nightingale-Conant)
find out! LISTEN. With Advantage: Customer you will gain insights from interviews
Workbook available upon request.
with real-life customers who share how to be more effective when engaging with
Available on CD. Catalog number 10073(8 CDs 6 Hours 23 Min.)
them. Also featured are Mary Ellen Forszt, an expert in the selling field and our
coach, along with a best-selling author on the subject of sales excellence, Jerry Acuff,
SELLING
who shares his secrets to success. DEVELOP.Advantage: Customer offers sales pro-
CLOSING THE SALE
fessionals the opportunity to sharpen their selling skills while driving, waiting, or
whenever there is unproductive time. Advantage: Customer covers topics such as the by Jim Meisenheimer
components that build trust, the “Best Rep Ever” and how you can earn that title, the Everyone who's ever been in sales wants to nail this one. Sure, closing the sales is
Three Pillars, and more...! ©2013 Unabridged. (Solutions Unlimited) important, and I cover it in this CD, but so is what comes before the ultimate moment
Available on CD. Catalog number 10504 (2 CDs,2 Hours) of your close. ©2003 (Jim Meisenheimer, Inc.)
Available on CD. Catalog number 10302 (1 CD 43 Min)
SELLING
THE ART OF CLOSING THE SALE SELLING
by Nido Qubein CLOSING THE SALE
Discover the six key characteristics of the 'Master Closer'. Learn how to develop the by Dave Yoho
knack for knowing which techniques to use and when. ©1984 (Listen USA) This powerful series enables novice or veteran salespeople to improve sales perfor-
Available on CD. Catalog number 10071 (1 CD 55 Min) mance and achieve their goals. ©2001 (Dave Yoho Associates)
Available On Demand on the TRL Audiobooks app. Available on CD. Catalog number 10094 (8 CDs 7 Hours)
2 Audio CDs and On Demand 2017 Fall Catalog Tape Rental Library
SELLING SELLING
SELLING SELLING
CONVERSATIONS THAT SELL GETTING THROUGH
by Nancy Bleeke by Stephan Schiffman
In this powerful program, Schiffman provides sound advice and proven strategies for
Today’s buyers want more from sales professionals than a simple consultation. What
cold calling -- the technique used by salespeople everywhere to make their appoint-
they’re hungry for are meaningful, collaborative conversations built on mutual value
ments and increase their sales exponentially. ©1993 (Simon & Schuster)
and trust, that result in a Win3...where they, the seller, and the organization, achieve a
Available on CD. Catalog number 10079 (2 CDs 45 Min each)
winning outcome. Conversations That Sell introduces sales professionals to the col-
Available On Demand on the TRL Audiobooks app.
laborative conversation skills they need to capture the buyer’s attention and secure
business. Based on the author’s five-step sales system, What’s in It for Them
SELLING
(WIIFT)—Wait, Initiate, Investigate, Facilitate, Then Consolidate—the book shows
GO FOR NO
readers how to: • Prepare for an effective sales call, • Identify sales opportunities and
by Richard Fenton & Andrea Waltz
the factors that drive buyers to act, • Adjust their approach to the type of buyer—
Go for No! will help you turn your greatest obstacle (hearing 'NO') into your greatest
Achievers, Commanders, Reflectors, and Expressers, • Make conversations flow eas-
asset! Because when you learn to harness the powerful ideas, strategies and approaches
ily, • Address problems, opportunities, wants, and needs, • Work through objections
contained in Go for No! you'll find that success will show up at your door in greater
• Advance and close sales, • And more. Packed with valuable tools and examples,
quantities than you ever could have imagined. ©2008 (Courage Crafters, Inc)
salespeople in all industries will discover how to increase their short- and long-term
Available on CD. Catalog number 10045(2 CDs 95 Min.)
sales success by keeping the focus of every conversation where it belongs—on the
Available On Demand on the TRL Audiobooks app.
buyer. Unabridged ©2013
Available On Demand on the TRL Audiobooks app. SELLING
GO-GIVERS SELL MORE
SELLING by Bob Burg & John David Mann
CUSTOMER CENTRIC SELLING Cultivate a trusting relationship and provide outstanding service, say the authors, and
by Michael T. Bosworth, John R. Holland great results will follow automatically. Illustrating their points with a wide range of
real-life examples, Burg and Mann offer tips and strategies that anyone in sales can
The program that is revolutionizing heightened selling, by showing companies how
start applying right away. Unabridged. ©2010 (Hachette Audio)
to “clone” their top sales performers; CEO's would pay anything to replicate their
Available on CD. Catalog number 10272(4 CDs 60 Min each)
best salespeople; Customer Centric Selling explains instead how to replicate their
Available On Demand on the TRL Audiobooks app.
skills. It details a repeatable, scalable, and transferable sales process that formats the
questions that superior salespeople ask, and then uses the results to influence and
SELLING
enhance the words and behaviors of their colleagues. Customer Centric Selling
GUERRILLA SELLING LIVE!
shows salespersons how to differentiate themselves and their offerings by appealing
by Orvel Ray Wilson
to customer needs, steering away from making one-way presentations and toward
Internationally acclaimed author and speaker on sales, marketing, motivation, and
having meaningful and goal-oriented conversations. ©2003 (McGraw-Hill Audio)
management, Orvel Ray Wilson, presents the most important strategies and tactics
Available on CD. Catalog number 10051 (4 CDs 70 Min each)
for turning yourself or your team into a formidable, fast-moving strike force. Learn
how to generate more high-quality leads, beat out the competition, keep your custom-
SELLING
ers satisfied, and... make more sales! ©2006 (Fred Pryor)
DIRECT SELLING 101 Available on CD. Catalog number 10087 (4 CDs 60 Min each)
by Neil and Dana Phillips
More success-minded Americans than ever before are growing their fortunes as inde- SELLING
pendent agents for such respected direct selling organizations as Princess House, HIGH EFFICIENCY SELLING
Tupperware and Mary Kay. As Neil and Dana introduce you to the exciting world of by Stephan Schiffman
direct selling, you’ll find out why over 12 million Americans are now involved in A Proven Program to Maximize Your Sales! In this indispensable new guide, sales
this $30 billion industry. You’ll learn the essentials of starting and building a direct consultant and America's #1 corporate sales trainer Steve Schiffman reveals the
selling business, from recruiting new customers and sales team members to planning methodology of HIGH-EFFICIENCY SELLING. This innovative and solid strategy
parties and closing the sale. You’ll also explore some of the common misconceptions can lead to greater sales, better time management, and improved long-term business
about direct selling, and find out how to choose a direct selling company that fits partnerships. The best selling author of Cold Calling Techniques (That Really Work!)
your needs and interests. ©2005 (Nightingale-Conant) stakes outs new territory by offering a unique approach to the four phases of the sales
Available on CD. Catalog number 10060(8 CDs 70 Min each) cycle: prospecting, interviewing, presentation, and closing. Abridged ©1997
Available On Demand on the TRL Audiobooks app. Available On Demand on the TRL Audiobooks app.
SELLING
SELLING
HIGH TRUST SELLING
EMOTIONAL INTELLIGENCE FOR SALES SUCCESS
by Todd Duncan
by Colleen Stanley
A Wall Street Journal best-seller! There is a major difference between being a sales
Even skilled salespeople buckle in tough selling situations-getting defensive with
person in business and being in business as a salesperson. Being successful in sales
prospects who challenge them on price or too quickly caving to discount pressure.
has a lot to do with what's on the inside of a person, and the person's ability to estab-
Those are examples of the fight-or-flight response-something salespeople learn to
lish and foster loyal relationships. ©2003 (Oasis Audio)
avoid when they build their emotional intelligence. Studies have shown that emo-
Workbook available upon request.
tional intelligence (EI) is a strong indicator of success. In Emotional Intelligence for
Available on CD. Catalog number 10053 (4 CDs 75 Min each)
Sales Success, sales trainer and expert Colleen Stanley shows how closely EI is tied Available On Demand on the TRL Audiobooks app.
to sales performance and how salespeople can sharpen their skills to maximize
results. Readers will discover: how to increase impulse control for better questioning SELLING
and listening; the EI skills related to likability and trust; how empathy leads to bigger HIGHLIGHTS OF THE PERFECT SALES PROCESS
sales conversations and more effective solutions; how emotional intelligence can by Tom Hopkins
improve prospecting efforts; the EI skills shared by top sales producers; and much Cut through the hype with how-to strategies and up-to-the-minute tactics imparted by
more. Emotional intelligence plays a vital role at every stage of the sales process, this world-renowned sales expert and best-selling author whose first book has been
from business development to closing the deal. When customers can get product translated into 10 languages. Subjects include finding new business, presentation
information and price comparisons online, the true differentiator is the ability to skills to involve the client, addressing client concerns, closing the sale, and building
deftly solve problems and build relationships-EI territory! Unabridged ©2012 long-term relationships. Unabridged ©2008
Available On Demand on the TRL Audiobooks app. Available On Demand on the TRL Audiobooks app.
SELLING SELLING
THE EVERYTHING GUIDE TO BEING A SALES REP HIGH-PERFORMANCE SELLING
by Don Hutson
by Ruth Klein
Focus in on new street-level attitudes and ideas from an in-demand audience favorite
Listeners will learn the five-prong approach to selling, and then build on the five
with resources offering empowerment for today's business environment. Subjects
steps. Learn how to use time and energy to create an extraordinarily dynamic and
include attributes of high-performance salespeople, the evolution of selling, different
profitable selling career. Abridged ©2007
people/different selling, and selling value vs. cutting price. Unabridged ©2008
Available On Demand on the TRL Audiobooks app.
Available On Demand on the TRL Audiobooks app.
SELLING
SELLING
GET MOTIVATED TO SELL HOW TO ACHIEVE SPECTACULAR SELLING RESULTS
by Art Sobczak IN THE 4TH QUARTER
Need a Dose of Self-Motivation? Having trouble picking up the phone? Tired of by Jim Meisenheimer
rejection? Bored with saying the same thing, call after call? Would you rather have a The 4th quarter is your last chance to finish first. You either make your numbers or
root canal than place another cold call? If any of these describe you, you need the you don't. You'll learn how to bring home the bacon in the final quarter. ©2004 (Jim
ideas on this CD. ©2006 (Business By Phone) Meisenheimer, Inc.)
Available on CD. Catalog number 10270 (1 CD 50 Min) Available on CD. Catalog number 10300 (1 CD 44 Min)
Audio CDs and On Demand 2017 Fall Catalog Audiobooks 3
SELLING SELLING
SELLING SELLING
HOW TO ADAPT YOUR SELLING STYLE TO YOUR HOW TO WORK A ROOM
BUYER’S BUYING STYLE by Susan RoAne
by Jim Meisenheimer You enter a crowded room. For a moment every eye is on you. And a little voice
There are four dominant behavioral styles - the driver, the expressive, the analytical, inside you cries, HELP If this has ever happened to you, you’re not alone! Walking
and the amiable. Salespeople usually find it easy to connect with customers who have into a room full of people you don’t know can be very uncomfortable. It can also be
a similar style. Now you can learn about how to connect with the other three styles one of your very best opportunities to meet and make new business contacts and
too. ©2003 (Jim Meisenheimer, Inc.) friends. The Mingling Maven will show step by step, how to allay your fears and
Available on CD. Catalog number 10306 (1 CD 56 Min) make the most of every moment. ©2000 (Audio Renaissance)
Available on CD. Catalog number 10100 (3 CDs 60 Min each)
Available On Demand on the TRL Audiobooks app.
SELLING
SELLING
HOW TO AVOID SOUNDING PATHETIC DURING A
JIM MEISENHEIMER’S BEST SALES ARTICLES
SALES CALL
by Jim Meisenheimer
by Jim Meisenheimer
Sales articles are one of the best ways to acquire new and creative ideas you can use
It takes a street-smart customer less than a minute to have you pegged as an amateur
to grow your business. Here's a dirty little secret that you can take to the bank. Most
or a professional. Learn what to avoid saying on every sales call. ©2005 (Jim
professional salespeople and entrepreneurs are way too busy multi-tasking to invest
Meisenheimer, Inc.)
adequate time to read and digest the pearls of wisdom found in a well-written article.
Available on CD. Catalog number 10301(1 CD 35 Min)
©2009 (Jim Meisenheimer, Inc)
Available on CD. Catalog number 10321 (1 CD 45 Min)
SELLING
SELLING
HOW TO CHANGE MINDS
THE JOY OF SELLING
by Rob Jolles
by Steve Chandler
Persuade, Don't Push! Surely you know plenty of people who need to make a change,
The Joy of Selling introduces powerful thinking processes that induce a creative state
but despite your most well-intentioned efforts, they resist because people fundamen-
of mind, essential to achieve top sales success. Chandler shows listeners how to
tally fear change. As a salesman, father, friend, and consultant, Rob Jolles knows this
enjoy the sales process and learn to make a conscious commitment to innovation,
scenario all too well. Drawing on his highly successful sales background and decades
adventure, and clear communication. His joyful spirit enlivens his presentation as he
of research, he lays out a simple, repeatable, predictable, and ethical process that will
delivers over 50 powerful ideas guaranteed to stimulate fantastic success, not only in
enable you to lead others to discover for themselves what and why they need to
sales but in life. ©2004 (HighBridge Audio)
change. Whether you hope to make a sale or improve a relationship, Jolles's wise
Available on CD. Catalog number 10075 (4 CDs 60 Min each)
advice-illustrated through a bevy of sometimes funny, sometimes moving, always
Available On Demand on the TRL Audiobooks app.
illuminating stories-will help you ensure that changing someone's mind is never an
act of coercion but rather one of caring and compassion.Unabridged. ©2013
SELLING
Available On Demand on the TRL Audiobooks app.
KILLING THE SALE
by Todd Duncan
SELLING Wall Street Journal and Business Week best-selling author and leader of one of
HOW TO INCREASE SALES, EARN MORE MONEY, AND America's top sales training companies, Todd Duncan reveals the 10 most deadly
mistakes salespeople make, and offers insight on how to avoid them. Duncan
HAVE MORE FUN
addresses the catastrophic mistakes that are commonly made with clarity and direct-
by Jim Meisenheimer
ness. ©2004 (Oasis Audio)
The title says it all. You can have it all with these practical ideas. ©2003 (Jim
Workbook available upon request.
Meisenheimer, Inc.)
Available on CD. Catalog number 10052 (4 CDs 75 Min each)
Available on CD. Catalog number 10305(1 CD 44 Min)
Available On Demand on the TRL Audiobooks app.
SELLING
SELLING
LAWS OF PROSPECTING
HOW TO SELL ANYTHING FOR THE LIST PRICE
by Ryan Chamberlin
by Jim Meisenheimer
Celebrated speaker, trainer, and author Ryan Chamberlin shares vital knowledge that
You don't have to get pounded on PRICE everyday. Let your competitors talk low-
allowed him, in his twenties, to earn millions. Taken from specific chapters in his
ball pricing strategies. I'll show you how to present VALUE which means you'll be
book titled Now You Know – why some succeed and others fail..., he will teach you
able to get a better price for your products. ©2003 (Jim Meisenheimer, Inc.)
there is no shortage of prospects, but you do have a shortage of time. Learning one
Available on CD. Catalog number 10304 (1 CD 41 Min)
basic principle and three laws will streamline your selling process and produce
results--today! Bestselling author Gary Smalley states, “Ryan teaches people how to
positively connect, like none have done before. Adapted. ©2011
SELLING
Available On Demand on the TRL Audiobooks app.
HOW TO SELL MORE IN LESS TIME WITH NO REJECTION
by Art Sobczak
SELLING
Anyone who has ever picked up the phone to make a cold call, or followed up on a
LEAD SELL OR GET OUT OF THE WAY
call after they’ve sent out literature, a catalog, or samples, knows that its much more
difficult than making a face-to-face call, and there are certain nuances that make by Ron Karr
using the phone a different animal. I demystify the process, poke fun at the old tech- In today's sales world there's no room for followers. But there's plenty of room for
niques and myths of sales that flat out do not work by phone, and show proven, word- leaders. Competition is intense, and if you don't take a leadership role in producing
for-word examples that will work for you. ©2006 (Business By Phone, Inc.) results for your clients, someone else will. In Lead, Sell, or Get Out of the Way, Ron
Available on CD. Catalog number 10268 (16 CDs 60 Min each) Karr outlines a repeatable process based on the powerful idea that great sellers lead
relationships in the same way that great leaders sell ideas. No matter what you sell,
you must communicate persuasively and effectively what it is you can offer clients.
SELLING This customer-focused mindset is the key to Karr's proven leadership selling process.
HOW TO SELL WHEN NOBODY IS BUYING Based on decades of research with companies of all sizes, Karr reveals what great
by Dave Lakhani sellers do and shows how anyone can implement the same powerful principles. He
You are listening to this book because you need to make more sales fast in an uncer- offers an in-depth exploration of the seven critical traits all sales leaders share. Many
tain time. The pressure to sell has never been higher. But as the economy, your indus- sales leaders learn these principles through trial and error. This audio book helps you
try, and the markets change, does that really mean that people aren't buying anymore? avoid the trial and error part and skip straight to the success part. Why learn the hard
Of course not. First, you have to understand, it's not your fault. You're struggling way when you can listen to this audio, learn these principles, and start—today—sell-
because the current model for reaching and converting customers is seriously out- ing more, faster, and at a higher profit? If you sell things for a living or manage peo-
dated and no longer works. You must develop new skills in a rapidly changing world ple who sell, you face a stark choice that you had better get right—to Lead, Sell, or
if you intend to sell. We're in a new economy full of rapidly changing industries-and Get Out of the Way. Choose wisely and sales success will be yours.Unabridged.
new sales rules apply. Customers have up-to-the-minute information access, a global ©2009
reach, a social-networking mindset, a desire for instant gratification, and expectations Available On Demand on the TRL Audiobooks app.
of more powerful, high-tech experiences. That means you must understand what con-
sumers demand of you before putting products and services in front of them. You SELLING
need to pick up the tools that connect you to your market, expand your networks, and LET’S GET REAL OR LET’S NOT PLAY
create a persuasive message that reaches customers where they live. The rules have by Mahan Khalsa and Randy Illig
changed and only those most adaptable to change will survive. This approach is nec- Helping clients to succeed is fundamental to the success of any business. This program
essary for everyone in the sales industry. Whether you're a salesperson, a sales man- teaches you to become totally client-focused, break down the barriers of dysfunctional
ager, are self-employed, or are part of a sales team, How to Sell When Nobody's business development, and find rewarding, productive business relationships. With
Buying is the one-stop resource you need to stand out in the marketplace-starting honesty, clarity, and authenticity, Mahan Khalsa cuts through the nonsense and focuses
now. Unabridged. ©2009 on getting results and helping clients succeed.©2008 (Hachette Audio)
Available On Demand on the TRL Audiobooks app. Available on CD. Catalog number 10072 (6 CDs 70 Min each)
4 Audio CDs and On Demand 2017 Fall Catalog Tape Rental Library
SELLING SELLING
SELLING SELLING
LITTLE RED BOOK OF SALES ANSWERS CD10070 PERFORMANCE DRIVEN SELLING
by Jeffrey Gitomer by Jeff Magee
Salespeople are looking for answers. The fastest, easiest answers that work every High performance in the sales arena is a matter of strategy and discipline. Top sales
time. The good news is, the answers exist. The bad news is, in order to be able to people are those who have disciplined themselves to do what others aren't willing to
become a successful salesperson, you have to understand, practice, and master the do, or don't know how to do. In this high-powered, fast-paced program, you'll get a
answers. In his Little Red Book of Sales Answers, Jeffrey Gitomer allows you to blueprint for success that is certain to take your sales results to the next level. You'll
blend each answer to your selling situation and do it in a way that fits your style, and discover practical strategies that will help you to be more effective at prospecting,
your personality. ©2009 (Simon & Schuster) networking, developing a game plan, understanding your best customer's profile,
Available on CD. Catalog number 10047(5 CDs 4 Hours 35 Min.) expanding the range of products and services you offer, and much more. In addition,
Available On Demand on the TRL Audiobooks app. you'll discover an easy to use system for getting the most important things done first.
This seminar will engage you from beginning to end and is the perfect solution for
SELLING any sales team performing below their full potential. Adapted. ©2011
LITTLE RED BOOK OF SELLING Available On Demand on the TRL Audiobooks app.
by Jeffrey Gitomer
Sharing strategies and answers from a lifetime of selling, Jeffrey has packed The Lit- SELLING
tle Red Book Of Selling with the information you’ve been searching for. You’ll learn PERSUASION
a philosophy of success - long term, relationship-driven, and referral-oriented - that by David Lakhani
has nothing to do with manipulation or other old-world sales tactics, and has every- Persuasion is key to every aspect of sales, marketing, and negotiations. This audio-
thing to do with the understanding buying motivates and taking ethical, relationship- book reveals today’s most effective persuasion techniques for business professionals,
building actions. ©2004 (Simon & Schuster) which can easily be applied to their personal lives as well. ©2008 (Hachette Audio)
Available on CD. Catalog number 10059(4 CDs 65 Min each) Available on CD. Catalog number 10056 (5 CDs 60 Min each)
Available On Demand on the TRL Audiobooks app. Available On Demand on the TRL Audiobooks app.
SELLING SELLING
LOW PROFILE SELLING AT ITS FINEST PERSUASIVE SELLING AND POWER NEGOTIATION
by Tom Hopkins Did you know that everything is negotiable? Unfortunately, most people are poor
Would you like to not be perceived as a “salesman”? Do you want your prospects to negotiators, and the number one reason why can be traced back to early childhood.
be glad to hear from you? Would you like to close like the greatest salespeople? Tom This audio series can help you change that. Whether you are trying to influence or
Hopkins “Builder of Sales Champions” and sales professional will show you the negotiate with your largest client, boss, spouse, or even one of your children, you
principles of low profile selling. 1. Learn how to not sound like a salesperson., 2. need to be skillful. Do you think it might help to be better at reading body language?
Learn how to help people rather then sell them., 3. Learn how to gently handle nega- Would it be beneficial to know how to overcome the most frequently occurring mis-
tive responses., 4. See how to close like the sales greats!, 5. Learn 7 proven closes of communication problem? Would knowing exactly how someone can be persuaded,
sales champions. Over 2 million people around the world have attended this program be helpful in your interactions? Well now you can! Listen as the experts reveal their
and tens of thousands of salespeople listen to Tom Hopkins everyday to become the secrets so you, too, can succeed. Adapted ©2010
backbone of their organizations, Sales Professionals. Tom Hopkins is the author of, Available On Demand on the TRL Audiobooks app.
How to Master the Art of Selling, which is the largest selling book ever written on the
subject of how to sell. Over 25,000 students have graduated from his famous 3 day SELLING
high intensity selling boot camp, and have gone on to become leaders in the sales THE POWER OF PROSPECTING
industry. Join North Americas #1 sales trainer today and become a Sales Cham- If you have sales targets to achieve, sales pipelines to fill, or quarterly sales goals that
pion.Unabridged ©2007 require excellent prospecting skills, this product is for you! This is also the perfect
Available On Demand on the TRL Audiobooks app. resource for people just getting into sales or working part time on growing a book of
business. First off, it will teach you that prospecting for new customers does not have
SELLING
to be hard—or wearisome. In fact, many highly successful salespeople enjoy the hunt
MAKING IT HAPPEN IN SALES and have clever strategies for making rejection amusing and quantifiable. However,
by Henry Thomas prospecting is often the “Achilles heel” of salespeople, and achieving your sales
Author Henry Thomas is a keynote speaker, seminar leader, corporate consultant, and goals requires ongoing skills training. This program will help you shatter your sales
as past vice president of a Fortune 200 company, he has been a successful business- targets by becoming a master prospector! Prospecting is one of those rare skills that
man. Henry is a high energy presenter who informs, entertains, and inspires. Both his you need to hear about rather than read about. Listen in as the world’s foremost
personal presentations and more than 200 written articles provide critically devel- experts in prospecting share their techniques to propel your sales career ahead of the
oped content that offers take home, practical value designed to meet the need of his rest. This collection will help you gain the perspective, techniques, and processes of a
professional audiences. Henry doesn't just talk business, he lives it every day. He is variety of professionals so you get the inspiration and education best suited for your
an entrepreneur with an active interest in many different aspects of business. Above industry. Learn from the comfort of your car or on your iPod at the gym.
all, he is in touch with the daily challenges confronting the sales profession. Henry Available On Demand on the TRL Audiobooks app.
shares through experience what works, what doesn't, and what makes the difference.
Henry not only shows people what to do but, more importantly, teaches them how to SELLING
both think and set realistic goals. He is a professional who offers constant excellence, THE PSYCHOLOGY OF SELLING
who has a positive outlook on business, and who approaches learning from an inte- by Brian Tracy
grated perspective. Unabridged ©2008 Want to triple your income in just 12 months? Renowned achievement expert Brian
Available On Demand on the TRL Audiobooks app. Tracy lays out the “graduate level” sales-tested techniques that can do just that in The
Psychology of Selling— one of the best, most comprehensive sales-training pro-
SELLING
grams ever produced. Learn a 12-point goal-achieving method for reaching whatever
THE ONE MINUTE SALES PERSON destination you choose in life, how to “program” yourself for success, which prod-
by Spencer Johnson, M.D. ucts are best for you to sell, how to “read” your prospect’s needs, how to overcome
This program shows you the way the One Minute method can be put to work to objections and motivate 99 out of 100 potential customers to buy. ©1995 (Nightin-
increase success no matter what you’re selling and to help you enjoy your job, your gale-Conant)
life, and more. ©1988 (Random House) Available on CD. Catalog number 10099 (2 CDs 60 Min each)
Available on CD. Catalog number 10219 (1 CD 50 Min) Available On Demand on the TRL Audiobooks app.
SELLING SELLING
OVERCOMING PROCRASTINATION FOR SALES THE PSYCHOLOGY OF SELLING
PROFESSIONALS by Brian Tracy
by Jeff Davidson Only imperceptible differences separate leading salespeople from the also-rans.
Selling is one of the most difficult professions. Who wants to be in a line of work Make the needed adjustments and reap the cash rewards of being a top sales pro!
where the typical response is “no?” Who wants to encounter rejection day in and day ©1985 (Nightingale-Conant Corp.)
out? Effective salespeople face this scenario all the time. Hence, it's understandable CD-ROM Workbook available upon request.
when, on occasion, procrastination arises. Yet, with everyday techniques that anyone Available on CD. Catalog number 10112(6 CDs 4 Hours 37 Min.)
can master, no sales professional needs to be shackled by procrastination. In this ses- Available On Demand on the TRL Audiobooks app.
sion, professional speaker and author Jeff Davidson offers a variety of hands-on tech-
niques that you can put into practice immediately to blast through road blocks, leap SELLING
over barriers, and maintain productivity. Procrastination is part of the human condi- RELATIONSHIP SELLING
tion, but you can keep it at bay, endlessly, so that you can be more productive at sell- by Jim Cathcart
ing your product or service. Jeff discusses such notions as reflecting on past success, Based on Jim Cathcart's new book, The Eight Competencies of Relationship Selling,
looking for small wins, visualization, feeling the fear, replacing limiting language, How to reach the top 1% in just 15 extra minutes a day this audio set will provide you
practicing creative procrastination, owning the goals before you, and not waiting for with 150 instant sales briefings and much more! Titles include: The Concept, Pre-
the perfect time. You can draw upon these ideas right now, tomorrow, the next day, pare, Target, Connect, Assess, Solve, Commit, Assure and Manage.
and the next. This 30-minute session is a great pick-me-up! Adapted.©2011 Unabridged©1990
Available On Demand on the TRL Audiobooks app. Available On Demand on the TRL Audiobooks app.
Audio CDs and On Demand 2017 Fall Catalog Audiobooks 5
SELLING SELLING
SELLING SELLING
THE SALES ADVANTAGE SELL TO ANYONE!
by Dale Carnegie and Assoc., J. Oliver Crom and Michael Crom Your ability to prospect and sell depends on how well you can work with anyone. In
The Sales Advantage will enable any salesperson to develop long-term customer this powerful, “must have” series of value-packed audios, two of the world’s top
relationships and help make those customers more successful - a key competitive sales trainers come together to teach you little known sales traits that are guaranteed
advantage! ©2003 (Simon & Schuster) to make a huge impact on your sales performance. Zig Ziglar, will teach you how to
Available on CD. Catalog number 10097 (3 CDs 60 Min each) train your voice inflections to overcome the five most common sales objections.
Available On Demand on the TRL Audiobooks app. Brian Tracy will guide you through twenty-one qualities top 10 percent sales per-
formers possess, with practical and easy-to-implement tips on establishing instant
rapport and credibility with your customers. Work to double your sales effectiveness
SELLING
from the convenience of your car or while you work out with this brilliant audio pro-
SALES BIBLE
gram. Unabridged. ©2012
by Jeffrey Gitomer
Available On Demand on the TRL Audiobooks app.
Completely updated to address today’s challenges and opportunities, The Sales Bible
is the ultimate guide for salespeople who want to sell more. Adapting his powerful SELLING
10.5 Commandments of Sales Success to changes in the selling process brought SELL YOUR WAY TO THE TOP
about by new technologies, Jeffrey combines the most effective traditional strategies by Zig Ziglar
with the best technological advances to offer cutting-edge sales advice you can take Combining vivid scenarios and crystal clear instructions, Ziglar will motivate you to
into the street and turn into money the same day you hear it! Unabridged. ©2008 reach your peak as a sales star. You'll learn how to add the personal touch to client rela-
(Simon & Schuster) tions making you more effective than ever at demonstrating the need for your product
Available on CD. Catalog number 10057 (7 CDs 70 Min each) or service. With these important skills, you'll become a word merchant who paints ver-
Available On Demand on the TRL Audiobooks app. bal pictures that capture your client's full attention. ©1994 (Simon & Schuster)
Available on CD. Catalog number 10058 (2 CDs 70 Min each)
SELLING SELLING
SALES MADE SIMPLE FREEWAY GUIDE THE SELLING DIFFERENCE
by Adam Shaivitz by Zig Ziglar and Bryan Flanagan
Most people think selling is only for salespeople, but the truth is that selling is every- This program is designed to prepare the sales professionals of today to move to the
one’s business! The powerful and practical information in this audio course will sup- next level of success in the evolving profession. Technological changes in the work-
port your future success by building your selling skills and boosting your confidence, place and new demands for cross cultural negotiation abilities have created a need for
in every selling situation. Full of new theories, tips and techniques, this Freeway a new skill set in the world of selling. This system will give you the information to
Guide will help you drive performance and profits.©2006 build a better you, teach you to enjoy your career, and develop confidence and belief
Available On Demand on the TRL Audiobooks app. in yourself. ©2002 (Zig Ziglar Corporation)
Available on CD. Catalog number 10095 (7 CDs 6 Hours 32 Min.)
Available On Demand on the TRL Audiobooks app.
SELLING
SELLING
THE SALES MASTERY ACADEMY
SELLING IN TOUGH TIMES
by Made For Success
Learn to harness the power of social media to increase your sales! This multi-session by Tom Hopkins
audio program is designed to prepare a sales professional to move to the next level of We've all heard it before: when times are tough, go back to the basics. It seems sim-
success in this evolving profession. The Sales Mastery Academy has the answers, ple, but the reality is that in good times, many of us let some of the most important
including sales prospecting skills, negotiation techniques, foolproof closing methods principles of selling go by the wayside, which leaves us scrambling when a downturn
from the Master Closer, overcoming objections with the LQET formula, and of hits. Tom Hopkins is here to remind us that challenges are a constant aspect of selling
course, how to get and stay motivated. The concepts and skills outlined by three of and that the key to success is to keep your attitude positive and to never stop striving
the most sought after experts in their field will enable you to arrive with confidence for excellence. Don't just survive; learn how to thrive by turning your challenges into
and comfort. In this nine-part audio is a proven step-by-step process to guide you advantages today. ©2010 (Hachette Audio)
through the evolution of the sales profession. Learn how to set and achieve your Available on CD. Catalog number 10043(6 CDs 70 Min each)
goals with Zig Ziglar’s unique seven-step goal attainment procedure, and learn the SELLING
fundamental skills to meeting the changes with prospects and customers. In many
SELLING THE INVISIBLE
cases, the sales cycle is longer and there are more people and departments involved
by Harry Beckwith
in decision making. Learn how to turn any product into a “solution.” Our customers,
Beckwith provides an excellent forum for thinking differently about the nature of ser-
the economy, corporate profits, and social responsibilities are changing. How are you
vices and how they can be effectively marketed. If you're at all involved in marketing
responding to these changes? Get equipped to compete and win more deals.Adapted.
or sales, then Selling the Invisible is definitely worth a look. ©1997 (Hachette
©2011
Audio)
Available On Demand on the TRL Audiobooks app.
Available on CD. Catalog number 10062(2 CDs 50 Min each)
Available On Demand on the TRL Audiobooks app.
SELLING SELLING
THE SALES PROCESS SELLING WITH CONFIDENCE
by Bryan Flanagan by Andrew Wood
Selling at the most simple level is a communications process. The beauty of a process In this comprehensive program, you will learn from A to Z the secrets of selling, in
is that it can be learned and anyone can follow the process. What do sales profession- the office and on the phone. Whether you sell cars or computer parts, Selling With
als from IBM, Xerox and Proctor & Gamble have in common? They have a proven Confidence will provide your business or career with the boost it needs! ©1998 (Per-
formula, or process, for structuring sales calls for their army of salespeople. Follow sonal Quest)
this 4-step program for selling and you could join the top salespeople in your com- Available on CD. Catalog number 10089 (8 CDs 6 Hours 35 Min.)
pany or industry. By following a series of logical and progressive steps, this program
will teach you to have a client-centric approach to your sales calls through a process SELLING
of asking strategic questions. This needs-based approach will help you overcome SMART QUESTIONS
objections with ease and close a higher percentage of sales.Unabridged. ©2006 by Dorothy Leeds
Available On Demand on the TRL Audiobooks app. Learn how to double or triple your income with a fresh approach to selling. Dorothy
Leeds believes that the biggest mistake that sales people make is one of style: they
talk too much. They tell rather than sell. After listening to this program, you’ll
SELLING become a seller, not a teller and a salesperson, not a spokesperson. If you ask more
SALES SUCCESS MADE SIMPLE questions, and ask smart questions you will become more successful! ©1989 (Doro-
by Brian Tracy thy Leeds)
Brian Tracy is perhaps the top sales trainer in the world today, having worked with Workbook available upon request.
more than two million salespeople. In this program, he teaches you the best methods Available on CD. Catalog number 10320 (6 CDs 60 Min each)
and techniques practiced by the highest paid salespeople in the world. This program
SELLING
contains approximately sixteen hours of powerful, proven ideas to build your self-
SO, YOU’RE NEW TO SALES
confidence and increase your sales immediately. Adapted. ©2006
Available On Demand on the TRL Audiobooks app. by Bryan Flanagan, Zig Ziglar
Bryan Flanagan wastes no time in instructing those new to the world of sales. He is
direct and succinct, using as few words as possible to make it absolutely clear that
SELLING selling is a learned skill and that professional salespeople are the ones who under-
SECRETS OF CLOSING THE SALE stand that selling is not about being a certain personality type; it is about being the
by Zig Ziglar go-to person, the problem solver, and the solution finder in the lives of those who
An up-to-date version of Zig’s Secrets Of Closing The Sale of the 80’s. Learn a mem- need their product or service.From start to finish, Bryan focuses on every step neces-
orable way of how to communicate with people and persuade them in such a way that sary to become a skilled professional salesperson. This work is the complete begin-
you “win them over” to your side. ©1992 (Zig Ziglar Corp.) ner “how to” book on sales. Unabridged. 2016
Available On Demand on the TRL Audiobooks app. Available On Demand on the TRL Audiobooks app.
6 Audio CDs and On Demand 2017 Fall Catalog Tape Rental Library
SELLING SELLING
SELLING SELLING
2SPIN SELLING WOULD YOU BUY FROM YOU?
by Neil Rackham by Lee J. Knapp
If you're in sales--or if you manage a sales force--you need the SPIN strategy. Devel- Lee Knapp knows how to motivate people, how to get them fired up and believing in
oped from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, themselves. Her experiences as a sales executive and trainer have given her the knowl-
Implication, Need-payoff--is already in use by many of the world's top sales forces. edge, attitude, and ability to develop highly productive salespeople. With over 20
Now these revolutionary, easy-to-apply methods can be yours. With wit and author- action selling scenarios in this program you will be able to improve your selling skills,
ity, Neil Rackham explains why traditional sales models don't work for large sales. raise your confidence and get on the road to success! ©1994 (Knapp Consultants, Inc.)
With supreme clarity, he unfolds the enormously successful SPIN strategy, using Available on CD. Catalog number 10205 (4 CDs 40 Min each)
real-world examples and informative cases. You may find the techniques controver-
SELLING
sial; they often go against the grain of conventional sales training. In the end, the
ZIG ZIGLAR’S SECRETS OF CLOSING THE SALE
powerful evidence Rackham presents will convince and convert you. ©1998 (High-
Bridge Audio) by Zig Ziglar
Available on CD. Catalog number 10070 (3 CDs 60 Min each) Zig Ziglar focuses on the art of persuasion in sales, and provides tips from successful
Available On Demand on the TRL Audiobooks app. salespeople. ©1984 (Simon & Schuster)
Workbook required.
SELLING Available on CD. Catalog number 10081 (4 CDs 60 Min each)
STATE OF THE ART SELLING
by Barry Farber
Seling is the cornerstone of our economy and our society. Everyone sels - some just PHARMACEUTICAL SELLING
do it better than others. The million-dollar sales pros know that to sell well requires a
PHARMACEUTICAL SELLING
complex set of skills, as well as the willingness to perfect relations with the customer.
There is no one in the sales arena better versed on the subject of the Big C - the cus- CD38131 ATTENDING
tomer - and the significance of service and satisfaction tactics, than Barry J. Farber. by Ronald Epstein
Barry's State of the Art Selling is the complete guide you need to develop the Cus- The first book for the general public about mindfulness and medical practice, a
tomer-building strategies, which will set you apart from the run-of-the-mill, and yield groundbreaking, intimate exploration of how doctors think and what matters most-
astronomical financial reward. ©2006 (Nightingale Conant) safe, effective, patient-centered, compassionate care-from the foremost expert in the
CD Workbook required. field.As a third-year Harvard Medical student doing a clinical rotation in surgery,
Available on CD. Catalog number 10048(6 CDs 5 Hours 25 Min.) Ronald Epstein watched an experienced surgeon fail to notice his patient's kidney
turning an ominous shade of blue. In that same rotation, Epstein was awestruck by
SELLING another surgeon's ability to slow down and shift between autopilot and intentionality.
The difference between these two doctors left a lasting impression on Epstein and set
SUBLIMINAL SELLING STRATEGIES
the stage for his life's work-to identify the qualities and habits that distinguish mas-
by Kerry Johnson, Ph.D.
terful doctors from those who are merely competent. The secret, he learned, was
How to literally read the minds of your prospects. Non-manipulative techniques for
mindfulness. In Attending, his first book, Dr. Epstein builds on his world-renowned,
increasing your sales power. ©1985 (Listen USA)
innovative programs in mindful practice and uses gripping and deeply human stories
Available on CD. Catalog number 10076 (1 CD 44 Min)
from clinical practice to give patients a language to describe what they most value in
health care and to outline a road map for doctors and other health care professionals
SELLING
to refocus their approach to medicine. With intelligence and compassion, Epstein
2TO SELL IS HUMAN
offers a crucial, timely book that shows us how we can restore humanity to medicine,
by Daniel H. Pink guides us toward a better overall quality of care, and reminds us of what matters
To Sell Is Human offers a fresh look at the art and science of selling. As he did in most. Unabridged.©2017
Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social sci- Available On Demand on the TRL Audiobooks app.
ence for his counterintuitive insights. He reveals the new ABC's of moving others
(it's no longer “Always Be Closing”), explains why extraverts don't make the best PHARMACETICUAL SELLING
salespeople, and shows how giving people an “off-ramp” for their actions can matter CONVINCE DOCTORS USING BODY LANGUAGE
more than actually changing their minds. Along the way, Pink describes the six suc- by Scott Moldenhauer with Carol Kinsey Goman
cessors to the elevator pitch, the three rules for understanding another's perspective, Dr. Carol Kinsey Goman is an expert on nonverbal communication. In this CD, Dr.
the five frames that can make your message clearer and more persuasive, and much Goman explains how to use nonverbal communication to influence any physician.
more. The result is a perceptive and practical book--one that will change how you see ©2010(PersuasionConsultants, LLC)
the world and transform what you do at work, at school, and at home ©2012 Available on CD. Catalog number 10805 (1 CD 65 Min)
Unabridged. (Penguin Audio)
Available on CD. Catalog number 10502(5 CDs 60 Min each) SELLING
Available On Demand on the TRL Audiobooks app. THE ART OF PHARMACEUTICAL SELLING
A professional medical representative’s guide to successful selling skills, with
SELLING emphasis on the specific situations encountered in pharmaceutical selling. ©1987
TOM HOPKINS AUDIO SALES COLLECTION (Coastec, Inc.)
by Tom Hopkins Workbook available upon request.
This is a collection of Hopkins’ most successful audio books. ©2002 (Harper Audio) Available on CD. Catalog number 10810(6 CDs 3 Hours)
Available on CD. Catalog number 10064 (3 CDs 50 Min each)
PHARMACEUTICAL SELLING
SELLING THE ART OF SELLING PHARMACEUTICALS BASED ON
WHAT CLIENTS LOVE PHARMACOECONOMIC OUTCOMES
by Harry Beckwith A professional medical representative’s guide to successfully selling pharmaceuticals
Harry Beckwith, bestselling author of Selling the Invisible and the Audie award-win- based on pharmacoeconomic outcomes. ©1995 (Coastec, Inc.)
ning The Invisible Touch, reveals how businesses need to think, plan, communicate PDF workbook is included on the first CD.
and best serve clients in this 'tool kit' for putting together an effective marketing plan. Available on CD. Catalog number 10818(2 CDs 2 Hours)
In WHAT CLIENTS LOVE, Harry Beckwith once again discusses effective business
tactics with the practical, down-to-earth style that has made him a bestselling author PHARMACEUTICAL SELLING
and trusted marketing expert. Beckwith explains the sheer simplicity of a marketing THE ART OF SELLING TO HOSPITALS
plan-how to find your company's position, how to define a brand, and how to manage Selling pharmaceutical products to hospitals requires specialized selling techniques.
that brand so it has its full and overwhelming impact. ©2003 (Time Warner) These techniques involve a complete process which bring product information to a
Available on CD. Catalog number 10049 (3 CDs 70 Min each) variety of health care professionals, and get the cooperation and commitment of
influential decision-makers. This learning system is designed to help pharmaceutical
SELLING representatives develop the special skills required to market their company’s prod-
WHY WE BUY ucts to all types of hospitals. U.S. version. ©1989 (Coastec, Inc.)
by Paco Underhill PDF workbook is included on the first CD.
Is there a method to our madness when it comes to shopping? Hailed by the San Available on CD. Catalog number 10812 (6 CDs 5 Hours)
Francisco Chronicle as “a Sherlock Holmes for retailers,” author and research com-
SELLING
pany CEO Paco Underhill answers with a definitive “yes” in this witty, eye-opening
THE ART OF SELLING TO MANAGED HEALTH CARE
report on our ever-evolving consumer culture. Why We Buy is based on hard data
gleaned from thousands of hours of field research - in shopping malls, department FACILITIES
stores, and supermarkets across America. With his team of sleuths tracking our every Provides pharmaceutical sales representatives a historical perspective of the evolu-
move, from sweater displays at the mall to the beverage cooler at the drugstore, Paco tion of managed health care, the various organizations involved in it, how they are
Underhill lays bare the struggle among merchants, marketers, and increasingly structured, who the key decision makers are, and how to effectively sell products to
knowledgeable consumers for control. Unabridged. ©2000 (Random House) them in a controlled utilization and price conscious environment. ©1991 (Coastec)
Available on CD. Catalog number 13297 (7 CDs 75 Min each) PDF workbook is included on the first CD.
Available On Demand on the TRL Audiobooks app. Available on CD. Catalog number 10816(4 CDs 2 Hours)
Audio CDs and On Demand 2017 Fall Catalog Audiobooks 7
PHARMACEUTICAL SELLING PHARMACETICUAL SELLING
PHARMACEUTICAL SELLING PHARMACETICUAL SELLING
THE ART OF SELLING TO THE RETAIL PHARMACY PATIENT TYPE SELLING FOR PHARMA REPS
A professional medical representative’s guide for understanding and successfully by Scott Moldenhauer
selling to the retail pharmacy. It is your responsibility to develop product demand Can you speak the physician’s language? Can you paint a picture of the ideal patient
among physicians and product availability among pharmacists. It is critical that you type? If physicians can imagine using your product to help their patients, they will
establish the same professional and business relationship with pharmacists in your use more of it. In this CD, you will learn how physicians categorize patients and
territory as you do with your phys