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Products from Gary O'Sullivan Company
Video DVDs from Gary O'Sullivan
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Our products complement our services and offer organizations an efficient and affordable way to take advantage of Gary O'Sullivan's unique insights and teachings.
Video DVDs
Hundreds of sales organizations and thousands of sales professionals have
benefited from the insights Gary O'Sullivan has
gained over the course of more than three decades in sales and business
development. Now, through the medium of DVD video, you can learn essential
principles and skills from one of the nation's most sought-after keynote
speakers, trainers, and consultants.
Products in Video DVDs:
- 12 Principles Every Manager Must Know
- The Ultimate Role of the Sales Manager
- Why Sales Never Get Better
- You Can't be a Manager and Not Lead
- The Power to Sell Preneed
- Principles of an Individual Marketing System
12 Principles Every Manager Must Know
Video DVD
It's not what got you the role of sales manager that will keep you in that
role. Most people are appointed sales managers because of their personal
sales successes. Yet when you become a sales manager, the things you have
to do to achieve success are different. On this DVD Gary will share with
you twelve principles which will help lead you to sales management success.
A few of the principles you will learn are:
- How to hire people with the right “I.D”
- Why people with talent don’t have to work for you
- What great managers focus on
- The difference between influencing and motivating
- Why what you know about selling has no value
Watch Gary O'Sullivan in Action!
1 Video Clip from this DVD is available for you to sample:
"12 Principles Every Manager Must Know"
On this DVD, Gary shares 12 Principles for Sales Management Success. In this segment you will hear Gary share with managers a unique way to think about checking a person’s "I.D." Hint: it's not what you think... (From the DVD, 12 Principles Every Manager Must Know)
(Length: 01:52)
The Ultimate Role of the Sales Manager
Video DVDGary has interviewed sales managers all across the nation and asked them
what they think the ultimate role of the sales manager is. Most every one
has told him it was to get volume. Gary couldn’t disagree more. Gary thinks
there are three principles which are, in reality, the ultimate role of the
sales manager. On this DVD he shares what they are.
You will learn:
- Why people are not your greatest assets
- How sales managers can get bad at the interview process
- Why your training is only something you do initially
- If you don’t develop your people, no one will
- Why we should sell people on the challenges they will face
- The one thing your people don’t need your help to do
Watch Gary O'Sullivan in Action!
1 Video Clip from this DVD is available for you to sample:
"The Ultimate Role of the Sales Manager"
What do sales people need from their Sales Managers to be effective? In this segment, Gary addresses the principle of how to get your sales people to produce consistently. (From the DVD for Sales Managers, The Ultimate Role of the Sales Manager)
(Length: 01:00)
Why Sales Never Get Better
Video DVDHow do you grow and develop as a sale manager? There are three factors that
will impact your ability to grow and develop in your role as a sales
manger. In this session you will learn what they are and how to use them to
assist you in your development.
By viewing this DVD you will learn:
- The three major reasons people want to get into sales
- The three major reasons people leave the selling profession
- Why you should not encourage people to “make” money
- That the fact people like people is not always a key to sales success
Watch Gary O'Sullivan in Action!
1 Video Clip from this DVD is available for you to sample:
"Why Sales Never Get Better"
Gary starts this segment with the encouraging message that your sales will never get better. Better until what happens? (From the DVD for Sales Managers, Why Sales Never Get Better)
(Length: 01:04)
You Can't be a Manager and Not Lead
Video DVDOne of the key roles of a sales manager is to also be a leader. In this
session Gary reviews the differences between the competencies of being a
manager and being a leader. If you think they are the same, you really need
to watch this DVD.
In this program you will learn:
- A new way to think about being at the T.O.P.
- The concept of how the “laws” change for the sale manager
- How the leader thinks differently and does different things than the manager
- Seven principles for effective sales leadership
Watch Gary O'Sullivan in Action!
1 Video Clip from this DVD is available for you to sample:
"You Can’t be a Manager and Not Lead"
In this clip (from the DVD for Sales Managers, "You Can't be a Manager and Not Lead"), Gary shares the insight that once you cross the line from sales person to sales manager, the "laws" of how you are judged change.
(Length: 02:42)
The Power to Sell Preneed
Video DVD
This 10-disc video program is the most comprehensive how-to — and why-to—
training program available today for professionals in the prearrangement
industry.
Now you can have Gary O'Sullivan — one of
the nation's most sought-after keynote speakers, trainers, and consultants
— as your personal sales trainer. Through these videos, Gary will
share with you his unique insights into the challenges and solutions of
selling preneed.
Here's what you get from this 10-disc video program:
Making a Career of Selling Preneed
Selling the Preneed Concept
The Power to Prospect – Part One
The Power to Prospect – Part Two
Learning to Deal with Rejection
Effective use of the Planning Guide
The Value of Making an Effective Presentation
Overcoming Objections
Concepts on Closing the Sale
How to Get Referrals
Audience: Sales Professionals, Sales Managers
Here's what you get from this 10-disc video program:
Making a Career of Selling Preneed
- The difference between a career and a job
- The ServiceSelling concept
- What will have the biggest on your future
Selling the Preneed Concept
- Why you don't sell what it is
- The purpose of preneed
- What people really buy
The Power to Prospect – Part One
- The reason most people fail
- Where the sales process starts
- Six concepts for effective prospecting
The Power to Prospect – Part Two
- Why prospecting is the key to sales success
- How self-motivators can keep you going
- Where do you spend your time prospecting?
Learning to Deal with Rejection
- Why people don't prospect
- Warning signs that you fear rejection
- How to manage prospecting reluctance
Effective use of the Planning Guide
- How it's a marketing tool
- How to present the guide
- How to get referrals using the guide
The Value of Making an Effective Presentation
- Learn where the presentation begins
- Why a structured presentation is essential
- How to use logic and emotion
Overcoming Objections
- Learn why objections are good
- Why people give objections
- Six steps to overcoming objections
Concepts on Closing the Sale
- Learn where you start closing
- Why closing is serving
- How to help your prospect to decide
How to Get Referrals
- Why most people don't get referrals
- Why referrals are the best lead source
- Concepts on how to ask
Audience: Sales Professionals, Sales Managers
Watch Gary O'Sullivan in Action!
4 Video Clips from this DVD are available for you to sample:
"Consistent Selling Requires Consistent Prospecting"
In this short clip from the 10-DVD set, The Power to Sell Preneed, Gary O'Sullivan discusses the importance of prospecting.
(Length: 00:37)
"Selling as Your Life’s Work"
Listen as Gary explains how selling can be your life’s work and the difference between looking at selling as a job and looking at selling as a career. (From the 10-DVD set, The Power to Sell Preneed)
(Length: 01:07)
"Is Selling Legal?"
In this segment (from the 10-DVD set for Sales Counselors, The Power to Sell Preneed), Gary explains some of the key principles that will help create your sales success. Are they legal? Watch the video to find out!
(Length: 00:59)
"Are You Selling Yourself Out of Business or Into More Business?"
Gary has asked salespeople all across the nation this question: Are you selling yourself out of business or into more business? Do you know the answer? Watch this clip (from the 10-DVD set for Sales Counselors, The Power to Sell Preneed).
(Length: 01:31)
Principles of an Individual Marketing System
Video DVD
This power-packed and principle-packed twenty-minute personal training
session from one of the nation's most sought-after keynote speakers,
trainers, and consultants will help you become a more successful sales
professional.
Gary teaches you how to establish your own Individual Marketing System
("IMS") based on his unique "4321" selling concept
— a concept Gary developed to help sales professionals know what they
need to do every day to achieve ongoing success.
During this session you will learn:
Audience: Sales Professionals, Sales Managers
Length: 20 minutes
During this session you will learn:
- How you can control you success by becoming a consistent prospector
- Why there is no such thing as a "good lead"
- Why you need to be a master marketer
- The habit that successful people form
- How many people you need to contact every day
- Why selling is an everyday business
- The concept of self motivators
Audience: Sales Professionals, Sales Managers
Length: 20 minutes
Watch Gary O'Sullivan in Action!
1 Video Clip from this DVD is available for you to sample:
"The Individual Marketing System"
What is an Individual Marketing System ("IMS?)? How does it relate to prospecting? In this clip Gary explains the power of creating a system to help you always have people to see.
(Length: 02:59)
