"When you chair a company, you understand the urgency to drive revenues every day. You know that sales leaders and sales managers have to transfer the principles, behaviors and skills to their sales people. You know that sales people have to acquire the proper selling habits and hone their skills every day. Gary O’Sullivan’s time-tested principles for leading and managing a sales organization—for selling excellence and keeping the sales culture alive and thriving—unquestionably represent the BEST opportunity for developing a sales organization. Partnering with GO is how you keep your sales organization selling at its BEST! "
B. E. Stoecklein
Chairman and CEO, CMS Mid-Atlantic, Inc.

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The Power to Sell Preneed

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The Power to Sell Preneed

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The Power to Sell Preneed
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

  • 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
Focus: Selling Skills
Price: $649.00


Video Excerpts!
Now you can Watch Gary O'Sullivan IN ACTION!
Excerpts from Gary's DVD Videos are now online!

Wealth of Experience

With a rich and impressive resume dating back to 1971 — with experience in direct sales, middle management, and upper management as senior vice president of marketing for a publicly-traded national company — Gary O'Sullivan understands business from every viewpoint.

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