Products - Overview

Books

Through his years as a sales trainer, Tom has compiled his most effective strategies in two books, The Monday Morning Sales Coach and Common Sense Selling.

The Monday Morning Sales Coach is a compendium of 99% of the toughest challenges that salespeople face every day. Taken from his own experiences and anecdotes from his clients, Tom, along with co-authors Jim Dunn and John Schumann, discusses specific tactics and methods to avoid such situations as well as ways to overcome such selling obstacles in nearly 100 examples. Learn more...

In Common Sense Selling, the authors confront the traditional selling approaches that have implicitly encouraged the prospect’s mindset of “caveat emptor”—Buyer Beware—which ultimately, alienates the salesperson. This book is a great introduction to Exponentia’s counter-intuitive methodology of creating a sales process in which the pressure is taken off of the prospect and relationship building is fundamental. Learn more... 

CDs

Quick Lessons & Role Plays CD: This audio CD is a very useful resource for salespeople on the go. With over an hour of selling scenarios and role plays, Exponentia provides concise lessons on cold calling, stalls & objections and qualifying, among other topics. Learn more... 

Computer Based Training

Exponentia has developed four computer-based training CDs that utilize audio, video and text to introduce and reinforce many of the successful selling methods Exponentia incorporates in their Common Sense Selling training program. These CDs are an ideal resource for salespeople to learn new insights into changing the sales process to be more effective, as well as further immerse themselves in strategies, tactics and specific role-playing scenarios. Please see the specific details on each CD below.

Why Salespeople Struggle: The most popular CD in our computer based training program, this disc discusses and confronts many of the problems that salespeople face every day. Learn more...

Becoming a World-Class Qualifier: Determining who truly is a qualified prospect is one of the most important facets of becoming a successful salesperson. This CD teaches the specifics on this crucial stage in the selling process. Learn more...

Damage Control: Dealing with Stalls & Objections: This can be the most difficult and stressful issue involved in selling today. This CD addresses the most common stalls and objections and easy-to-learn tactics that will help you overcome these challenges. Learn more...

Proactive Cold Calling Strategies: What nearly every salesperson has feared at least once…picking up the phone. This program will help you not only develop new cold calling strategies but help diminish that reluctance to pick up the phone. Learn more...

Sales Coach iModules Program

We’ve designed the SalesCoach iModules Program as yet another resource for salespeople to improve their skill sets. This training program consists of three web-based modules that can be leased to a user as individual modules or as a package consisting of all three. These components include:

I). Prospecting
II). The Sales Process, from A to Z
III). Overcoming Stalls, Objections & Roadblocks

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Special Products

Assessments

National Sales Challenge: This comprehensive assessment is an invaluable resource for evaluating your sales acumen. This thorough assessment analyzes your strengths and weaknesses in 11 critical selling areas and delivers over 40 pages of extensive analysis and personalized coaching strategies that will immediately advance you in your selling career. Learn more...

Bundled Packages

In this section, you'll see sets of bundled products that compliment each other to create the best possible training resources available.  Included are packages such as:

• Become a Sales Guru Package
• The Salesperson's Self Study Course
• Small Business Sales Development Package
  

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