Consulting Sales:
Sales Training Seminars

Time and Territory Management Skills
Presentations Skills for Sales Pros
Telephone Sales Training
The Salesman as Negotiator
The Trusted Sales Advisor
Home Contact Bookmark Us

Sales Consulting and Training:

Sales Training Handbook

Marketing Your Sales Training Video Program

We all know what it’s like to conduct a training program where everything goes as planned and each participant feels uplifted or renewed or more informed because of our efforts. Regretfully, many participants in training programs come because their supervisor tells them to, or they come out of curiosity, or they need a break from the routine, or they need a course to include in their performance appraisal review. This is just reality.

David Dayton, a management consultant, offers some advise on drawing the right crowd. He suggests marketing the program carefully. Make sure the participants need the knowledge you are offering and know that they need it. Further, he suggests marketing what is it you have the answer for, that is, “selling the ends, not the means.” Finally, he says “cite specific changes” that will result from the training, both in the short and long term. 7 You will achieve greatest success if video is used to its full potential to improve visual and vocal image.


When we look at how far video has come and how universally it is used, we can be certain that video technology will enhance training programs far into the future. Today with the development of the laser disc and the computer-driven interactive teaching technologies utilizing it, the horizon seems still broader.

Yet, on a practical scaled, video has more to achieve in industrial training programs. Far too many businesses still rely too heavily on lecture and too little on role playing, visual feedback, and reinforcement. Ninety percent of selling is body language art. And video is far and away the best method of teaching it.

7 “Training Today” Training, 23 (10) October 1986), p. 10.


Allesandra, Anthony J. Non-Manipulative Selling. Reston, VA: Reston, 1981
Argyle, M.F. Alkema, and R. Gilmour. “The Communication of Friendly and Hosile Attitudes by Verbal and Nonverbal Signals.” Unpublished manuscript, Institute of Experimental Psychology, Oxford University, 1971.
Berscheid, E., and E.H. Walster. Interpersonal Attraction. Reading, MA: Addison-Wesley, 1969.
Bettger, Frank. How I Multiplied My Income and Increased My Happiness in Selling. Englewood Cliffs, N.J: Prentice Hall, 1982.
Bettger, Frank. How I Raised Myself from Failure to Success in Selling. Englewood Cliffs, NJ: Prentice Hall, 1975.
Elsea, Janet G. The Four Minute Sell. New York: Simon & Schuster, 1984.
Evered, James F.A Motivational Approach to Selling. New York: American Management Associations, 1982
Gayle, Willie. Power Selling. Englewood Cliffs, NJ: Prentice Hall, 1959.
Girard, Joe and Stanley H. Brown How to Sell Anything to Anybody, New York: Warner Books, 1979.
Herman, Fred. Selling Is Simples – Not Easy, But Simle. New York: Vantage Press, 1970.
Hill, Napolean, and W. Clement Stone. Success Through a Positive Mental Attitude. New York: Pocket Books, 1977.
Hopkins, Tom Howe to Master the Art of Selling. New York: Warner Books, 1982.
Kimble, G.A> Hilgard and Marquis’ Conditionaing and Learning. New York: Appleton-Century-Crofts, 1961.
Kinder, Jack and Garry Kinder. The Selling Heart. Indianapolis: R&R Newkirk, 1974.
Linkletter, Art. How to Be a Supersalesman. Englewood Cliffs, NJ: Prentice Hall, 1974.
Mehrabian, A. “Verbal and Nonverbal Interaction of Strangers in a Waiting Siutation.” Journal of Experimental Research in Personailty, 5 (1971), pp.127-138.
Mehrabian, A. “Significance of Posture and Position in the Communication of Aittitude and Status Relationships.”
Mehrabiasn, A “Orientation Behaviors and Nonverval Attitude Communications.” Journal of Communications, 17 (1967), pp.324-332.
Molloy, John. Dress for Success, New York: Warner, 1976.
Riesman, D. The Lonely Crowd.New Haven, CT: Yale University Press, 1950.
Roth, Charles B., and Roy Alexander, Secrets of Closing Sales. Englewood Cliffs, NJ: Prentice Hall, 1982.
Schuller, Robert H. Tough Times Never Last, but Tough People Do. Nashville: Thomas Nelson, 1983.
Schwartz, David J. The Magic of Thinking Big. St. Louis: Cornerstone, 1962.
Shook, Robert. Winning Images. New York: Macmillan, 1977.
Sommer, R. Personal Space. Englewood Cliffs, NJ: Prentice Hall, 1969.
Wallace, Joanne.Dress with Style. Old Tappan, NJ: Fleming H. Revell, 1982.
Walters, Dottie. The Selling Power of a Woman. Englewood Cliffs, NJ: Prentice Hall, 1962.
Wheeler, Elmer. Sizzlemanship. Englewood Cliffs, NJ: Prentice Hall, 1983.
Willingham, Ron. The Best Seller: The New Psychology pf Selling. Englewood Cliffs, NJ: Prentice Hall, 1984.
Zigler, Zig. See You at the Top. Gretna, LA: Pelican, 1975.
Zimmer, Allen E. The Stategy of Successful Retail Salesmanship. New York: McGraw –Hill, 1966.

Copyright 1979, 1982, 1991, 1994, 1998, 1999, 2000, 2002, 2004-2014
Consulting Sales Institute of America
All rights are reserved.
Home Contact Bookmark Us