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These are the most comprehensive training programs available today for salespeople, managers and internal employees. Bob Vieno has been conducting on-site customized training for over 40 years. 

Contact us today for a free analysis of your company's training needs.  There is no obligation, and the advice you receive is free.

Our success is directly attributed to the proven skills and techniques which produce immediate as well as long-term positive results. 

The never-ending goal of Bob Vieno & Associates is to provide the highest quality training available. We are dedicated to the development of new techniques in order to help industry achieve it's growth goals. 

In addition to regularly-held public workshops, Bob Vieno & Associates specializes in the development of customized on-site programs. 

 

The Chase Selling System

Bob Vieno Training

36 Seconds to a Positive Attitude
Developing and maintaining a positive attitude. Projecting confidence and a pleasing personality. Maintaining a positive outlook, regardless of adversity. How your immediate and long-term growth affects your attitude. Breaking out of a negative slump.
 
Planning & Time Management
Conducting a time study of daily activities. How proper utilization of time will maximize your sales results. Controlling your most common time stealers. Detailed notes and how they will increase your sales effectiveness. Filling out sales reports and maintaining accurate follow-up files.
 
Overcoming Objections with Confidence
Proven formula for relaxing prospects. Developing the confidence to overcome all objections. Overcoming the 10 most common objections such as "I'm not interested," "I do business with your competitor," "I want to think about it" and "Your prices are too high." Avoiding price-cutting.
 
Prospecting to Guarantee Results
When to avoid giving prices. Prospecting by telephone, cold-calling, referrals and present customers. Using the Gun-Sight Approach to get the best results. Cold-calling with confidence. The advantages of systematically working a selling territory. Utilizing memo cards. Developing a computer data base.
 
Proper Introductions & Qualifying
Asking open-ended questions to generate interest and quickly eliminate non-prospects. Developing a strong need with the U-Theory. Important phrases (bridges) to control the sales process. How and when to re-qualify the need. The importance of listening to your prospect.
 
Building a Professional Presentation
Designing and using a professional presentation book. Using sales aids effectively. Knowing when to use test closes. Developing a presentation that will maximize results. The importance of presenting every product and service offered. Obtaining and using endorsement letters to establish credibility.
 
Power-Closing Effectively
Using the Two-Step Close. Recognizing buying signals and knowing when to close. Using the Punch, Power-of-Choice, Ben Franklin and Test Closes. Key points necessary to control closes in a positive manner. Analyzing a closing failure for future success. Getting orders "approved," not signed.
 
Setting & Achieving Goals
Setting achievable sales goals. Techniques for setting immediate, intermediate and long-term goals. Writing goals down in an achievable form. Daily and weekly inspections to maximize sales and dramatically increase your income. How positive motivation is achieved by setting realistic goals.

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 PO Box 35041
Richmond, Virginia  23235
1-804-379-1442

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