Bob Vieno & Associates, Inc., Customized Training Since 1970


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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 30 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. 

Retail Sales Training

Bob Vieno Training

36 Seconds to a Positive Attitude
Controlling your conscious and subconscious mind. Developing a pleasing, outgoing personality. Learning from self-help books. Relating to and understanding successful people. Speaking in a positive, enthusiastic manner.
 
Overcoming Sales Objections
Step-by-step methods for handling objections such as "How much does it cost," "I want to think about it," "Your price is too high," "I'm just looking around" and "I don't like that color." Actual formula used to overcome any sales objection in a logical manner.
 
Overcoming Fear & Building Confidence
How fear (lack of confidence) affects a positive attitude. Understanding fear (good and bad). Determining your level of fear. Building confidence in a organized manner. How selling knowledge builds confidence.
 
Making Proper Introductions
Appearance, facial expressions, enthusiasm, eye contact, handshake (when appropriate), humor and attitude. The actual words to use when introducing yourself.
 
Asking Qualifying Questions
Creating a need. Asking open-ended questions. Phrases (bridges) that will relax customers. Switching customers to another product when you are out of the one requested. Understanding the U-Theory.
 
Building a Sales Presentation
Presenting products or services in an organized manner. Up-selling (additional products or services). Presenting features and benefits. Using a presentation book when needed.
 
Closing Sales Successfully
Actual techniques required to use the Test, Punch, Power-of-Choice or Two-Step Close. How to transfer ownership. Getting orders approved.
 
Setting & Achieving Goals
Proven techniques for setting immediate, intermediate and long-range goals. Writing goals down in a realistic (achievable) manner. Conducting daily, weekly and monthly productivity inspections to insure success. Correct methods for evaluating one's success.

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© 2000 Bob Vieno & Associates, Inc.
 PO Box 35041
Richmond, Virginia  23235
800-275-1846

email all comments to:  BobVieno@BobVieno.com