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 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. 

Telephone Selling Skills

Bob Vieno Training
36 Seconds to a Positive Attitude
Developing a positive, goal-oriented attitude. Projecting a confident and pleasing personality. Maintaining a positive attitude regardless of adversity. Projecting enthusiasm. Projecting a positive attitude over the telephone.
 
Planning & Time Management
Utilizing ones time properly to maximize sales results. Good follow-up techniques to insure success. Proper record-keeping to handle call-backs. Calling the right prospects the first time in order to get better results up front. Conducting effective time studies.
 
Overcoming Objections with Confidence
A proven formula to relax prospects and overcome objections with logic. Developing the confidence needed to overcome all objections. Overcoming the most common objections such as "I want to think it over," "I'm not interested," "Your price is too high," plus many others.
 
Communicating as a Professional
Using casual selling language. Keeping a smile in your voice. Developing good listening skills. Projecting self-confidence. Talking "With," not "At" the prospect. Creating a professional telephone sales talk based on customer needs.
 
Qualifying the Need Properly
Understanding and using the U-Theory. Using open-ended questions to sell full service. Maintaining full control during the qualifying step. Up-selling present customers. Important bridges that control the selling process.
 
Building a Professional Presentation
Developing a presentation that will maintain the prospects' interests. The importance of knowing when to use test closes. Designing and using a presentation that is proven to work every time. Presenting features and benefits in a systematic fashion.
 
Closing the Sale in a Positive Manner
Recognizing buying signals. Using test closes in a timely manner. Key points required to control the close. Complimenting buyers when positive decisions are made. Using the Punch, Power-of- Choice and Assumptive Closes. Maintaining a high closing ratio.

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

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