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Sales Insights

Motivation, Inspiration and Soft Sales Skills

for

Business Owners, Entrepreneurs

and Sales Professionals

Why You Need To Add Sales Insights, Volumes 1, 2 & 3 to Your Personal Library?...more

Here are 10 great reasons how you can benefit from Sales Insights...more

Find out who is buying and benefiting from Sales Insights... ...more

T.V . Appearances

Daytime Interview, Kitchener, Jan. 30, 2006 - Click Here (5.8 Mb)

 

Daytime Interview, Kitchener Nov. 04, 2004 -  Click Here (5.1 Mb)


Daytime Interview, Collingwood Sept. 30 2004  -  Click Here (7.1 Mb)


Additional interviews - Click Here

"Marshall is very enthusiastic and makes learning fun and enjoyable. He really puts things into perspective!"

 

 

 

 

 

"Marshall is very solid, personable and knowledgeable."

 

 

 

 

 

"Marshall has good energy level and is sincere and sensitive in dealing with each individual."

 

 

 

 

 

"Marshall does a great job of recapping and keeping things structured.  He has a way of keeping everyone involved."

 

 

PDF Download

"About Marshall Northcott"

 

The Definitive Difference

mp3 Audio Files

 

Track 1: Introduction

 

Track 2: A New Set of Teachers

 

Track 3: The Sales Process

 

Track 4: Motivation is Necessary

 

Track 5: The Why Factor

 

Track 6: A Man With Experience

 

Track 7: Objectives and Goals

 

Track 8: The Expectation Level

 

Track 9: The Pareto Principle

 

Track 10: You Don't Sell What You Sell

 

Track 11: Value Added Problem Solver

 

Track 12: Parked Car Theory

 

Track 13: Tough Talk for all Times

 

Track 14: Your Next Step

 

 

               

A Proud Canadian

Want to Make Your Next Event a Huge Success, Book Marshall Now!

Testimonials

 

"Marshall Northcott...the sales trainer, the author, the business development professional. I contracted Marshall's services when I was the National Sales Manager at Bessey Tools to deliver a program to my team of sales agents. Marshall's timing with the module was perfect. Due to the drastic changes in the business world, with specific regard to competition coming from all corners of the globe and price being the main factor, it is imperative that Sales Professionals understand the needs of their customers more than ever, and stay focused on the "sell" aspect rather than that of "order taking." Marshall put together a program that gave my team the tools to properly plan and help us formulate the right answers. The session was interactive, easy to understand, and effective. Upon completion of the module I purchased his series of books titled "Sales Insights" for my team as gifts. This three-volume set of books complimented the things he illustrated in his module in an easy-to-read manner, continuously presenting the reader with the fundamental tools to plan and succeed. What sets Marshall apart from others in his field is he not only illustrates the teachings he has learned and developed from his own research and education, he also applies his own career experiences as a business development professional to his training sessions. Therefore, not only does he "talk the talk, he walks the walk." Well done Marshall!"

 

Tasos Stathopoulos

Senior Manager, National Accounts

Bessey Tools

"I have thoroughly enjoyed the sales coaching I've taken with Marshall Northcott.

 

I originally met Marshall when I attended a few of his half day training seminars. I was impressed with his enthusiasm, wealth of knowledge and skill from the moment I met him.  As a result, I continued on to one-on-one coaching with Marshall for 16 weeks and the take home message is this: Marshall is an invaluable resource for anyone in the Sales profession. His training materials are incredibly thorough, professional and cover every aspect of sales from A to Z.


Since meeting Marshall, I have changed.  I am much more confident in my abilities in cold calling, handling objections, consultative selling, negotiating and closing.  I have also noticed an increased self-awareness and a greater ability to understand others.

 

For anyone considering a career in sales, or managers wishing to invest in new talent, the fee for Marshall's services is a very small investment for the return that one could expect once a trainee begins to implement the techniques learned in this training."

 

Kristy van Beek

Bilingual Inside Sales Representative

Clarion Medical Technologies

 
 
  1. A Man With Experience

  2. A Moment in the Spotlight

  3. A New Set of Teachers

  4. Add Structure with Processes and Procedures

  5. All Bets Are Off

  6. Are Prospecting Results Based on Science, Psychology or Luck?

  7. Can You Relate?

  8. Certainty and Decisiveness

  9. Converting Prospecting Efforts into Sales Opportunities

  10. Creating a Champions Environment

  11. Crush the Competition With an Under Utilized Secret Weapon

  12. Decoys and Distractions

  13. Digital Cold Calling

  14. Disclosing Information in Business

  15. Do You Dread Cold Calling?

  16. Do You Leave a Voice Mail Message?

  17. Emotional Resilience

  18. Everyone Sells!

  19. Express Yourself!

  20. Extreme Conditions

  21. Facts vs. Dreams

  22. Finishing Strong

  23. Fourteen Kick Butt Time Management Tips

  24. Great Introductions

  25. How Setting the Example Builds Great Teams

  26. How to Avoid Common Negotiation Pitfalls and Blunders

  27. How to Listen Your Way Into More Sales

  28. How Many Times Should I Call?

  29. Identifying the Decision-Maker

  30. Is Cold Calling Dead?

  31. It Depends

  32. Important Lessons Learned From Goal Setting

  33. In My Opinion

  34. In the Strictest of Confidence

  35. Information in the Right Hands is Ammunition

  36. Is Twitter Advertising, Marketing or Just Annoying?

  37. It's All About Taking Risks

  38. It's Not All About Price

  39. Kick'n Out The Competition

  40. Knowing Your Players is Worth the Time Investment

  41. Leaders Understand the Secrets to Modifying Behaviour

  42. Leadership Style

  43. Leveraging Your Web Site as a Sales Aid

  44. Living a Life of Rewards with Practical Goal Setting

  45. Maximizing Results with Reward and Recognition

  46. Making Role-Playing Fun and Effective

  47. Mentoring and Coaching for Optimum Performance

  48. Money

  49. Motivation is Necessary

  50. No Locked Doors

  51. No Training Budget, No Problem

  52. Objectives and Goals

  53. Overcoming Perpetual Lateness

  54. Parked Car Theory

  55. Performance Evaluations

  56. Prejudging

  57. Presentation is Everything!

  58. Primary Motivating Factors

  59. Prospect Bank Account

  60. Psychological Aspects of Closing the Sale

  61. Reading People

  62. Reconnaissance Mission

  63. Recruiting Quality Talent and Top Performers

  64. Restricted Area: Getting in the Door!

  65. Ruffle Some Feathers

  66. Selling vs. Solving

  67. Social Networking is a Full Contact Sport!

  68. Social Networking is For Fools!

  69. Sophisticated Selling

  70. Staying Naive

  71. String Me Along Why Don't You

  72. Success is...?

  73. Suffering From Inferiority Complex?

  74. Talents

  75. That's Outrageous, it's Too Much Money!

  76. The Art of Conversation

  77. The Art of Objection Prevention

  78. The Basics of Personalities

  79. The Big White Phantom Elephant

  80. The Catalyst

  81. The Curse of Conditioning

  82. The Dangers and Costs of Pride and Ego

  83. The Dysfunctional Misfit Manager

  84. The Entitlement Attitude

  85. The Importance of Giving and Receiving Compliments

  86. The Impact of Mental Conditioning

  87. The Key to Your Team's Success is Communication

  88. The Kiss of Death

  89. The Myth, Knowledge is Power

  90. The Pareto Principle

  91. The Pivot Point

  92. The Power of a Business Forecast

  93. The Right to be Unequal

  94. The Sales Process

  95. The Secret to Maximum Motivation

  96. The Steps to Follow for Successful Conflict Resolution

  97. The Strategic Thinker

  98. The Ten Commandments of Network Marketing

  99. The Very Necessary Needs Assessment

  100. The Why Factor

  101. Think and Prepare for the Future with Strategic Planning

  102. Time to Trade in Your Wishbone for a Backbone and Assert Yourself?

  103. Tough Talk for All Times

  104. Turning a Complaint Into a Sale

  105. Value Added Problem Solver

  106. Wasted Brain Space

  107. What Intimidates You?

  108. What Management Allows, Management Silently Accepts

  109. What's Coming Down the Pipe?

  110. What's in a Name?

  111. When Proven Patterns and Principles Fail to Work

  112. Why You Need a Sales and Marketing Strategy

  113. Winning is Never an Accident!

  114. Woman Power Thrives!

  115. Working Towards a Solution

  116. You Can't Handle the Truth

  117. You Don't Sell What You Sell

  118. Your Creative Genius

  119. Your Opinion Matters!

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