#1108 HOW TO CLOSE A SALE, PART II

Discusses customer appointments and how to present a ""clean"" image to prospects. Covers information packets, using the telephone, selling an intangible service, using audiovisuals as sales aides, and what prospects expect from contract cleaners. Build confidence in selling skills.

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#1107 HOW TO CLOSE A SALE, PART I

Covers basic conduct you should expect from your sales personnel. Includes the six primary steps that must be considered in making effective sales calls, including the warm-up, creating interest, explaining features and functions, and testing interest.

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#1114 PRESENTING CLEANING PROPOSALS

Explains how to present proposals that get results. Includes showing the proposal, making suggestions, defining closing questions, proper sales conduct, body language, listening to sell, and how to ask for the business.

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#1113 PREPARING CONTRACT CLEANING PROPOSALS

Describes how to use a survey plus personal notes to develop a professional proposal. Discusses supplies and equipment, training and personnel, the contract, specifications, employee motivation, an organizational chart, resumes, references and forms and budget sheet.

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#1109 PREPARING BUILDING SURVEYS

Emphasizes the importance of making that first sales call. Describes how to get an appointment, establish rapport, overcome objections, and things to avoid on sales calls.

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#1116 MAKING EFFECTIVE CLEANING INSPECTIONS

Explains how top management inspections assure quality control and keep your company ahead of competition. Also discusses inspections by operations manager and area supervisors. Discusses handling of complaints, inspection traps and how inspections relate to the cleaning staff.

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#1115 PROSPECTING FOR CONTRACT CLEANING SERVICES

Shows you how to develop a sales lead system and organize an effective marketing program. Covers use of the telephone to develop sales data, how to ""win over"" the secretary, making cold calls, sources of business leads, developing mini-mailing lists, writing letters of introduction and planning sales calls.

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#9010 OPERATIONS MANAGEMENT GUIDE

Includes detailed task analysis flow chart. Reviews proper management of a contract cleaning company. Can be adapted to your specific operation. Serves as comprehensive guide to your management of activities. Promotes consistent management thinking. Contains many excellent forms that can be reproduced and used by your company.

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#9020 SELLING CONTRACT CLEANING SERVICES GUIDE

Developed to reinforce the information presented in the seven videos described above. Serves as a written reminder of the importance of sales and marketing activities to contract cleaning companies. Contains many exhibits that may be used to enhance your proposals and written documentation.

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#9030 MARKETING AND ADVERTISING PLAN

Outlines a proven method for marketing the services of contract cleaning companies.

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