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"There are very few "sure things" when it comes to planning a conference, but having Gary O'Sullivan on the program takes the guesswork out of our keynote. He always comes through. From his pre-conference preparation, to his message, to his delivery, Gary gives a first-class presentation every time. Our members consistently rate him as a top speaker, as someone who educates, challenges and inspires. Gary is both passionate and sincere, both authoritative and likable, and these are powerful combinations for any speaker. "
Linda Budzinski
Director of Communications and Membership Services, International Cemetery, Cremation and Funeral Association

Products from Gary O'Sullivan Company

Video DVDs from Gary O'Sullivan

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Our products complement our services and offer organizations an efficient and affordable way to take advantage of Gary O'Sullivan's unique insights and teachings.

Video DVDs
Video DVDs
Hundreds of sales organizations and thousands of sales professionals have benefited from the insights Gary O'Sullivan has gained over the course of more than three decades in sales and business development. Now, through the medium of DVD video, you can learn essential principles and skills from one of the nation's most sought-after keynote speakers, trainers, and consultants.
Products in Video DVDs:
  • 12 Principles Every Manager Must Know
  • The Ultimate Role of the Sales Manager
  • Why Sales Never Get Better
  • You Can't be a Manager and Not Lead
  • The Power to Sell Preneed
  • Principles of an Individual Marketing System

12 Principles Every Manager Must Know

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12 Principles Every Manager Must Know
It's not what got you the role of sales manager that will keep you in that role. Most people are appointed sales managers because of their personal sales successes. Yet when you become a sales manager, the things you have to do to achieve success are different. On this DVD Gary will share with you twelve principles which will help lead you to sales management success.
A few of the principles you will learn are:

  • How to hire people with the right “I.D”

  • Why people with talent don’t have to work for you

  • What great managers focus on

  • The difference between influencing and motivating

  • Why what you know about selling has no value

Focus: Sales Management Skills
Price: $25.00

The Ultimate Role of the Sales Manager

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The Ultimate Role of the Sales Manager
Gary has interviewed sales managers all across the nation and asked them what they think the ultimate role of the sales manager is. Most every one has told him it was to get volume. Gary couldn’t disagree more. Gary thinks there are three principles which are, in reality, the ultimate role of the sales manager. On this DVD he shares what they are.
You will learn:

  • Why people are not your greatest assets

  • How sales managers can get bad at the interview process

  • Why your training is only something you do initially

  • If you don’t develop your people, no one will

  • Why we should sell people on the challenges they will face

  • The one thing your people don’t need your help to do


Focus: Sales Management Skills
Price: $25.00

Why Sales Never Get Better

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Why Sales Never Get Better
How do you grow and develop as a sale manager? There are three factors that will impact your ability to grow and develop in your role as a sales manger. In this session you will learn what they are and how to use them to assist you in your development.
By viewing this DVD you will learn:

  • The three major reasons people want to get into sales

  • The three major reasons people leave the selling profession

  • Why you should not encourage people to “make” money

  • That the fact people like people is not always a key to sales success

Focus: Sales Management Skills
Price: $25.00

You Can't be a Manager and Not Lead

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You Can't be a Manager and Not Lead
One of the key roles of a sales manager is to also be a leader. In this session Gary reviews the differences between the competencies of being a manager and being a leader. If you think they are the same, you really need to watch this DVD.
In this program you will learn:

  • A new way to think about being at the T.O.P.

  • The concept of how the “laws” change for the sale manager

  • How the leader thinks differently and does different things than the manager

  • Seven principles for effective sales leadership

Focus: Sales Management Skills
Price: $25.00

The Power to Sell Preneed

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The Power to Sell Preneed
This 10-disc video program is the most comprehensive how-to — and why-to— training program available today for professionals in the prearrangement industry.
Now you can have Gary O'Sullivan — one of the nation's most sought-after keynote speakers, trainers, and consultants — as your personal sales trainer. Through these videos, Gary will share with you his unique insights into the challenges and solutions of selling preneed.

Here's what you get from this 10-disc video program:

Making a Career of Selling Preneed

  • The difference between a career and a job

  • The ServiceSelling concept

  • What will have the biggest on your future


Selling the Preneed Concept

  • Why you don't sell what it is

  • The purpose of preneed

  • What people really buy


The Power to Prospect – Part One

  • The reason most people fail

  • Where the sales process starts

  • Six concepts for effective prospecting


The Power to Prospect – Part Two

  • Why prospecting is the key to sales success

  • How self-motivators can keep you going

  • Where do you spend your time prospecting?


Learning to Deal with Rejection

  • Why people don't prospect

  • Warning signs that you fear rejection

  • How to manage prospecting reluctance


Effective use of the Planning Guide

  • How it's a marketing tool

  • How to present the guide

  • How to get referrals using the guide


The Value of Making an Effective Presentation

  • Learn where the presentation begins

  • Why a structured presentation is essential

  • How to use logic and emotion


Overcoming Objections

  • Learn why objections are good

  • Why people give objections

  • Six steps to overcoming objections


Concepts on Closing the Sale

  • Learn where you start closing

  • Why closing is serving

  • How to help your prospect to decide


How to Get Referrals

  • Why most people don't get referrals

  • Why referrals are the best lead source

  • Concepts on how to ask


Audience: Sales Professionals, Sales Managers
Focus: Selling Skills
Price: $649.00

Principles of an Individual Marketing System

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Principles of an Individual Marketing System
This power-packed and principle-packed twenty-minute personal training session from one of the nation's most sought-after keynote speakers, trainers, and consultants will help you become a more successful sales professional.
Gary teaches you how to establish your own Individual Marketing System ("IMS") based on his unique "4321" selling concept — a concept Gary developed to help sales professionals know what they need to do every day to achieve ongoing success.

During this session you will learn:

  • How you can control you success by becoming a consistent prospector

  • Why there is no such thing as a "good lead"

  • Why you need to be a master marketer

  • The habit that successful people form

  • How many people you need to contact every day

  • Why selling is an everyday business

  • The concept of self motivators


Audience: Sales Professionals, Sales Managers
Length: 20 minutes

Focus: Selling Skills
Price: $25.00

Videos

Video Excerpts!
Now you can Watch Gary O'Sullivan IN ACTION!
Excerpts from Gary's DVD Videos are now online!

Wealth of Experience

With a rich and impressive resume dating back to 1971 — with experience in direct sales, middle management, and upper management as senior vice president of marketing for a publicly-traded national company — Gary O'Sullivan understands business from every viewpoint.

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