Selling 101: Consultative Selling Skills: For new entrepreneurs, free agents, consultants
Quantity | Price | Discount |
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List Price | $12.95 |
$12.95
Book Information
Publisher: | Champlain House Media |
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Publish Date: | 01/06/2013 |
Pages: | 242 |
ISBN-13: | 9780976840664 |
ISBN-10: | 0976840669 |
Language: | English |
Full Description
SELLING 101 is a sales training book designed to provide practical sales how-to guidance on the kind of sales and selling skills useful for sales people looking for fresh ideas and the kind of selling techniques how-to training provided in the sales training centers of top sales and marketing organizations. Selling face to face is a main focus of this sales training book. Ideal basis for sales team meetings and manager-trainee 1 on 1 sales coaching.
SELLING 101 also provides the practical sales how-to guidance needed as more and more people are setting up new businesses, or shifting to self-employment as consultants, free agents, free lancers, and new entrepreneurs.
SELLING 101 CAN BE USED LINKING WITH SALES TRAINER WORKSHOP LEADER GUIDE BASED ON SELLING 101. 979-8570441941If you're a sales team manager or instructor in a community college or other career-skills training program, available is an instructor guide linking chapter by chapter with Selling 101 as the trainee textbook. (That is Sales Training Workshop Leader Guide: Based on Selling 101. Both are part of the Small Business Sales How-to Series.)
AMONG THE TOPICS COVERED IN SELLING 101:-Sales prospecting and screening for viable prospects.
-Getting past gatekeepers and screens.
-Phone sales skills to intrigue prospects into granting appointments.
-Making face to face sales calls.
-Using a consultative selling approach to build the prospect's awareness of needs, then make the case for the value your product or service provides.
-Short model sales scripts to model on.
-Handling sales objections and questions.
-Closing the sale.
-Following up after the sale.
PART ONE: LOCATING PRIORITY PROSPECTS
1: Creating Your Prospect List
2: Setting Priorities Among Prospects
PART TWO: LOCATING AND GETTING THROUGH TO THE APPROPRIATE PROSPECT
3: Finding Your Way to the Person or Team Within the Organization Who Can Say Yes
4: Getting Past the Prospect's Screen
5: Cold Calling - When and When Not
6: Convincing the Decision Maker to Meet With You
7: Organizing and Learning from Your Phone Calls
- Checklist for critiquing your phone technique
PART THREE: HELPING THE PROSPECT RECOGNIZE THE NEED FOR YOUR PRODUCT
8: Opening the Face-to-Face Meeting With the Prospect
9: Developing/Enhancing the Prospect's Awareness of Need for the Product or Service You Offer
10: Selling by Asking Questions: The Consultative Selling Wedge
11: Consultative Selling Approach: Matching the Question to the Situation
12: The Consultative Selling Wedge: How-To Checklist
13: Selling By Asking Questions: Modeling the Consultative Selling Wedge In Action
PART FOUR: SHOWING HOW YOU CAN FILL THAT NEED
14: Making The Links- Linking Prospect's Needs to Your Solution to the Value of Filling Those Needs
15: Raising The Issues Of "Cost" And "Value: " Showing How Your Product Or Work More Than Pays For Itself.
16: Using Other Methods of Highlighting Value Over Cost
17: Making Your Sales Points Clearly and Concisely
PART FIVE: CONVINCING THE DECISION MAKER TO ACT NOW!
18: Recognizing Buying Signals
19: Closing skills: Asking the Prospect to Take Buying Action
20: Closing skills: More Ways of Asking the Prospect to Take Action
PART SIX: COPING WITH QUESTIONS & OBJECTIONS