SELLING 101: Finding Prospects, Face to Face Sales Calls, Consultative Selling, Handling Objections, Closing the Sale

By Michael McGaulley

Book Overview

WHAT IT ISThis third Edition of SELLING 101 is drawn from the selling skills training courses and sales training how-to books the author developed for top marketing organizations. Ideal for sales meetings and continuing OJT, as well as for sales training retreats., as well as for those selling consulting services or free-agent assignments.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 101If you're a sales team manager or instructor in a community college or other career-skills training program you will find available an instructor guide linking chapter by chapter with Selling 101, which is the textbook.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.CONTENTS: SELLING 101--SALES TRAINING HANDBOOKPART ONE: LOCATING PRIORITY PROSPECTS1: Creating Your Prospect List2: Setting Priorities Among ProspectsPART TWO: LOCATING AND GETTING THROUGH TO THE APPROPRIATE PROSPECT3: Finding Your Way to the Person or Team Within the Organization Who Can Say Yes4: Getting Past the Prospect's Screen5: Cold Calling - When and When Not6: Convincing the Decision Maker to Meet With You7: Organizing and Learning from Your Phone Calls- Checklist for critiquing your phone techniquePART THREE: HELPING THE PROSPECT RECOGNIZE THE NEED FOR YOUR PRODUCT8: Opening the Face-to-Face Meeting With the Prospect9: Developing/Enhancing the Prospect's Awareness of Need for the Product or Service You Offer10: Selling by Asking Questions: The Consultative Selling Wedge11: Consultative Selling Approach: Matching the Question to the Situation12: The Consultative Selling Wedge: How-To Checklist13: Selling By Asking Questions: Modeling the Consultative Selling Wedge In ActionPART FOUR: SHOWING HOW YOU CAN FILL THAT NEED14: Making The Links- Linking Prospect's Needs to Your Solution to the Value of Filling Those Needs15: 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 Cost17: Making Your Sales Points Clearly and ConciselyPART FIVE: CONVINCING THE DECISION MAKER TO ACT NOW 18: Recognizing Buying Signals19: Closing skills: Asking the Prospect to Take Buying Action20: Closing skills: More Ways of Asking the Prospect to Take ActionPART SIX: COPING WITH QUESTIONS, OBJECTIONS, AND HESITATIONS21: Determining What Is Behind the Question or Objection22: Restating, Responding, and Moving on From Objections23: Responding To "Early" Objections and Concerns24: Handling "Core" Objections25: Dealing with Other Types of Problems with the Prospect

• Format: Paperback
• Language: English
• ISBN: 0976840669
• ISBN13: 9780976840664
• Release Date: January 2013
• Publisher: Champlain House Media
• Length: 242 Pages
• Weight: 0.72 lbs.
• Dimensions: 0.5" x 6.0" x 9.0"