This third Edition of SELLING 101 is drawn from the selling skills training courses and sales how-to books the author developed for top marketing organizations. Ideal for sales meetings and continuing OJT, and for people selling consulting services or free-agent assignments.
WHAT THIS BOOK PROVIDES
SELLING 101 is a sales 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 is particularly intended for people who have had some sales experience, or who have read this author's SALES TRAINING TUTORIALS , which is intended primarily for beginners who are exploring new business ideas.
SELLING 101 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.
WHAT YOU WILL LEARN
Among the topics covered in this sales book:
- 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, AND HESITATIONS
21: Determining What Is Behind the Question or Objection
22: Restating, Responding, and Moving on From Objections
23: Responding To "Early" Objections and Concerns
24: Handling "Core" Objections
25: Dealing with Other Types of Problems with the Prospect