Duration:
Self-study or classroom training
Description:
The 50-Minute Manager Series was designed to cover critical business and professional development topics in the shortest time possible. Our easy-to-read,
easy-to-understand format can be used for self-study or classroom training, or even office training. With a wealth of hands-on exercises, the 50-Minute
books keep you engaged and help you retain critical skills.
A primer for those new to selling. You'll explore the psychology of selling, questioning techniques, closing a sale, telephone selling, and more. Through a
series of lively exercises you'll learn techniques of selling and the importance of a positive attitude and self-image.
Table of Contents:
Voluntary Contract
Part 1: Attitude and Selling Success
Two Ways to Go
Case 1: A Decision for Ramona
What Can Success in Selling Do for You?
Your Attitude Is Showing
Characteristics of Successful Salespeople
Case 2: Will Joe Survive?
The Psychology of Selling
Part 2: How to Play the Selling Game
Selling Is Like Playing Baseball
Tips on How to Get to First Base
Get to Second Base: A Professional Presentation
Case 3: Who Made the Sale?
Make the Move to Third
Case 4: Who Will Be Most Successful?
Getting Home: How to Close the Sale
Case 5: Who Closed the Sale?
Review
Part 3: Back to Basics
Some Thoughts on Selling in Tough Times
Little Things That Count
Selling Via the Telephone
Selling Occupations Pay Off in Many Ways
Case 6: Wendy the Waitress
Selling and Time Management
Case 7: Who Will Win The Trip to Hawaii?
Reward Yourself
Looking Ahead
Author's Suggested Answers
A Final Reminder