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.
If you earn your living in sales, this income-boosting guide is a must-read. Practical exercises reveal the secrets of professional selling, including
creative prospecting techniques, defrosting cold calls, strategizing and conducting successful face-to-face sales calls, and overcoming objections. It
describes the attributes leading to sales success in a way that allows you to integrate them easily and comfortably into your own sales efforts.
Table of Contents:
Introduction
Sales Success: Do You Have What It Takes?
Professional Salesperson's Quiz
Part 1: Getting Started
Finding Prospects
Acquiring Referrals
Using the Telephone to Qualify and Get Appointments
Overcoming Telephone Cold Call Reluctance
Defrosting Telephone Cold Calls
Write Your Own Telephone Outline
Telephone Cold Call Checklist
Part 2A: Face-to-Face Selling: Understanding the Process
Presentation Strategies
Starting the Interview
Asking Questions
Facts/Features, Transitions and Benefits
Part 2B: Closing for Commitment
Testing for Buying Interest
Sample Closes
Reducing Resistance and Countering Concerns
The Importance of Nonverbal Communication
Reviewing Your Efforts
Part 3: Face-to-Face Selling: Understanding Your Customer
Selling to Different Communication Styles
The Four Communication Styles
Understand Your Style
What Did I Discover About Myself?
Communication Styles Practice
Case Situations
Part 4: Organize for Greater Sales
Prioritizing Your Clients/Prospects
Conquering the Paperwork Mountain
Follow-Up Made Easy: A Tickler/Suspense File
Salvaging Scrap Time
Make Notes
Using a Prospect Lead Form
Part 5: Review
What Did We Cover?
Crossword Puzzle Review
Bibliography
Puzzle Answers
