Best-practices resource for sales training to improve selling team skills and revenue generation for corporate and entrepreneurial leadership. Creative and effective tactics for dealing with objections, increasing questioning skill effectiveness, managing emotional intelligence to deal with rejection and much, much more.
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Table of Contents
1 How to Optimize the Use of this Sales Training Resource
Part One Preparing the Sales Pro to Sell
2 What Makes World Class Sales Pros
3 The Many, Many Values of a Selling System
4 Competitive Intelligence And Prospect Research
5 Potent Communication Skills
6 Buyers Behavior & Decision-making Strategy
7 Potent Proposals
8 Pre-work for the Sales Call
Part Two Training the Sales Pro to Sell
9 Rapport
10 Prospecting
11 Opening the First Meeting
12 Qualifying & Disqualifying Prospects
13 Gatekeepers
14 Questioning
15 Listening
16 Objections
17 Solution vs. Consequences Selling – Know when to utilize Benefits/Goals/Good Things vs. Problems/Trouble/Pain
18 Presentation Skills
19 Closing
20 Debriefing the Call
21 After the Sale
22 Up-selling and Cross-selling
Part Three Training the Sales Pro to Improve Performance
23 Daily Performance Tips
24 Know Your Numbers!
25 Finding and Utilizing Mentors
26 Working a Trade Show (10 Keys)
27 Negotiating
28 Mental Health For Sales Pros (Editor moved to Part 3)
29 Ethics for Sales Professionals
Part Four Re-Creating Your Training Experience – Key Concerns
30 How to Re Design Your Existing Sales Training
31 Buy It, Don’t Build It!
32 Sales Contests Connected To Training
33 Reps you Should NOT be Training
34 What’s Missing from This Book
35 A Critical Trend You Can’t Ignore
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