Sales Training Tutorials: 25 Tutorials Include Consultative Selling Skills; Get Past Gatekeeper to Prospects; Spot Buying Signals; Handle Questions & ... Types & Use of Proof Sources; Close Sales - Couverture souple

McGaulley, Michael

Couverture souple

ISBN 10 : 0976840650 ISBN 13 : 9780976840657

Editeur : Champlainhousemedia, 2010

Synopsis

SALES TRAINING TUTORIALS. This selling guide may be used individually for self-instruction, or as the core textbook in sales training meetings or sales training courses. (An instructor guide is available for sales managers in sales staff training, or business teachers or facilitators using this as a sales training manual in classes.) The 25 tutorials include worksheets, checklists, and model scripts to adapt to selling the specific product or service. SALES TRAINING TUTORIALS is drawn from the author's experience developing sales and sales management training for some of America's top corporate sales universities. TOPICS COVERED include the following professional selling skills topics. GETTING READY: Defining the core selling messages to make the product or service particularly unique and valuable. Targeting prospects, and the appropriate decision makers within organizations, who have budget, need, and authority to buy what you offer. GETTING SALES APPOINTMENTS: Why it's usually best to work by appointments. Cold calling and when it may be appropriate. Prospecting by telephone. Telephone sales skills, and phone etiquette for winning over (or getting past) Screens and Gatekeepers. Three keys in making the first phone contact with the prospect. CONDUCTING THE SALES CALL. How to confirm that the meeting is still on, and how to handle it if there is a glitch. What to look for in the reception area. Capturing interest at the start of the meeting. Consultative selling: how to ask the kind of questions that lead the prospect to put into words why your product or service is needed there, as well as the ways in which it will pay for itself. The varied types of questions to use as you work through the selling process. How to address the issue of price, and the value returned in exchange for money spent. CLOSING FOR THE ORDER OR OTHER BUYING ACTION. Recognizing and reading verbal and non-verbal buying signals. A repertoire of professional closing methods, and tips on how to match the approach to the situation. COPING WITH QUESTIONS AND OBJECTIONS. How to recognize and respond to the deeper concern that may be behind an objection or question. The five-step process. Responding to early versus core objections. PROOF SOURCES. What they are, and what pre-commitments you should obtain from the prospect before investing your time or resources in preparing any type of proof source. FOLLOWING UP. What to do after the sale; customer care; salvaging lost sales.

A propos du livre

Présentation de l'éditeur

SALES TRAINING TUTORIALS Small Business Sales How-to Series Michael McGaulley WHAT IT IS SALES TRAINING TUTORIALS is a sales training book particularly directed to the needs of people who are new to selling . . . people such as new small business owners, consultants, free-agents, free-lancers and self-employeds who will benefit from better selling skills. This sales book is set up around 25 practical sales skills tutorials that guide the "newbie" through all the steps from getting started with an idea (for a product or service), through finding prospects, making sales calls, handling sales objections and questions, closing the sale, and following up. Each tutorial contains practical sales how-to tips, including checklists, and model selling scripts. WHO IT IS FOR SALES TRAINING TUTORIALS is mainly intended for individuals who are starting up new ventures - or starting over after a career change - and need to quickly absorb practical sales techniques needed for sales success. It can be used as the basis for hands-on new entrepreneur sales training programs in community colleges or job creation centers. This sales book is also a to-the-point guide to selling consulting services, and marketing free agent or free lance projects. Note: SALES TRAINING TUTORIALS is designed for beginners. A companion book, SELLING 101: Consultative Selling Skills, also by Michael McGaulley, is directed to the needs of more experienced sales people, as well as sales managers, sales team leaders, and sales trainers in organizations and colleges.nnn WHAT YOU WILL LEARN The tutorials are set up around key, practical questions like those following. In each tutorial, you wll find how to tips, model scripts, checklists, and templates for pulling together your ideas and insights. Here are some of those questions: - Are there important needs that my product or service can fill? If there are no needs, or if the needs are not recognized, then selling your services will be an up-hill battle. Maybe it's best to rethink, open to new slants. - How does my product or service stand out from the competition? Can I tweak it to make it even more unique and valuable? - How can I cost-effectively reach the decision makers who can say yes? - When to work by appointment? When (if ever) by cold-calling? - How to get past the gate-keeper? How to win an appointment? - When on-site, what to look for? What does the office mood and style suggest? - How to open the meeting? - How to get the prospect excited about what you offer, and what it can do? Hint: telling how great your product is is NOT the best way . . . at least not at the start. - How to ask the kind of questions that nudge the prospect into telling you why they need what you offer. - How to talk price. Tip: Price is USUALLY NOT the most important issue. - How to recognize and respond to "buying signals". - A dozen-plus ways of "closing"- that is, moving the prospect to take action, now. - How to look through questions and objections to the deeper point, then turn them into reasons for buying, now. - When and what kind of proof to offer? - How to follow up in a professional way with both those have bought, and those who are still only prospects, not customers.

Détails de l'édition

• Éditeur: Champlainhousemedia
• Date d'édition: 2010
• Langue: anglais
• ISBN 10: 0976840650
• ISBN 13: 9780976840657
• Reliure: Broché
• Nombre de pages: 242
• Coordonnées du fabricant: non disponible
• Personne responsable: Buchpark GmbH; gpsr@buchpark.de; ; Krügerweg 1; Trebbin; Brandenburg; 14959; Allemagne