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    Professional Selling: Practical Secrets For Successful Sales

    $16.87

    If a professional salesperson improves their effectiveness by just 10%, it means closing more sales, increasing the organization’s revenue, and more commissions. Why would any salesperson not want to increase their skills?

     

    If you want to enhance your skills, congratulations! This book will give you ideas on how to do so, from how to leave compelling voice messages, to how to turn the first conversation into more sales, responding to objections, and closing the business.

     

    This book is so solid a major telecommunications company made it the primary resource for all their sales training. It has sold more than 250,000 copies worldwide.

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    Description

    If a professional salesperson improves their effectiveness by just 10%, it means closing more sales, increasing the organization’s revenue, and more commissions. Why would any salesperson not want to increase their skills?

    If you want to enhance your skills, congratulations! This book will give you ideas on how to do so, from how to leave compelling voice messages, to how to turn the first conversation into more sales, responding to objections, and closing the business.

    This book is so solid a major telecommunications company made it the primary resource for all their sales training. It has sold more than 250,000 copies worldwide.

    ABOUT BOOK

    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

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