Sales training --Selling Skills Step by Step:SALES TRAINING TUTORIALSPractical sales training to make a difference: The focus of . . . Selling
Skills Step by Step:
SALES TRAINING TUTORIALS . . . is on providing concrete practical guidance in each of the steps of the selling cycle. Here are some of the practical selling skills you will develop:■
Ways of moving past those who can only say No in order to get to the
real Prospect --- that is, the person or team who can say
Yes. (In the terminology of the book, that is the “Prospect,”
with capital P.)
■ When to work by appointment, and when to "cold call." ■ How to break through the “Screen” or "Gate-keeper." How to make the secretary or other Gate-keeper an ally. How to use referrals from others— and how to get those referrals. ■ What to say in the crucial first 30 seconds with the Prospect, both on the phone and in person. "Hot-buttons" to convince this Prospect that it is essential to meet with you, ASAP. ■
What to look for in the reception area,
and how to use that information to guide you in touching the themes
that are of current special interest to this potential client.
■ Some common last-minute objections to be prepared for at the start of the call --- and how to turn those objections into positive selling points. ■ The three most important ways of helping the Prospect feel a strong sense of need for what you are offering — and the most useful of those three approaches. ■
How to ask the questions that lead the Prospect to put into
words why she needs what you are offering, why
it will pay for itself, and why she should buy from you, now.
■ When and how to use samples, brochures, and other audio-visual aids to enhance your message, not distract from it. ■ Subliminal messages that you need to send, to avoid, and to interpret when they are sent by the Prospect. ■ Handling the awkward subject of price. The factor that is more important than cost, and how to help the Prospect concentrate on it. ■ Ways of showing how your work or your product will more than pay for itself. ■ Recognizing and dealing with the "no money" objection, both when it is a real objection as well as when it is used as a cover for deeper issues. ■ Recognizing the subtle signals that indicate the Prospect is ready to buy --- often even before the Prospect herself realizes it. ■ Why it's to your advantage when the Prospect says no early. How to push for a decision without "being pushy." ■ Ways of gently prodding the Prospect to take action . . . now. Two techniques for salvaging lost causes. ■ A five-step process for defusing questions and objections. Special techniques for handling both "early" and "core" objections. ■
Techniques
for "looking through" the apparent objection to find the
Prospect's real reason for hesitation.
■ Why the Prospect's objections are often questions in disguise, and how to respond to them. ■ Why "I can't afford it" may really mean, "I'm ready to buy, but first tell me how to handle my boss or spouse." ■ "Proof sources" --- what they are, and when, when not to, and how to use them. ■ Troubleshooting and unblocking stalled sales, or “almost” sales. ■
"Speaking to
be listened to”
— how to frame key points in ways that capture interest; also,
techniques for conveying enthusiasm and energy; mannerisms to avoid
(such as techies’ tendency to focus on technical details and jargon)
■ How to make sure that the Prospect's request for proof (such as for a demonstration, a proposal, or lower-cost introductory discount) is not just a way of procrastinating, or of hinting at No without really saying it, or of getting something for nothing, or of playing you off against your competition.
Special features ofSelling Skills Step by Step:Sales TrainingTutorials:✓ Step-by-step guidebook, assisting the user through each action step of the cycle, from locating prospects to obtaining appointments to making the call, asking for the order, and handling objections.✓ Organized for easy random access, so the reader can quickly refer to exactly what’s needed right now. ✓ Structured around practical how-to skills to allow easy access to specific areas where the reader wants particular help, right now. ✓ Over 80 brief sample scripts for each part of the face-to-face call are provided for the reader to model on. ✓ More than 70 templates, worksheets, and checklists guide the reader in translating the material covered into a practical, personal start-up action plan."Lean" and to-the-point. ✓ Emphasis on the practical how-to, stated succinctly. Business people don’t have time to read books that are any longer than they absolutely have to be. Selling Skills Step by StepSALES TRAINING TUTORIALSContentsSales Training IntroductionPart one: Getting readyTutorial
# 1.
Are there in fact important needs that my product or service can fill?
Tutorial # 2. How does my product or service stand out from the competition? How can I make it even more unique or valuable? Tutorial # 3. Can I, cost-effectively, reach the people (or decision-makers within organizations) who need what I offer? Part two: Organizing yourselfTutorial # 4.
Who can say yes to what I offer?
Tutorial # 5. When to work by appointment, and when to cold-call? Part three: Getting the appointmentTutorial
# 6. How to get past the
“gate-keeper” or “screen”
Tutorial # 7. How to ask the Prospect for an appointment (Includes phone checklist) Tutorial # 8. How to confirm that the meeting is still on-schedule. How to handle it if there’s a glitch. Part four: When you arrive for the sales callTutorial
# 9. How to turn waiting
time into golden time
Tutorial # 10. How to open your meeting with the Prospect. Tutorial # 11. How to excite the Prospect’s interest in what you offer Tutorial # 12. How to ask the questions that lead the Prospect to put into words why your product is needed, and how it will help pay for itself. Tutorial # 13. How to select the appropriate question-type Tutorial # 14. How to use the “Selling Wedge” as a framework for structuring your questions. Tutorial # 15. How your to make the link showing how your product or service will fills this Prospect’s needs. Tutorial # 16. How to address the issue of price. Part five: How to close for the order or other kind of buying actionTutorial
# 17. How to recognize and
read “buying signals.”
Tutorial # 18. How to close: that is, ask the Prospect to take “buying action.” Tutorial # 19. More ways of asking the Prospect to take buying action. Part six: How to cope with objections and questionsTutorial
# 20. How to recognize and
respond to the deeper concern behind a question or objection
Tutorial # 21. Applying the five-step process Tutorial # 22. How to respond to “early” objections. Tutorial # 23. How to respond to “core” objections. Part seven: How and under what conditions to offer proofTutorial # 24. How to offer proof when (but only when) needed, and how to make sure that it is the right proof for this unique Prospect.ORDER
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From the series, Selling
Skills Step by Step:
SALES TRAINING TUTORIALS As soon as you place your secured order via PayPay, you are automatically taken to a page where you can download the book. It's easy and fast. Your total satisfaction is guaranteed. If you are not completely satisfied, contact us for a full, prompt refund. Order via PayPal for instant delivery at special introductory price: $25.00. Sales Training Tutorials will arrive in Adobe .PDF format. Most likely, you already have an Adobe Reader already installed on your computer. If not, you will find a link for a free Adobe Reader download when you download your book order.
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