Sales Training Tutorials: 25 Tutorials Include Consultative Selling Skills; Get Past Gatekeeper to Prospects; Spot Buying Signals; Handle Questi - Brossura

McGaulley, Michael

Brossura

ISBN 10: 0976840650 ISBN 13: 9780976840657

Casa editrice: CHAMPLAIN HOUSE MEDIA, 2010

Riassunto

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

Dettagli dell'edizione

• Editore: CHAMPLAIN HOUSE MEDIA
• Data di pubblicazione: 2010
• Lingua: Inglese
• ISBN 10: 0976840650
• ISBN 13: 9780976840657
• Rilegatura: Copertina flessibile
• Numero di pagine: 242
• Contatto del produttore: non disponibile
• Persona responsabile: Buchpark GmbH; gpsr@buchpark.de; ; Krügerweg 1; Trebbin; Brandenburg; 14959; Germania