Professional Selling: Practical Secrets for Successful Sales
The bottom line is: you’ll learn how you can close more sales. This book covers how to get prospects, make cold calls, get down to business, close for commitment, overcome objections, understand what your prospect wants, manage your paperwork and follow up easily. Everything you need to help you make more sales today! Come learn the secrets that tens of thousands of other salespeople have learned to help them succeed. Maybe some of those are your competition!
TABLE OF CONTENTS
Sales Success: Do You Have What it Takes?
Professional Salesperson’s Quiz
Part I: Getting Started
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 IIA: Face-to-Face Selling: Understanding The Process
Starting the Interview
Facts/Features, Transitions and Benefits
Part IIB: Closing For Commitment
Testing for Buying Interest
Reducing Resistance and Countering Concerns
The Importance of Nonverbal Communication
Reviewing Your Efforts
Part III: 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
Part IV: Organize For Greater Sales
Prioritizing Your Clients/Prospects
Conquering the Paperwork Mountain
Follow-up Made Easy: A Tickler/Suspense File
Salvaging Scrap Time
Using a Prospect Lead Form
Part V: Review
What Did We Cover?
Crossword Puzzle Review
When the publisher asked me to write this book, I was thrilled to share what I’d learned from my sales mentors and from customers. I distilled all the good information down into just the best ideas that really worked. So packed in these pages are the best practices of the top salespeople I know, as well as what I’ve learned and refined in my many years as a professional salesperson.
I hope you enjoy this book and apply the information to make your sales skyrocket!
By reading this book and completing the exercises, you will learn:
- Secrets that make top salespeople successful
- 37 proven methods to defrost telephone cold calls
- How to qualify your prospects
- What and what not to say in a face-to-face sales meeting
- The sales process: how to conduct the interview and get the sale
- 10 common benefits which will sell your product or service
- How to make a smooth transition from features to benefits
- A professional process for closing the sale
- How to respond positively to objections
- How to prioritize your prospects and clients