Professional Selling: Practical Secrets for Successful Sales

Professional-selling cover

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

Introduction

Sales Success: Do You Have What it Takes?

Professional Salesperson’s Quiz

Part I: 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 IIA: Face-to-Face Selling: Understanding The Process

Presentation Strategies

Starting the Interview

Asking Questions

Facts/Features, Transitions and Benefits

Part IIB: Closing For Commitment

Testing for Buying Interest

Sample Closes

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

Case Situations

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

Make Notes

Using a Prospect Lead Form

Part V: Review

What Did We Cover?

Crossword Puzzle Review

Bibliography

AUTHOR’S COMMENTS

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

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