Description
Book SynopsisThe Ultimate Sales Training book enables sales managers, sales trainers, sales coaches, and sales consultants to understand the convergence of selling and learning in the current and future business workplace. The book is a comprehensive tactical, usable, and practical shelf-reference for creating a great sales training program.
Table of ContentsForeword xiii
Preface xvii
Chapter 1. How to Use This Sales Training Resource for Optimal Results 1
Part One: Preparing the Sales Pro to Sell 19
Chapter 2. What Makes a World Class Sales Pro—Selling the Value 21
Chapter 3. The Many, Many Values of a Selling System 27
Chapter 4. Competitive Intelligence and Prospect Research 39
Chapter 5. Potent Communication Skills 49
Chapter 6. Buyers’ Behavior and Decision-Making Strategy 73
Chapter 7. Potent Proposals 83
Chapter 8. Pre-Work for the Sales Call 101
Part Two: Training the Sales Pro to Sell 107
Chapter 9. Establishing Rapport 109
Chapter 10. Prospecting 119
Chapter 11. Opening the First Meeting 149
Chapter 12. Qualifying and Disqualifying Prospects 159
Chapter 13. Bypassing Gatekeepers 167
Chapter 14. Power Questions 175
Chapter 15. Practicing Listening Skills 193
Chapter 16. The Ultimate Objection-Handling Tool 205
Chapter 17. Solution- Versus Consequence-Centered Selling 215
Chapter 18. Practicing Presentation Skills 223
Chapter 19. Closing 241
Chapter 20. Debriefi ng the Call 253
Chapter 21. Following Up After the Sale 259
Chapter 22. Up-Selling and Cross-Selling 261
Part Three: Training the Sales Pro to Improve Performance 267
Chapter 23. Daily Performance Tips 269
Chapter 24. Know Your Numbers 289
Chapter 25. Finding and Utilizing Mentors 297
Chapter 26. Ten Keys to Working a Trade Show 303
Chapter 27. Negotiating for Sales Pros 313
Chapter 28. Mental Health for Sales Pros 345
Chapter 29. Ethics for Sales Pros 375
Part Four: Re-Creating Your Training Experience: Key Concerns 405
Chapter 30. Redesigning Your Existing Sales Training 407
Chapter 31. Buy It, Don’t Build It 421
Chapter 32. Sales Contests Connected to Training 439
Chapter 33. Reps You Should Not Be Training 467
Chapter 34. What’s Missing from This Book 471
Chapter 35. A Critical Trend You Can’t Ignore 475
Part Five: Appendices 483
Appendix 1. The Ultimate Sales Training Website/Blog 485
Appendix 2. Websites of Books, Companies, and Associations in This Book 487
Appendix 3. The Most Interesting Man in the (Sales) World 491
References 493
About the Author 497
Got Influence? 499
Index 503
