{"product_id":"the-ultimate-guide-to-sales-training-9780470900000","title":"The Ultimate Guide to Sales Training","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eThe   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.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eForeword xiii  \u003cp\u003ePreface xvii\u003c\/p\u003e \u003cp\u003eChapter 1. How to Use This Sales Training Resource for Optimal Results 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart One: Preparing the Sales Pro to Sell 19\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 2. What Makes a World Class Sales Pro—Selling the Value 21\u003c\/p\u003e \u003cp\u003eChapter 3. The Many, Many Values of a Selling System 27\u003c\/p\u003e \u003cp\u003eChapter 4. Competitive Intelligence and Prospect Research 39\u003c\/p\u003e \u003cp\u003eChapter 5. Potent Communication Skills 49\u003c\/p\u003e \u003cp\u003eChapter 6. Buyers’ Behavior and Decision-Making Strategy 73\u003c\/p\u003e \u003cp\u003eChapter 7. Potent Proposals 83\u003c\/p\u003e \u003cp\u003eChapter 8. Pre-Work for the Sales Call 101\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Two: Training the Sales Pro to Sell 107\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 9. Establishing Rapport 109\u003c\/p\u003e \u003cp\u003eChapter 10. Prospecting 119\u003c\/p\u003e \u003cp\u003eChapter 11. Opening the First Meeting 149\u003c\/p\u003e \u003cp\u003eChapter 12. Qualifying and Disqualifying Prospects 159\u003c\/p\u003e \u003cp\u003eChapter 13. Bypassing Gatekeepers 167\u003c\/p\u003e \u003cp\u003eChapter 14. Power Questions 175\u003c\/p\u003e \u003cp\u003eChapter 15. Practicing Listening Skills 193\u003c\/p\u003e \u003cp\u003eChapter 16. The Ultimate Objection-Handling Tool 205\u003c\/p\u003e \u003cp\u003eChapter 17. Solution- Versus Consequence-Centered Selling 215\u003c\/p\u003e \u003cp\u003eChapter 18. Practicing Presentation Skills 223\u003c\/p\u003e \u003cp\u003eChapter 19. Closing 241\u003c\/p\u003e \u003cp\u003eChapter 20. Debriefi ng the Call 253\u003c\/p\u003e \u003cp\u003eChapter 21. Following Up After the Sale 259\u003c\/p\u003e \u003cp\u003eChapter 22. Up-Selling and Cross-Selling 261\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Three: Training the Sales Pro to Improve\u003c\/b\u003e \u003cb\u003ePerformance 267\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 23. Daily Performance Tips 269\u003c\/p\u003e \u003cp\u003eChapter 24. Know Your Numbers 289\u003c\/p\u003e \u003cp\u003eChapter 25. Finding and Utilizing Mentors 297\u003c\/p\u003e \u003cp\u003eChapter 26. Ten Keys to Working a Trade Show 303\u003c\/p\u003e \u003cp\u003eChapter 27. Negotiating for Sales Pros 313\u003c\/p\u003e \u003cp\u003eChapter 28. Mental Health for Sales Pros 345\u003c\/p\u003e \u003cp\u003eChapter 29. Ethics for Sales Pros 375\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Four: Re-Creating Your Training Experience:\u003c\/b\u003e \u003cb\u003eKey Concerns 405\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 30. Redesigning Your Existing Sales Training 407\u003c\/p\u003e \u003cp\u003eChapter 31. Buy It, Don’t Build It 421\u003c\/p\u003e \u003cp\u003eChapter 32. Sales Contests Connected to Training 439\u003c\/p\u003e \u003cp\u003eChapter 33. Reps You Should \u003ci\u003eNot\u003c\/i\u003e Be Training 467\u003c\/p\u003e \u003cp\u003eChapter 34. What’s Missing from This Book 471\u003c\/p\u003e \u003cp\u003eChapter 35. A Critical Trend You Can’t Ignore 475\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Five: Appendices 483\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAppendix 1. The Ultimate Sales Training Website\/Blog 485\u003c\/p\u003e \u003cp\u003eAppendix 2. Websites of Books, Companies, and Associations in This Book 487\u003c\/p\u003e \u003cp\u003eAppendix 3. The Most Interesting Man in the (Sales) World 491\u003c\/p\u003e \u003cp\u003eReferences 493\u003c\/p\u003e \u003cp\u003eAbout the Author 497\u003c\/p\u003e \u003cp\u003eGot Influence? 499\u003c\/p\u003e \u003cp\u003eIndex 503\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":53515420008791,"sku":"9780470900000","price":54.0,"currency_code":"GBP","in_stock":true}],"url":"https:\/\/bookcurl.com\/products\/the-ultimate-guide-to-sales-training-9780470900000","provider":"Book Curl","version":"1.0","type":"link"}