25 Sales Strategies and Activities

25 Sales Strategies and Activities

by Peter R. Garber
Released January 2007
Publisher(s): HRD Press
ISBN: 9780874259452

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Book description

Is your sales team stuck in a rut? Would you like to get them fired up about bringing in new customers and selling more? 25 Sales Strategies and Activities is a unique training and development tool designed to teach sales professionals how and when to use a variety of proven sales strategies. The guide presents 25 strategies and activities in terms of two critical selling factors: Relationships – how the customer perceives you as a supplier based on past experience and interactions; Performance – what you as a supplier actually deliver to the customer. A diagnostic sales strategy matrix shows how much each strategy emphasizes both relationship and performance. A relationship performance index further classifies the strategies as highest, higher, moderate, lower, lowest. Each strategy comes with an activity that clears up any question about how the strategy should be implemented. Each activity includes fully reproducible exhibits which can be used as exercises and handouts in training sessions. Rather than a one-time training tool, 25 Sales Strategies and Activities is a useful and practical guide your employees will refer to over and over again. It's packed with a wealth of insight, tips and guidance for motivating sales people.

Table of contents

  1. 25 Sales Strategies and Activities
    1. Copyright
    2. Introduction
    3. Strategy #1: Know the Customer
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    4. Strategy #2: Build Rapport
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    5. Strategy #3: Honesty is the Best Policy
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    6. Strategy #4: Understand the Customer's Perspective
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    7. Strategy #5: Selling the "Sizzle"
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    8. Strategy #6: What's in a Name?
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    9. Strategy #7: Selling Up, Down, All Around
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    10. Strategy #8: Contingency Selling
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    11. Strategy #9: Creating the Need
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    12. Strategy #10: Having the Latest Technology
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    13. Strategy #11: Understand the Customer's Needs
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    14. Strategy #12: Empowering Customers
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    15. Strategy #13: Cutting Costs
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    16. Strategy #14: Just-in-Time Opportunities
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    17. Strategy #15: Pull-Through Sales
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    18. Strategy #16: Creating Buying Habits
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation (1/2)
      6. Presentation (2/2)
    19. Strategy #17: Selling Service
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    20. Strategy #18: Full-Service Selling
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    21. Strategy #19: Global Approach
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    22. Strategy #20: Value-Added Sales
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    23. Strategy #21: Teamwork
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    24. Strategy #22: Adapting to Change
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation
    25. Strategy #23: Beating the Competition
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation (1/2)
      6. Presentation (2/2)
    26. Strategy #24: Creative Selling
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation (1/2)
      6. Presentation (2/2)
    27. Strategy #25: Worth the Price
      1. Sales Strategy
      2. Activity
      3. Time
      4. Resources
      5. Presentation (1/2)
      6. Presentation (2/2)

Product information

  • Title: 25 Sales Strategies and Activities
  • Author(s): Peter R. Garber
  • Release date: January 2007
  • Publisher(s): HRD Press
  • ISBN: 9780874259452