Book description
Must-know concepts and smart strategies for every step of a sale—from the new Business Essentials Series for busy professionals
The focus of sales always seems to be on the ultimate goal of closing deals, which makes it easy to overlook the crucial steps that come before, during, and after the sale. But, the reality is, knowing the right things to do in all steps of the process is what sets us up for success. Whether you're just starting out or are looking to improve your sales skills, this book from industry expert Rana Salman is a start-to-finish guide that will quickly lead you toward quota-crushing performance. Everything you need to know is here, in three easy-to-digest parts:
PART I: THE ESSENTIALS explores the foundation for the sales experience, provides insights into common challenges sellers encounter, describes the characteristics needed to excel in sales, and more.
PART II: THE ESSENTIALS APPLIED gives you targeted tools designed to help you close deals and expand accounts, including tips on prospecting, preparing and conducting discovery meetings, getting the most out of follow-up meetings, effectively onboarding new clients, and more.
PART III: BEYOND THE ESSENTIALS offers even more hands-on advice about the human side of sales—from dealing with rejection and self-doubt to learning about specific tactics to help protect your mental health, and more.
Packed with practical advice, useful tools, assessments, and a toolkit, Sales Essentials is the comprehensive resource you need to immediately boost your skills and increase your confidence on the way to career-changing sales success.
Table of contents
- Cover
- Title Page
- Copyright Page
- Dedication
- Contents
- Acknowledgments
- Introduction
- PART I THE ESSENTIALS
-
PART II THE ESSENTIALS APPLIED
- Sales Self-Assessment
- BEFORE THE SALE
- 4 Know Your Product
- 5 Build Your Social Presence
- 6 Be Diligent About Prospecting
- 7 Prepare for the Discovery Meeting
- DURING THE SALE
- 8 Make a Positive First Impression
- 9 Manage the Discovery Meeting
- 10 Communicate Your Solution Effectively
- 11 Learn the Art of Collaborative Selling
- 12 Close the Sale
- AFTER THE SALE
- 13 Set Up Accounts for Success
- 14 Analyze the Sales Process
- 15 Leverage the Account for Additional Opportunities
- PART III BEYOND THE ESSENTIALS
- Sales Essentials Toolkit
- Exercise Answer Key
- Notes
- Index
Product information
- Title: Sales Essentials: The Tools You Need at Every Stage to Close More Deals and Crush Your Quota
- Author(s):
- Release date: June 2023
- Publisher(s): McGraw-Hill
- ISBN: 9781265225490
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