Book description
The Ultimate Guide to Sales Training is the go-to reference for sales managers, sales trainers, sales coaches, and sales consultants who want to increase a sales force's productivity by using these proven techniques:
Building Mental Flexibility
Anchoring Concepts for Easy Recall
Encouraging Behavioral Change
Covering a wide range of topics, The Ultimate Guide to Sales Training shows how to develop a selling system, prospect effectively, and qualify and disqualify prospects. The book also covers information on using power questioning techniques, handling objections, and includes solution selling guidelines and ideas for creating and delivering potent presentation practices. In addition, the author covers such hot topics as managing reps attitudes and how to close the sale. He also includes suggestions for overcoming buyer resistance and making change occur as well as getting beyond barriers that block decision-makers, and much, much more.
Praise for The Ultimate Sales Training Handbook
"This book should be on the desk of every sales manager and sales trainer. Dan Seidman created a treasure chest of ideas, concepts, skills-sets and motivation tools that are ready to be converted into cash."
—Gerhard Gschwandtner, founder and publisher, Selling Power Magazine
"Sales professionals throughout the world will discover performance improvement through this training encyclopedia. Dan Seidman is helping make sales training a major strategic driver for all organizations."
—Tony Bingham, president and CEO, ASTD
"Each chapter just might be the one piece that plugs the gap in your team's performance. Dan is truly earning the title Trainer to the World's Sales Trainers."
—Willis Turner, CAE CSE, president and CEO, of Sales & Marketing Executives International
Table of contents
- Cover
- About This Book
- About Pfeiffer
- About the American Society for Training & Development
- Dedication
- Title page
- Copyright
- Foreword
- Preface
- Chapter 1 How to Use This Sales Training Resource for Optimal Results
-
Part One: Preparing the Sales Pro to Sell
- Chapter 2 What Makes a World Class Sales Pro: Selling the Value
- Chapter 3 The Many, Many Values of a Selling System
- Chapter 4 Competitive Intelligence and Prospect Research
- Chapter 5 Potent Communication Skills
- Chapter 6 Buyers’ Behavior and Decision-Making Strategy
- Chapter 7 Potent Proposals
- Chapter 8 Pre-Work for the Sales Call
-
Part Two: Training the Sales Pro to Sell
- Chapter 9 Establishing Rapport
- Chapter 10 Prospecting
- Chapter 11 Opening the First Meeting
- Chapter 12 Qualifying and Disqualifying Prospects
- Chapter 13 Bypassing Gatekeepers
- Chapter 14 Power Questions
- Chapter 15 Practicing Listening Skills
- Chapter 16 The Ultimate Objection-Handling Tool
- Chapter 17 Solution- Versus Consequence-Centered Selling
- Chapter 18 Practicing Presentation Skills
- Chapter 19 Closing
- Chapter 20 Debriefing the Call
- Chapter 21 Following Up After the Sale
- Chapter 22 Up-Selling and Cross-Selling
-
Part Three: Training the Sales Pro to Improve Performance
- Chapter 23 Daily Performance Tips
- Chapter 24 Know Your Numbers
- Chapter 25 Finding and Utilizing Mentors
- Chapter 26 Ten Keys to Working a Trade Show
- Chapter 27 Negotiating for Sales Pros
- Chapter 28 Mental Health for Sales Pros
-
Chapter 29 Ethics for Sales Pros
- The Need for an Ethical Selling Framework
- A Definition of Ethics
- Why Sales Ethics Are Important
- The Case for an Ethical Code
- Areas of Responsibility in Selling
- Named Stakeholders in the Selling Context
- The Ethics Triad®
- Building Trust and Credibility in the Selling Context
- Legal Concerns of Sales Stakeholders
- Professional Ethics Framework
- The Company Ethical Code
- Ethical Challenges and Case Studies
- Part Four: Re-Creating Your Training Experience: Key Concerns
- Part Five: Appendices
- References
- About the Author
- Got Influence?
- Index
Product information
- Title: The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance
- Author(s):
- Release date: February 2012
- Publisher(s): Pfeiffer
- ISBN: 9780470900000
You might also like
book
Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance
Make sales coaching a daily priority for top-of-game staff performance Those who do it right prove …
book
Sales Training Basics
Sales people are often a breed apart; being their trainer is an ambitious, but rewarding challenge. …
book
Next Level Sales Coaching
PRAISE FOR NEXT LEVEL SALES COACHING "Steve Johnson and Matthew Hawk have created the most comprehensive, …
book
The Building Blocks of Sales Enablement
The Ultimate Sales Framework for Achieving Business Success Sales enablement is no longer the new kid …