Brochure
More information from http://www.researchandmarkets.com/reports/2137081/
The Ultimate Guide to Sales Training. Potent Tactics to Accelerate Sales
Performance
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
Contents: Foreword 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 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
Ordering: Order Online - http://www.researchandmarkets.com/reports/2137081/
Order by Fax - using the form below
Order by Post - print the order form below and send to Research and Markets,
Guinness Centre, Taylors Lane, Dublin 8, Ireland.
Page 1 of 2
Fax Order Form
To place an order via fax simply print this form, fill in the information below and fax the completed form to 646-607-1907 (from USA) or +353-1-481-1716 (from Rest of World). If you have any questions please visit
http://www.researchandmarkets.com/contact/
Order Information
Please verify that the product information is correct.
Product Format
Please select the product format and quantity you require:
* Shipping/Handling is only charged once per order.
Contact Information
Please enter all the information below in BLOCK CAPITALS
Product Name: The Ultimate Guide to Sales Training. Potent Tactics to Accelerate Sales Performance Web Address: http://www.researchandmarkets.com/reports/2137081/
Office Code: SC
Quantity
Hard Copy
(Paper back): USD 109 + USD 28 Shipping/Handling
Title: Mr Mrs Dr Miss Ms Prof
First Name: Last Name:
Email Address: * Job Title: Organisation: Address: City:
Postal / Zip Code: Country:
Phone Number: Fax Number:
Page 2 of 2
Payment Information
Please indicate the payment method you would like to use by selecting the appropriate box.
Please fax this form to:
(646) 607-1907 or (646) 964-6609 - From USA
+353-1-481-1716 or +353-1-653-1571 - From Rest of World
Pay by credit card: You will receive an email with a link to a secure webpage to enter yourcredit card details.
Pay by check: Please post the check, accompanied by this form, to: Research and Markets,
Guinness Center, Taylors Lane, Dublin 8, Ireland.
Pay by wire transfer: Please transfer funds to:
Account number 833 130 83
Sort code 98-53-30
Swift code ULSBIE2D
IBAN number IE78ULSB98533083313083 Bank Address Ulster Bank,
27-35 Main Street, Blackrock, Co. Dublin, Ireland. If you have a Marketing Code please enter it below:
Marketing Code:
Please note that by ordering from Research and Markets you are agreeing to our Terms and Conditions at http://www.researchandmarkets.com/info/terms.asp
