The ultimate guide to sales training : potent tactics to accelerate sales performance

The ultimate guide to sales training : potent tactics to accelerate sales performance / Dan Seidman.

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 Beh...

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Bibliographic Details
Main Author: Seidman, Dan
Format: eBook
Language:English
Published: Hoboken : John Wiley & Sons, 2012.
Subjects:
Selling.
Sales management.
selling.
Sales management
Selling
Online Access:Click for online access
Table of Contents:
  • The Ultimate Guide to Sales Training; Contents; Foreword; 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: ProspectingChapter 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 TipsChapter 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; Part Four: Re-Creating Your Training Experience: Key Concerns; Chapter 30: Redesigning Your Existing Sales Training; Chapter 31: Buy It, Don't Build It; Chapter 32: Sales Contests Connected to Training; Chapter 33: Reps You Should Not Be Training; Chapter 34: What's Missing from This Book.
  • Chapter 35: A Critical Trend You Can't IgnorePart Five: Appendices; Appendix 1: The Ultimate Sales Training Website/Blog; Appendix 2: Websites of Books, Companies, and Associations in This Book; Appendix 3: The Most Interesting Man in the (Sales) World; References; About the Author; Got Influence?; Index.

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