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First Steps to Success in Outside Sales

First Steps to Success in Outside Sales
by Dave Kahle
Paperback: 154 pages
ISBN: 0-964704-2

Buy it Now!
$19.00
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How do you train your new sales hires? I know, you have the best of intentions. But one thing leads to another, and you're never able to spend the kind of time you would like with your new salespeople. As a result, they are too often neglected and left to learn by doing. That's costly in a lot of ways: bad habits are created, customers are inappropriately handled, mistakes are made, etc.

Put an end to all of that with this book. It teaches salespeople a practical, easy to implement step-by-step approach to sales.

Readers will learn..

  • how to make the most of your first few months on the job
  • how to prepare for voice mail, gatekeepers and decision-makers
  • how to prepare powerful presentations that match your products/services to your customers' needs
  • how to plan to create powerful relationships, gather useful account information, educate the customer, and come to some agreement for action on every sales call
  • how to overcome objections and present a proposal in an attractive way that stimulates the customer to take action
  • how to handle new customers as well as inactive customers and uncover additional opportunities in every account
  • the importance of working with integrity, and maintaining a set of ethics
  • how to overcome adversity and rejection
  • how to create goals for key activities
  • how to effectively work your territory by planning each day, week and month
  • and much more...

"Your energy and presentation style got instant interest and involvement from even the most jaded and seasoned of our sales representatives...We have had a number of motivational and/or thought provoking sales systems speakers but your having been called a growth coach is an understatement...You are the best investment that we have made in our futures in some time. Thank you again for a great coaching job and our own personalized play book."

Gay Peeples, Director of Commercial Products
Igloo Products Corporation

First Steps to Success in Outside Sales
$19.00
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Check out the self-study, CD training program based on this book

 
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