Paperback: 154 pages
ISBN: 0-964704-2 Buy
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
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
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."
Peeples, Director of Commercial Products
Igloo Products Corporation