The Ultimate Sales Training book enables sales managers, sales trainers, sales coaches, and sales consultants to understand the convergence of selling and learning in the current and future business workplace. The book is a comprehensive tactical, usable, and practical shelf-reference for creating a great sales training program. The book can help those responsible for team performance architect the delicate short-term and long-term balance necessary to create truly world-class sales organizations through training. By focusing on quality, sound instructional design principles, and a…mehr
The Ultimate Sales Training book enables sales managers, sales trainers, sales coaches, and sales consultants to understand the convergence of selling and learning in the current and future business workplace. The book is a comprehensive tactical, usable, and practical shelf-reference for creating a great sales training program. The book can help those responsible for team performance architect the delicate short-term and long-term balance necessary to create truly world-class sales organizations through training. By focusing on quality, sound instructional design principles, and a standardized sales process, it is sure to be the go-to resource for challenging solving sales training dilemmas.
Dan Seidman of GOT INFLUENCE? has been speaking, training and consulting for more than twenty-five years. He has been named "One of the Top 12 Sales Coaches in America" and is the designer of ASTD's global sales training program.
Inhaltsangabe
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 1. The Ultimate Sales Training Website/Blog 485 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 503
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 1. The Ultimate Sales Training Website/Blog 485 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 503
Es gelten unsere Allgemeinen Geschäftsbedingungen: www.buecher.de/agb
Impressum
www.buecher.de ist ein Shop der buecher.de GmbH & Co. KG Bürgermeister-Wegele-Str. 12, 86167 Augsburg Amtsgericht Augsburg HRA 13309
