Professional selling skills are not a luxury in today's competitive business world, they are essential.
You do not become an excellent sales person by accident, or overnight change into a super salesperson.
This Disk provides sales people with all the fundamental selling skills and techniques they need to become successful sales people.
It can be used as a self-learning tool, or a reference guide. It can be used by individuals to increase their skills and knowledge, trainers to help produce training sessions or by managers for meetings and staff training.
THIS DISK CONTAINS PDF AND MP3 AUDIO FILES - MORE THAN 2 GIGS OF
INFORMATION IN AUDIO PRESENTATIONS BY SALES TRAINERS LIKE,
Tom Hopkins
Joe Girard
Benson Smith
Tony Rutigliano
and many more
MORE THAN 60 HOURS worth of MP3 AUDIO SALES TRAINING ON THIS DISK
Here are some of the topics that are covered on this disk
Essential Skills for Selling
• What Makes a Successful Salesperson
• Your Strengths and Development Areas
Human – Business Interaction
• The need to balance these two levels of interaction with a customer and why
Effective Communication Skills for Sales People
• The Communication Cycle
• Listening Skills
• Definition of Listening
• Hearing v Listening
• Barriers to Effective Listening
• Active Listening Skills
• Listening Responses – Acknowledgement
• Using Positive Language
• What Words Work
• Controlling Your Voice
• Jargon
• Types of Questions (Invite)
• Open Questions
• Asking Questions
• Negative Use of Questions
Essential Sales Preparation
• Sales Planning
• Key Ratios
• The Pareto Principle
• Preparing a Sales Plan
• Planning for Sales Success
Key Activities for Salespeople
• Getting Organised
• Breaking Down the Job into its Constituent Parts
• Planning
• Prospecting
• Selling
• Administration / Other
• Territory Planning
Organising and Managing a Sales Territory
• Territory Planning
Prospecting for New Leads
• Prospecting Plan
• Producing a Prospecting Plan
The Principles of Appointment Booking
• The General Principles
• The Telephone Call
• Call Structure
• Open the Call
• Set the Agenda for the Call
• Ask Questions
• Gain Commitment
• Close the Call
• Structuring the Approach - The Mail Shot
Essential Sales Interviews
• Preparing for the Sales Interview
• The Buying and Selling Processes
• The Sales Process
• The Buying Process
• The Golden Rules of Selling
• Establish Rapport
• Finding Out
• Understanding Buyer Behaviour
• Presenting the Solution/Match
• Features, Advantages and Benefits
• FAB Statements
• Dealing with Objections
• Closing the Sale
• Good and Bad Closing Techniques
Remember to look at my other StepbyStep manuals in my other listings
