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Sales Training Handbook : 52 Mini-seminars for Sales Managers and Sales Trainers - Jeff Magee

Sales Training Handbook

52 Mini-seminars for Sales Managers and Sales Trainers

Hardcover Published: 21st June 2001
ISBN: 9780071375160
Number Of Pages: 300

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Although sales managers recognize the need for ongoing sales training, developing that training is incredibly time consuming. Bringing in an outside trainer is expensive and more suited to a full-day event than weekly training. For sales managers who want to train their salespeople themselves, with a minimum of effort, "The Sales Training Handbook" provides everything a sales manager needs to conduct a weekly training session with a sales team, for one full year. The 52 sales training seminars each contain a complete script and participant handouts, so almost no preparation time is required from the sales manager or trainer. The handouts can be downloaded from the web and customized to meet the needs of an individual sales team. Designed to provide a quick training component to a weekly training meeting, each mini-seminar can be completed in just 15-30 minutes. Or, seminars can be combined to create customized training workshops that last a half-day. "The Sales Training Handbook" should help sharpen the skills of people who sell for a living, save sales managers time creating and customizing sales training, and position the sales manager as a training "expert". The 52 training seminars cover all major aspects of selling and dealing with customers including: attention - how to get your foot in the door; interest - how to capture it; presentation -what you have to offer; desire - building the emotional "want" in your offer; and close - getting the commitment and order.

Training Your Team in the Five Basics of Selling
Product IQ = Claims + Features + Benefits + Naildowns
Why Do "I" Care?: Defining Your Passion and Personal Buy-In Factor
Identifying the Five Steps to Selling
Building Your Sales Presentation Around the Five Steps
The Impact of Attitude on Sales Performance
Attention: How to Gain a Favorable Start
Interest: How to Capture It
Presentation: What's It All About?
Desire: Building the Emotional Want in Your Offer
Close: Getting the Commitment and the Order
Building Relationships with the Stacking-N-Linking Conversational Model
Increasing Your Team's Selling Effectiveness
Fine-Tuning Your Sales Presentation with the Five Enhanced Selling Steps
Overcoming the Sales Blahs and Negative Stereotypes
Using the Sales Funnel to Stay Sales Healthy
Qualifying Your Profile Customer and Understanding the 80/20 Rule
Designing a Qualified Suspect Profile for Increased Sales
Overcoming "No"
Dealing with Objections for Constructive Outcomes
The Four Mental Decisions Associated with Every Purchase Transaction
Designing Core Dis-Qualifying Questions
Selling to the Five Different Age Segmentations
Selling to Gender-Specific Needs
Selling to Individuals in One-on-One Situations
Selling to Groups: Group Presentation Dynamics
Selling to Culturally Diverse Audiences
Differentiating Your Offer via Unique Selling Features/USF#1
Differentiating Your Offer via Unique Service Features/USF#2
Showing the Customer How Your Offer Excels
Seven Steps to Improved Listening Skills
Improving Your Communication Effectiveness: Sending the Correct Signal
Professional-Level Selling Skills
Using Rule 1/12/50 to Continually Connect
Leveraging Existing Relationships for More Business
Getting Referrals from Every Client
Cultivating New Business: The BLENDS Model
Cross-Selling
Up-Selling
Down-Selling to Better Serve the Client
Identifying Your Target-Rich Environment (TRE)
Cultivating Other TREs
Why Customers Love You or Leave You
Building Lasting Sales Relationships by Providing Reliable C.A.R.E
Three Keys to Follow-Up Success
Building Your Brand Recognition
Using Your Business Card As Your Number 1 Selling Instrument
Competitive Analysis: You Versus?
Cultivating Advocates from Existing Clients
Mastering the Telephone
Using Other Forms of Technology to Complement Your Sales Effectiveness
Time Management Effectiveness with Quadrant Manager System
Using a Database Management System to Assist in Your Sales Efforts
Tracking Your Account Activity and Status
Becoming an Expert
Professional Sales Skills Self-Assessment Inventory
Table of Contents provided by Publisher. All Rights Reserved.

ISBN: 9780071375160
ISBN-10: 0071375163
Audience: Professional
Format: Hardcover
Language: English
Number Of Pages: 300
Published: 21st June 2001
Publisher: McGraw-Hill Education - Europe
Country of Publication: US
Dimensions (cm): 29.0 x 22.4  x 2.2
Weight (kg): 1.01
Edition Number: 1