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Selling 101: Consultative Selling Skills: For New Entrepreneurs, Free Agents, Consultants (Small Business Sales How-To Series)

ABOUT THIS EDITIONThis third Edition of SELLING 101 is drawn from the selling skills training courses and sales how-to books the author developed for top marketing organizations. Ideal for sales meetings and continuing OJT, and for people selling consulting services or free-agent assignments.WHAT THIS BOOK PROVIDESSELLING 101 is a sales book designed to provide practical sales how-to guidance on t...

Series: Small business sales how-to series
Paperback: 218 pages
Publisher: Champlain House Media (January 6, 2013)
Language: English
ISBN-10: 0976840669
ISBN-13: 978-0976840664
Product Dimensions: 6 x 0.5 x 9 inches
Amazon Rank: 1651906
Format: PDF ePub TXT book

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It's almost like reading a family diary. If so, then this book is definitely for you. So, a lot of these puzzles are pretty simple compared to that. book Selling 101: Consultative Selling Skills: For New Entrepreneurs, Free Agents, Consultants (Small Business Sales How-To Series) Pdf. Now we find out that he will be the leader of his clan someday, he is looking for a strong mate-and he is looking right at Meara. What I Dislike: Nothing, really, although I felt the book ended a bit abruptly - perhaps because I was enjoying it so much and didn't want it to end. I hope this book will help her adjust to life as a survivor. Waiting to take away a life. We hope that this series helps to build solid bridges between citizens of the world and Koreans through a rich in-depth understanding of Korea. It was wrong but at the same time it felt so right, so natural. El libro no nos enseña como administrar ni como ser lider empresarial, pero el ultimo capitulo nos enseña una manera de vivir. ISBN-10 0976840669 Pdf Epub. ISBN-13 978-0976840 Pdf Epub. I wasnt looking for a 30 day diet just recipe's for my crockpot. " Best-selling author and journalist Phyllis Tickle, an expert on religion widely quoted in news media, says of this book: "We Christians . 62-63)He states, “The historical method is presupposed in most modern interpretations of Biblical literature… the historical method might be most simply defined as follows: it is the method which implies that every literary production is also an historical phenomenon, and … its message, if it have one, is primarily relative to its original historical environment. It is richly illustrated with photographs of the costumes, the people, their landscape and most carefully of their ways of working.

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“Selling 101: Consultative Selling Skills for Entrepreneurs, Free Agents, Consultants. Finding Prospects; Face-to-Face Sales Calls;Consultative Selling; ... Sales (Small business sales how-to series)This is one of the better books on selling I've seen...”

e kind of sales and selling skills useful for sales people looking for fresh ideas and the kind of selling techniques how-to training provided in the sales training centers of top sales and marketing organizations. Selling face to face is a main focus of this sales training book. Ideal basis for sales team meetings and manager-trainee 1 on 1 sales coaching.SELLING 101 is particularly intended for people who have had some sales experience, or who have read this author's SALES TRAINING TUTORIALS , which is intended primarily for beginners who are exploring new business ideas.SELLING 101 provides the practical sales how-to guidance needed as more and more people are setting up new businesses, or shifting to self-employment as consultants, free agents, free lancers, and new entrepreneurs.WHAT YOU WILL LEARNAmong the topics covered in this sales book:Sales prospecting and screening for viable prospects.Getting past gatekeepers and screens.Phone sales skills to intrigue prospects into granting appointments.Making face to face sales calls.Using a consultative selling approach to build the prospect's awareness of needs, then make the case for the value your product or service provides.Short model sales scripts to model on.Handling sales objections and questions.Closing the sale.Following up after the sale.SELLING 101: CONTENTSPART ONE: LOCATING PRIORITY PROSPECTS1: Creating Your Prospect List2: Setting Priorities Among ProspectsPART TWO: LOCATING AND GETTING THROUGH TO THE APPROPRIATE PROSPECT3: Finding Your Way to the Person or Team Within the Organization Who Can Say Yes4: Getting Past the Prospect's Screen5: Cold Calling - When and When Not6: Convincing the Decision Maker to Meet With You7: Organizing and Learning from Your Phone Calls- Checklist for critiquing your phone techniquePART THREE: HELPING THE PROSPECT RECOGNIZE THE NEED FOR YOUR PRODUCT8: Opening the Face-to-Face Meeting With the Prospect9: Developing/Enhancing the Prospect's Awareness of Need for the Product or Service You Offer10: Selling by Asking Questions: The Consultative Selling Wedge11: Consultative Selling Approach: Matching the Question to the Situation12: The Consultative Selling Wedge: How-To Checklist13: Selling By Asking Questions: Modeling the Consultative Selling Wedge In ActionPART FOUR: SHOWING HOW YOU CAN FILL THAT NEED14: Making The Links-- Linking Prospect's Needs to Your Solution to the Value of Filling Those Needs15: Raising The Issues Of "Cost" And "Value:" Showing How Your Product Or Work More Than Pays For Itself.16: Using Other Methods of Highlighting Value Over Cost17: Making Your Sales Points Clearly and ConciselyPART FIVE: CONVINCING THE DECISION MAKER TO ACT NOW!18: Recognizing Buying Signals19: Closing skills: Asking the Prospect to Take Buying Action20: Closing skills: More Ways of Asking the Prospect to Take ActionPART SIX: COPING WITH QUESTIONS, OBJECTIONS, AND HESITATIONS21: Determining What Is Behind the Question or Objection22: Restating, Responding, and Moving on From Objections23: Responding To "Early" Objections and Concerns24: Handling "Core" Objections25: Dealing with Other Types of Problems with the Prospect