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Champlain House Media
HOW TO SELL FACE-TO-FACE: SURVIVAL GUIDE. Practical sales handbook especially good for new self-employed, free-lancers, free-agents
HOW TO SELL FACE-TO-FACE: SURVIVAL GUIDE. Practical sales handbook especially good for new self-employed, free-lancers, free-agents
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$2.99 USD
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HOW TO SELL FACE-TO-FACE: SURVIVAL GUIDE is a brief, to-the-point guidebook focusing on the practical need-to-know, especially designed to meet the needs of new sales people, as well as those of career-changers and people setting up in a new job or new field--- such as consultants, free-agents, or independent contractors.
HOW TO SELL FACE-TO-FACE: SURVIVAL GUIDE is drawn from the author's experience developing sales and sales management training for some of America's top corporate "sales universities." Among the TOPICS COVERED are these: Starting questions for testing the viability of the product or service you will offer, and defining your core selling messages. Finding your way to the person who has budget and authority to say yes to what you offer. Getting past the Screen or Gatekeeper. Telephone sales tips both with the Screen and Prospect. Opening and conducting face-to-face sales calls. Consultative selling: asking savvy questions to help the Prospect recognize whether needs exist for your product or service, as well as the value of buying it to fill those needs. Linking the needs uncovered with the specific ways in which what you offer will fill those needs-- both cost-effectively, and better than competing methods. Dealing with the issue of price by focusing on value. Being attuned to "buying signals," both verbal and non-verbal. Turning questions and objections into additional reasons for buying. Closing for the order or other kind of "buying action." Working with the customer after the sale, and other customer-care considerations.
TABLE OF CONTENTS:
Preface
1 Starting questions to consider
2 Developing a list of potential prospects
3 Finding your way to the person (or team) who can say yes
4 How to initiate that first contact
5 Getting past the “Gate” or “Screen”
6 Your first phone contact with the Prospect
7 Preparing for your first face-to-face with the Prospect
8 Opening the first face-to-face with this Prospect
9 Working with the Prospect to uncover needs for what you
offer
10 Consultative selling: sell by asking smart questions
11 Linking the Prospect’s need with how you will fill that need
12 Dealing with the issue of price: focus on “value”
13 Being attuned to “buying signals”
14 “Closing” for the sale itself, or for other kind of "buying action"
15 Responding to objections and questions
16 After the sale
HOW TO SELL FACE-TO-FACE: SURVIVAL GUIDE is drawn from the author's experience developing sales and sales management training for some of America's top corporate "sales universities." Among the TOPICS COVERED are these: Starting questions for testing the viability of the product or service you will offer, and defining your core selling messages. Finding your way to the person who has budget and authority to say yes to what you offer. Getting past the Screen or Gatekeeper. Telephone sales tips both with the Screen and Prospect. Opening and conducting face-to-face sales calls. Consultative selling: asking savvy questions to help the Prospect recognize whether needs exist for your product or service, as well as the value of buying it to fill those needs. Linking the needs uncovered with the specific ways in which what you offer will fill those needs-- both cost-effectively, and better than competing methods. Dealing with the issue of price by focusing on value. Being attuned to "buying signals," both verbal and non-verbal. Turning questions and objections into additional reasons for buying. Closing for the order or other kind of "buying action." Working with the customer after the sale, and other customer-care considerations.
TABLE OF CONTENTS:
Preface
1 Starting questions to consider
2 Developing a list of potential prospects
3 Finding your way to the person (or team) who can say yes
4 How to initiate that first contact
5 Getting past the “Gate” or “Screen”
6 Your first phone contact with the Prospect
7 Preparing for your first face-to-face with the Prospect
8 Opening the first face-to-face with this Prospect
9 Working with the Prospect to uncover needs for what you
offer
10 Consultative selling: sell by asking smart questions
11 Linking the Prospect’s need with how you will fill that need
12 Dealing with the issue of price: focus on “value”
13 Being attuned to “buying signals”
14 “Closing” for the sale itself, or for other kind of "buying action"
15 Responding to objections and questions
16 After the sale
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