GOING OFF ON YOUR OWN? NEW VENTURE? NEWLY SELF-EMPLOYED? CAREER CHANGE? CONSULTING?
25 Sales How-to Tutorials Guide for New Start-Ups, Entrepreneurs, Self-Employed And Career-Changers is a sales training workbook specifically designed for people who have a skill or product to bring to the world but who have never done much selling to this point in life . . . people such as new small business owners, consultants, free-agents, career-changers, free-lancers and self-employed.
This sales book is set up around 25 practical sales skills tutorials that guide through all the steps from getting started with an idea (for a product or service), through the stages of defining just what is needed, finding prospects, making sales calls, developing prospects'' awareness of the need and value of buying, handling sales objections and questions, closing the sale, and following up.
Each tutorial contains practical sales how-to tips, including checklists, and model selling scripts which readers are encouraged to model on in "translating" the models to their market and their communication style. As a workbook, you don''t just read, but work on application exercises, and adapt models to your own situation.
WHO IT IS FOR
25 Sales How-to Tutorials Guide is mainly intended for individuals who are starting up new ventures - or starting over after a career change - and need to quickly absorb practical sales techniques needed for sales success.
It can be used as the basis for hands-on new entrepreneur sales training programs in community colleges or job creation centers.
WHAT YOU WILL LEARN
The tutorials are set up around key, practical questions like those following. In each, you will find practical how-to tips, model scripts, checklists, and templates for pulling together your ideas and insights, and for modeling on. Here''s the list"
PART ONE GETTING STARTED
Tutorial 1Are There in Fact Important Needs That My Product or Service Can Fill?
2 How Does My Product or Service Stand Out from the Competition? How Can I Make it EVEN MORE Unique or Valuable?
3 Can I, Cost-Effectively, Reach the People (Or Decision-Makers Within Organizations) Who Need What I Offer?
PART TWO ORGANIZING YOURSELF
4 Who Can Say Yes to What I Offer?
5 When to Work by Appointment and When to Cold-Call
PART THREE GETTING THE APPOINTMENT
6 How to Get Past the "Gatekeeper" or "Screen"
7 How to Ask the Prospect for an Appointment
8 How to Confirm Whether the Meeting Is Still On-Schedule. How to Handle It If There''s a Glitch.
PART FOUR WHEN YOU ARRIVE ON-SITE
9 How to Turn Waiting Time into Productive Time
10 How to Open Your Meeting with the Prospect
11 How to Excite the Prospect''s Interest in What You Offer
12 How to Ask the Kind of Questions That Nudge the Prospect into Explaining Why Your Product Is Needed, And How It Will Help Pay for Itself.
13 How to Use the Appropriate Question Type. How to Use the Power of Silence to Augment Your Questions.
14 How to Use the "Selling Wedge" as a Framework for Structuring Your Questions.
15 How to Make the Link -- That is, Show How Your Product or Service Will Fill the Prospect''s Needs
16 How to Address the Issue of Price
PART FIVE CLOSING FOR THE ORDER OR OTHER KIND OF "BUYING ACTION"
17 How to Recognize and Read "Buying Signals"
18 How to "Close" That Is, How to Ask the Prospect to Take "Buying Action"
19 More Ways of Asking the Prospect to Take "Buying Action"
PART SIX COPING WITH QUESTIONS AND OBJECTIONS
20 How t