Selling 101: Consultative Selling Skills for Entrepreneurs, Free Agents, Consultants.

This third Edition of SELLING 101 is drawn from the selling skills training courses and sales training how-to books the author developed for top marketing organizations. Ideal for sales meetings and continuing OJT, as well as for sales training retreats. Or for those selling consulting services or free-agent assignments.

SELLING 101 is a sales training book designed to provide practical sales how-to guidance on the 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 also 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.

Among 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.

CONTENTS: SELLING 101–SALES TRAINING HANDBOOK

PART ONE: LOCATING PRIORITY PROSPECTS

1: Creating Your Prospect List

2: Setting Priorities Among Prospects

PART TWO: LOCATING AND GETTING THROUGH TO THE APPROPRIATE PROSPECT

3: Finding Your Way to the Person or Team Within the Organization Who Can Say Yes

4: Getting Past the Prospect’s Screen

5: Cold Calling – When and When Not

6: Convincing the Decision Maker to Meet With You

7: Organizing and Learning from Your Phone Calls
– Checklist for critiquing your phone technique

PART THREE: HELPING THE PROSPECT RECOGNIZE THE NEED FOR YOUR PRODUCT

8: Opening the Face-to-Face Meeting With the Prospect

9: Developing/Enhancing the Prospect’s Awareness of Need for the Product or Service You Offer

10: Selling by Asking Questions: The Consultative Selling Wedge

11: Consultative Selling Approach: Matching the Question to the Situation

12: The Consultative Selling Wedge: How-To Checklist

13: Selling By Asking Questions: Modeling the Consultative Selling Wedge In Action

PART FOUR:SHOWING HOW YOU CAN FILL THAT NEED

14: Making The Links— Linking Prospect's Needs to Your Solution to the Value of Filling Those Needs

15: 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 Cost

17: Making Your Sales Points Clearly and Concisely

PART FIVE:CONVINCING THE DECISION MAKER TO ACT NOW!

18: Recognizing Buying Signals

19: Closing skills: Asking the Prospect to Take Buying Action

20: Closing skills: More Ways of Asking the Prospect to Take Action

PART SIX:COPING WITH QUESTIONS, OBJECTIONS, AND HESITATIONS

21: Determining What Is Behind the Question or Objection

22: Restating, Responding, and Moving on From Objections

23: Responding To "Early" Objections and Concerns

24: Handling "Core" Objections

25: Dealing with Other Types of Problems with the Prospect