Afghan Books : Sales

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Summiting Sales

free book, textbook, study book, student, e-books, ebooks, economics, macroeconomics, engineering, IT, mathematics, marketing, statistics, strategy

Description

To be the very best that you can be, you have to have a game plan. You need to know all the basics and then build on them at each step until you become brilliant in your field.
If your field is sales then his book is a comprehensive training guide, which will take you through all the basics and how to build on these at each step throughout the process, making marginal gains wherever possible to give you the edge against all your competitors. You will be taught the psychology of selling and how you can get your prospect to sell to themselves! Learn the art of persuasion and how to turn your prospect on to your offering. You will learn that closing a sale begins at the beginning not the end of the process!
Starting at base-camp you will be informed about prospecting then mastering the next steps of qualifying and partnering, taking you halfway to your goal. Next, you will learn about identifying and creating needs for those products and services and finally presenting pointers and summiting, where you’ve reached your goal and made that all important sale. Step-by-step this book will take you to the top of your game and is a vital reference point for everyone involved in selling.

Preface

Harvard Business Review did research on “the three rules for making a company truly great”. The research was unbiased investigating thousands of companies. The focus was to find the most common denominators amongst the companies that were sustainably successful over a long period of time. The research revealed the following rules:

Rule 1 – Better before cheaper – Sell the value, not the price.
Rule 2 – Revenue before cost – You can’t cut your way to success, but you can sell your way there.
Rule 3 – There are no other rules.

This research shows that it is mostly about sales. Without sales you have no commercial company. You can have the best product, the best services and the best solutions but without sales there is no company. So, if sales differentiate the top performing companies then all companies need to have an effective and proven Sales Process in place.
“The myth behind sales being a ‘born-with’ characteristic should be dumped as the art of selling can be learned,” says Clive Price. Sales Directors think that all they need to do is find born sales people to perfect their team. This is not the case – to be a great sales person, you do not need the gift of gab but a basic system of sales skills. In this book you will learn that GREAT salespeople use a proven and modern sales methodology and you will be taken through each step, so that you can learn how to reach your sales peak for you and your company.
All business activity starts with the sale. Your business needs you to get their products or services sold to the customer. Without sales, there would be no business. It makes common sense that any guidance that you can get to increase your sales volumes and profit margins will go a long way towards driving your business success.
In order to do this, as an experienced sales professional, you need to make a few fairly simple, smart changes in the way you think and behave while selling. When you read this book you’ll learn a few tricks on how the psychology of selling really works and discover new techniques that you can use right now.
Techniques like:

What turns a suspect into a prospect? Sales Professionals waste as much as 70% of their time dealing with very nice people who never buy.
How to gain the respect and trust of prospects even if you dislike them?
How to come to grips with the buyer’s reasons to buy and then match your behaviour to their style?
What questions to ask, to get the 10 Yeses that win deals?
Why is your competitive differentiator so critical in today’s tough climate?

This book is thorough and concise and I have no hesitation in recommending this clear and well-mapped sales approach for people who are serious about successful selling.
Paul Whitehouse
Director & Business Advisor
TVBA Ltd.

Content

Introduction
Eight Key Rules For Today’s Sales Professional
Module 1: Prospecting
Module 2: Qualification
Module 3: Getting The Appointment
Module 4: First Impressions
Module 5: Creating Needs
Module 6: Your Presentation (FAB)
Module 7: The Close
Module 8: Handling Objections
Module 9: Annexures

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Sales

Successful Prospecting in Sales

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free book, textbook, study book, student, e-books, ebooks, economics, macroeconomics, engineering, IT, mathematics, marketing, statistics, strategy

Description

Having a never-ending stream of new buyers and potential clients is the lifeblood of any business, and prospecting—the act of researching, contacting, and beginning conversations with potential customers—is a vital part of growing a successful business. This thorough textbook, written by Sean McPheat, the founder and managing director of management development specialists MTD Training, teaches the prospecting skills which will help you take advantage of the many opportunities provided by successful sales prospecting. It can be downloaded as a free e-book here.
Successful Prospecting in Sales not only outlines the actual tasks involved in locating and contacting potential customers, such as creating effective introductory sales letters and cold calling, it also helps the salesperson identify and develop the interpersonal and organizational skills that will help him instill trust in his potential clients and better understand an organization’s true needs. The text includes strategies for becoming a better listener, developing effective communication skills, reading and conveying information through body-language, and self-motivation. Simple diagrams are utilized and important tips are highlighted throughout the text for easy reference. Useful resources for further research are also included.
Download the Successful Prospecting in Sales e-book for free!

Preface

Having a never ending stream of new prospects and potential clients is the lifeblood of any business.
This textbook will cover how to prospect and development new business opportunities.
Sean McPheat, the Founder and Managing Director of management development specialists, MTD Training is the author of this publication. Sean has been featured on CNN, BBC, ITV, on numerous radio stations and has contributed to many newspapers. He’s been featured in over 250 different publications as a thought leader within the sales and management development industry.
MTD has been working with a wide variety of clients (both large and small) in the UK and internationally for several years.
MTD specialise in providing:
• In-house, tailor made sales and management training courses (1-5 days duration)
• Open courses (Delivered throughout the UK at various locations)
• Sales & leadership development programmes (From 5 days to 2 years)
• Corporate and executive coaching
MTD provide a wide range of sales and management training courses and programmes that enable new and experienced staff to maximise their potential by gaining or refining their skills. Our team of highly skilled and experienced trainers and consultants have all had distinguished careers in sales and senior management roles and bring with them a wealth of practical experience to each course.
At MTD Training we will design and deliver a solution that suits your specific needs addressing the issues and requirements from your training brief that best fits your culture, learning style and ways of working. Our programmes are delivered when and where you need them! We believe that training should be fun, highly interactive and provide “real world” practical techniques and methods that you can use back in the office – and that’s exactly what we provide.

Content

Introduction
1. What Is Prospecting?
2. The Four Myths of Sales Prospecting
The Role of Prospecting in the Sales Process
1. Introduction
2. The Changing Face of Prospecting
General Skills that Prospecting Requires
1. Introduction
2. Research Skills
3. Organization Skills
4. Listening Skills
5. Effective Communication Skills
6. Problem Solving Skills
7. Interpersonal Skills
8. Self-Motivation Skills
9. Perseverance
Prospecting Tips
1. Introduction
2. General Prospecting Tips
Effective Introductory Sales Letters
1. Introduction
2. The Five Second Rule
3. The Language You Choose
4. Getting Past the Gatekeeper
5. Sales Letter Structure
6. More Letter Structure Tips
7. Other Sales Letter Writing Tips
Cold Calling Techniques
1. Introduction
2. Your Attitude towards Cold Calling
3. Cold Calling Techniques
Prospecting with Existing Customers
1. Introduction
2. Being Perceived as an Expert
3. Keeping the Customer Informed
4. Selling to Existing Customers
Resources