The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance
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The Ultimate Guide to Sales Training Potent Tactics to Accelerate Sales Performance

By Dan Seidman
Pfeiffer February 2012

Specifications

ISBN-13
9780470900000
Publisher
Pfeiffer
Publication
February 2012
Format
Paperback , 544 pages
Jurisdiction
International ? Countri(es) for reference only

Details

The Ultimate Guide to Sales Training is the go-to reference for sales managers, sales trainers, sales coaches, and sales consultants who want to increase a sales force's productivity by using these proven techniques:

  • Building Mental Flexibility
  • Anchoring Concepts for Easy Recall
  • Encouraging Behavioral Change
Covering a wide range of topics, The Ultimate Guide to Sales Training shows how to develop a selling system, prospect effectively, and qualify and disqualify prospects. The book also covers information on using power questioning techniques, handling objections, and includes solution selling guidelines and ideas for creating and delivering potent presentation practices. In addition, the author covers such hot topics as managing reps attitudes and how to close the sale. He also includes suggestions for overcoming buyer resistance and making change occur as well as getting beyond barriers that block decision-makers, and much, much more.
 

 

Table of Contents

Preface

Chapter 1 How to Use This Sales Training Resource for Optimal Results

Part One: Preparing the Sales Pro to Sell

Chapter 2. What Makes a World Class Sales Pros—Selling the Value

Chapter 3. The Many, Many Values of a Selling System

Chapter 4. Competitive Intelligence and Prospect Research

Chapter 5. Potent Communication Skills

Chapter 6. Buyers' Behavior and Decision-Making Strategy

Chapter 7. Potent Proposals

Chapter 8. Pre-Work for the Sales Call

Part Two: Training the Sales Pro to Sell

Chapter 9. Establishing Rapport

Chapter 10. Prospecting

Chapter 11. Opening the First Meeting

Chapter 12. Qualifying and Disqualifying Prospects

Chapter 13. Bypassing Gatekeepers

Chapter 14. Using Questions

Chapter 15. Practicing Listening Skills

Chapter 16. The Ultimate Objection-Handling Tool

Chapter 17. Solution- Versus Consequence-Centered Selling

Chapter 18. Practicing Presentation Skills

Chapter 19. Closing

Chapter 20. Debriefing the Call

Chapter 21. Following Up After the Sale

Chapter 22. Up-Selling and Cross-Selling

Part Three: Training the Sales Pro to Improve Performance

Chapter 23. Daily Performance Tips

Chapter 24. Know Your Numbers

Chapter 25. Finding and Utilizing Mentors

Chapter 26. Ten Keys to Working a Trade Show

Chapter 27. Negotiating

Chapter 28. Mental Health for Sales Pros

Chapter 29. Ethics for Sales Pros

Part Four: Re-Creating Your Training Experience—Key Concerns

Chapter 30. How to Redesign Your Existing Sales Training

Chapter 31. Buy It, Don't Build It

Chapter 32. Sales Contests Connected to Training

Chapter 33. Reps You Should Not Be Training

Chapter 34. What's Missing from This Book

Chapter 35. A Critical Trend You Can't Ignore

Part Five: Appendices

Appendix 1. The Ultimate Sales Training Website/Blog

Appendix 2. Websites of Books, Companies, and Associations in This Book

Appendix 3. The Most Interesting Man in the (Sales) World

About the Author

About the Author

Dan Seidman of GOT INFLUENCE? has been speaking, training and consulting for more than twenty-five years. He has been named "One of the Top 12 Sales Coaches in America" and is the designer of ASTD's global sales training program.

Reviews

Praise for The Ultimate Sales Training Handbook
 
"This book should be on the desk of every sales manager and sales trainer. Dan Seidman created a treasure chest of ideas, concepts, skills-sets and motivation tools that are ready to be converted into cash." —Gerhard Gschwandtner, founder and publisher, Selling Power Magazine
 
"Sales professionals throughout the world will discover performance improvement through this training encyclopedia. Dan Seidman is helping make sales training a major strategic driver for all organizations."—Tony Bingham, president and CEO, ASTD
 
"Each chapter just might be the one piece that plugs the gap in your team's performance. Dan is truly earning the title Trainer to the World's Sales Trainers." —Willis Turner, CAE CSE, president and CEO, of Sales & Marketing Executives International
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