Sales Training Basics, Third Edition

A primer for those new to selling. You’ll explore the psychology of selling, questioning techniques, closing a sale, telephone selling, and more. Through a series of lively exercises you'll learn techniques of selling and the importance of a positive attitude and self-image. 

Table of Contents

Voluntary Contract

Part 1: Attitude and Selling Success
Two Ways to Go
Case 1: A Decision for Ramona
What Can Success in Selling Do for You?
Your Attitude Is Showing
Characteristics of Successful Salespeople
Case 2: Will Joe Survive?
The Psychology of Selling

Part 2: How to Play the Selling Game
Selling Is Like Playing Baseball
Tips on How to Get to First Base
Get to Second Base: A Professional Presentation
Case 3: Who Made the Sale?
Make the Move to Third
Case 4: Who Will Be Most Successful?
Getting Home: How to Close the Sale
Case 5: Who Closed the Sale?
Review

Part 3: Back to Basics
Some Thoughts on Selling in Tough Times
Little Things That Count
Selling Via the Telephone
Selling Occupations Pay Off in Many Ways
Case 6: Wendy the Waitress
Selling and Time Management
Case 7: Who Will Win The Trip to Hawaii?
Reward Yourself
Looking Ahead
Author’s Suggested Answers

A Final Reminder

Objectives

•  Identify the characteristics of successful salespeople
•  Gain tips on how to sell successfully
•  Work through specific selling situations

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