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10 Steps to Sales Success

As a professional sales trainer, I have discovered a very important aspect of adult learning: people love simplicity. The simpler the better. I wrote this book with that goal in mind; to reveal the simplicity of selling. Selling is simple. Simple is fun. That is why the KISS principle (Keep It Simple Salespeople) prevails. This book offers an approach that strips away the perceived complexities of selling and discusses selling in its purest form: a dialogue between two human beings. The required skills of an effective sales professional have become increasingly sophisticated. Today's customers are looking for a whole range of products and services to. | Table of Contents 10 Steps to Sales Success The Proven System that Can Shorten the Selling Cycle Double Your Close Ratio and Significantly Increase Your Income Preface moved to end of book Introduction Why This Book Chapter 1 - The Sequential Model of Professional Selling Chapter 2 - Attitudes of Success Five Pillars Chapter 3 - Planning and Preparation Measure Twice Cut Once Chapter 4 - Time Management It s About Time Chapter 5 - Prospecting I Know Where You Are Hiding Chapter 6 - Building Rapport and Trust Behavioral Flexibility Chapter 7 - Discovery Game Day Chapter 8 - Presentation Skills Value-Added Solutions Chapter 9 - Confirming the Sale Closing Chapter 10 - Creative Negotiation There is Always a Way Chapter 11 - Action Plan Implementation Chapter 12 - Follow-Up You Never Call or Write Anymore Conclusion Bibliography Recommended Readings Index omitted List of Figures omitted List of Sidebars omitted Introduction Why This Book As a professional sales trainer I have discovered a very important aspect of adult learning people love simplicity. The simpler the better. I wrote this book with that goal in mind to reveal the simplicity of selling. Selling is simple. Simple is fun. That is why the KISS principle Keep It Simple Salespeople prevails. This book offers an approach that strips away the perceived complexities of selling and discusses selling in its purest form a dialogue between two human beings. The required skills of an effective sales professional have become increasingly sophisticated. Today s customers are looking for a whole range of products and services to meet their business and personal needs. Customers have become immune to traditional sales techniques. Technological changes sales automation deregulation and the global economy have blurred many product distinctions at the same time stimulating a highly competitive selling environment. Nowadays product and price alone will not sustain a competitive edge. We have seen the demise of the obvious .