Sales Training Handbook [精裝]

Preface
Sect. 1　Training Your Team in the Five Basics of Selling
　Mini-Seminar 1: Product IQ = Claims + Benefits + Benefits + Naildowns　3
　Mini-Seminar 2: Why Do "I" Care?: Defining Your Passion and Personal Buy-In Factor　11
　Mini-Seminar 3: Identifying the Five Steps to Selling　15
　Mini-Seminar 4: Building Your Sales Presentation Around the Five Steps　25
　Mini-Seminar 5: The Impact of Attitude on Sales Performance　29
　Mini-Seminar 6: Attention: How to Gain a Favorable Start　39
　Mini-Seminar 7: Interest: How to Capture It　45
　Mini-Seminar 8: Presentation: What's It All About?　51
　Mini-Seminar 9: Desire: Building the Emotional Want in Your Offer　57
　Mini-Seminar 10: Close: Getting the Commitment and the Order　65
　Mini-Seminar 11: Building Relationships with the Stacking-N-Linking Conversational Model　73
Sect. 2　Increasing Your Team's Selling Effectiveness
　Mini-Seminar 12: Fine-Turning Your Sales Presentation with the Five Enhanced Selling Steps　81
　Mini-Seminar 13: Overcoming the Sales Blahs and Negative Stereotypes　85
　Mini-Seminar 14: Using the Sales Funnel to Stay Sales Healthy　89
　Mini-Seminar 15: Qualifying Your Profile Customer and Understanding the 80/20 Rule　95
　Mini-Seminar 16: Designing a Qualified Suspect Profile for Increased Sales　99
　Mini-Seminar 17: Overcoming "No"　105
　Mini-Seminar 18: Dealing with Objections for Constructive Outcomes　109
　Mini-Seminar 19: The Four Mental Decisions Associated with Every Purchase Transaction　113
　Mini-Seminar 20: Designing Core Dis-Qualifying Questions　119
　Mini-Seminar 21: Selling to the Five Different Age Segmentations　123
　Mini-Seminar 22: Selling to Gender-Specific Needs　127
　Mini-Seminar 23: Selling to Individuals in One-on-One Situations　131
　Mini-Seminar 24: Selling to Groups: Group Presentation Dynamics　135
　Mini-Seminar 25: Selling to Culturally Diverse Audiences　139
　Mini-Seminar 26: Differentiating Your Offer via Unique Selling Features/USF#1　143
　Mini-Seminar 27: Differentiating Your Offer via Unique Service Features/USF#2　147
　Mini-Seminar 28: Showing the Customer How Your Offer Excels　151
　Mini-Seminar 29: Seven Steps to Improved Listening Skills　155
　Mini-Seminar 30: Improving Your Communication Effectiveness: Sending the Correct Signal　161
Sect. 3　Professional-Level Selling Skills
　Mini-Seminar 31: Using Rule 1/12/50 to Continually Connect　167
　Mini-Seminar 32: Leveraging Existing Relationships for More Business　171
　Mini-Seminar 33: Getting Referrals for Every Client　175
　Mini-Seminar 34: Cultivating New Business: The BLENDS Model　179
　Mini-Seminar 35: Cross-Selling　183
　Mini-Seminar 36: Up-Selling　187
　Mini-Seminar 37: Down-Selling to Better Serve the Client　191
　Mini-Seminar 38: Identifying Your Target-Rich Environment (TRE)　195
　Mini-Seminar 39: Cultivating Other TREs　199
　Mini-Seminar 40: Why Customers Love You or Leave You　203
　Mini-Seminar 41: Building Lasting Sales Relationships by Providing Reliable C.A.R.E.　209
　Mini-Seminar 42: Three Keys to Follow-Up Success　217
　Mini-Seminar 43: Building Your Brand Recognition　219
　Mini-Seminar 44: Using Your Business Card As Your Number 1 Selling Instrument　221
　Mini-Seminar 45: Competitive Analysis: You Versus?　225
　Mini-Seminar 46: Cultivating Advocates from Existing Clients　229
　Mini-Seminar 47: Mastering the Telephone　233
　Mini-Seminar 48: Using Other Forms of Technology to Complement Your Sales Effectiveness　237
　Mini-Seminar 49: Time Management Effectiveness with the Quadrant Manager System　241
　Mini-Seminar 50: Using a Database Management System to Assist in Your Sales Efforts　245
　Mini-Seminar 51: Tracking Your Account Activity and Status　249
　Mini-Seminar 52: Becoming an Expert　253
　Professional Sales Skills Self-Assessment Inventory
　Bibliography and Suggested Readings　259