Table of Contents
- Introduction
- A Career in Sales
- 10 Benefits of a Career in Sales
- Characteristics of Elite Sales Professionals
- The Definition of Selling
- Suited to Sales
- Defining Leads, Prospects and Opportunities
- The Sales Process
Chapter I – Prospecting
- Vertical Prospecting
- How to Warm Up Your Cold Calls
- How to Handle Rejection
- How to Develop Self-Confidence
- Your Call Objective
- Gatekeepers
- Consistent Prospecting
- Email Outreach, Voicemails and Social Selling
Chapter II – Qualifying
- Features, Benefits and Outcomes (FBO)
- Open the Call and Interrupt the Pattern
- How to Pique Your Prospects Interest
- How to Overcome Phone Fear
- How to Make a Good First Impression
- Death by Micro-Pitching
- How to Deal with ‘Not Interested’
- How to Handle Requests for Information
- How to Handle Stubborn Prospects
- How to Build Trust and Rapport
- Fear of Questioning
- How to Avoid Foolish Assumptions
- Your Questioning Strategy
- The Power of Closed Questions
- How to Handle Premature Pricing Questions
- How to Crush Your Competitors
- The Rebound Questioning Technique
- How to Spot Buying Signals
- Carrying Bad Karma
- The 1 to 10 Questioning Technique
- The ‘No Way Out’ Questioning Technique
- Buyer Motives
- The 3 Stages of Buyer Motive
- Questions to Uncover Motive
- How to Uncover Decision Processes, Timelines and Stakeholders
- Your Closing Statement
- Concrete Next Steps
- Purposeful Mistakes
- Following Up
- The Buying Zone
- The 5 Contact Roles
- Attention to Detail
- Objection Handling
- The 3 Types of Objections
- The 6-Step Objection Handling Strategy
- How to Handle Price Objections
- When and How to Discuss Pricing
- How to Avoid Dropping Your Pants
Chapter III – Presentation
- Kill the Demo
- Presentation Problems
- 6 Steps to Excellent Presentation Meetings
- Control Your Meetings with an Agenda
- The Qualification Recap
- The Brief Company Presentation
- How to Prepare Your Presentation
- How to Present Your Solution
- How to Begin Your Presentation
- How to Wrap Up Your Presentation
Chapter IV – Closing and Negotiating
- How to Get Commitment
- How to Get the Signature
- How to Negotiate Win-Win Contracts
- Negotiating with Children
- Negotiation Cultures
- How to Spot a Negotiator
- How to Handle Beliefs and Emotions
- The Happy Medium
- Start High. End Happy.
- Practise, Execute, Fail and Learn