Sales Training Handbook, 1st Edition

Section I: Training Your Team in the Five Basics of Selling.

Mini-Seminar 1: Product IQ = Claims + Features + Benefits + Naildowns.

Mini-Seminar 2: Why Do "I" Care?: Defining Your Passion and Personal Buy-In Factor.

Mini-Seminar 3: Identifying the Five Steps to Selling.

Mini-Seminar 4: Building Your Sales Presentation Around the Five Steps.

Mini-Seminar 5: The Impact of Attitude on Sales Performance.

Mini-Seminar 6: Attention: How to Gain a Favorable Start.

Mini-Seminar 7: Interest: How to Capture It.

Mini-Seminar 8: Presentation: What's It All About?

Mini-Seminar 9: Desire: Building the Emotional Want in Your Offer.

Mini-Seminar 10: Close: Getting the Commitment and the Order.

Mini-Seminar 11: Building Relationships with the Stacking-N-Linking Conversational Model.

Section II: Increasing Your Team's Selling Effectiveness.

Mini-Seminar 12: Fine-Tuning Your Sales Presentation with the Five Enhanced Selling Steps.

Mini-Seminar 13: Overcoming the Sales Blahs and Negative Stereotypes.

Mini-Seminar 14: Using the Sales Funnel to Stay Sales Healthy.

Mini-Seminar 15: Qualifying Your Profile Customer and Understanding the 80/20 Rule.

Mini-Seminar 16: Designing a Qualified Suspect Profile for Increased Sales.

Mini-Seminar 17: Overcoming "No".

Mini-Seminar 18: Dealing with Objections for Constructive Outcomes.

Mini-Seminar 19: The Four Mental Decisions Associated with Every Purchase Transaction.

Mini-Seminar 20: Designing Core Dis-Qualifying Questions.

Mini-Seminar 21: Selling to the Five Different Age Segmentations.

Mini-Seminar 22: Selling to Gender-Specific Needs.

Mini-Seminar 23: Selling to Individuals in One-on-One Situations.

Mini-Seminar 24: Selling to Groups: Group Presentation Dynamics.

Mini-Seminar 25: Selling to Culturally Diverse Audiences.

Mini-Seminar 26: Differentiating Your Offer via Unique Selling Features/USF#1.

Mini-Seminar 27: Differentiating Your Offer via Unique Service Features/USF#2.

Mini-Seminar 28: Showing the Customer How Your Offer Excels.

Mini-Seminar 29: Seven Steps to Improved Listening Skills.

Mini-Seminar 30: Improving Your Communication Effectiveness: Sending the Correct Signal.

Section III: Professional-Level Selling Skills.

Mini-Seminar 31: Using Rule 1/12/50 to Continually Connect.

Mini-Seminar 32: Leveraging Existing Relationships for More Business.

Mini-Seminar 33: Getting Referrals from Every Client.

Mini-Seminar 34: Cultivating New Business: The BLENDS Model.

Mini-Seminar 35: Cross-Selling.

Mini-Seminar 36: Up-Selling.

Mini-Seminar 37: Down-Selling to Better Serve the Client.

Mini-Seminar 38: Identifying Your Target-Rich Environment (TRE).

Mini-Seminar 39: Cultivating Other TREs.

Mini-Seminar 40: Why Customers Love You or Leave You.

Mini-Seminar 41: Building Lasting Sales Relationships by Providing Reliable C.A.R.E.

Mini-Seminar 42: Three Keys to Follow-Up Success.

Mini-Seminar 43: Building Your Brand Recognition.

Mini-Seminar 44: Using Your Business Card As Your Number 1 Selling Instrument.

Mini-Seminar 45: Competitive Analysis: You Versus?

Mini-Seminar 46: Cultivating Advocates from Existing Clients.

Mini-Seminar 47: Mastering the Telephone.

Mini-Seminar 48: Using Other Forms of Technology to Complement Your Sales Effectiveness.

Mini-Seminar 49: Time Management Effectiveness with Quadrant Manager System.

Mini-Seminar 50: Using a Database Management System to Assist in Your Sales Efforts.

Mini-Seminar 51: Tracking Your Account Activity and Status.

Mini-Seminar 52: Becoming an Expert.

Appendix A: Professional Sales Skills Self-Assessment Inventory.