Buying signals from the gatekeeper or screen: What kinds of cues should you be alert for? (For the record, gatekeeper and screen are usually interchangeable terms, and may apply to anyone from the guard at the gate, to the secretary, to the Decision Maker's personal assistant.)
Career transition rebounders such as those profiled in a Business Week article (and the related on-line slideshow) are examples demonstrating that you can leave the corporate nest and go on to successfully "sell your better mousetrap" or yourself. (Not explicitly mentioned is the very real issue of how to sell your newly-rebounded self, or your new venture. No matter: we cover that how-to-sell in this blog.)
The 29 people --- career transition rebounders --- profiled in the video/slide-show include,
You’ll find here free sales training articles and tutorials, checklists and sales tips, as well as links to our sales training books --- all focused on Selling Face to Face.
The free sales training articles and tutorials here are adapted from the courses and workshops I developed on contract for the “sales universities” of world-class marketing companies such as Xerox in the United States and abroad, Kodak, Motorola, Sylvania, Bank of America, and others . . . as filtered through my own experience in marketing consulting services.
The aim is to provide practical sales training across the spectrum from beginners (starting up new businesses, or making career changes) to experienced sales people looking for fresh approaches, or hoping to gain the kind of professional selling skills they would have developed as attendees in big company sales training programs.
In the free sales training articles here, and in the related books, we cover topics including,
Finding and getting through to sales prospects
Telephone etiquette in getting past screens
Sales cold calling: when, when not, and how
Consultative selling— selling by asking smart questions
Helping sales prospects become more aware of the value of filling needs
Ways of closing sales
Handling objections, questions, and hesitations.
The how-to of Sales presentations and demonstrations
Buying signals from the gatekeeper or screen: What kinds of cues should you be alert for? (For the records, gatekeeper and screen are usually interchangeable terms, and may apply to anyone from the guard at the gate to the secretary to the personal assistant to the Decision Maker.)
Be attuned for the subtle clues, or buying signals, gatekeepers may send that indicate that this secretary or other screen is becoming interested, and hence relaxing the barrier.
25 tutorials, plus checklists and worksheets. A larger, more detailed how-to guide that covers all aspects from defining the product in terms that will click with prospects' needs; through finding and getting through to key prospects with buying authority; using a consultative selling approach to develop awareness of needs; closing for the order; responding to objections and questions; when and how to provide proof such as demonstrations, formal presentations, and free trials.
Designed for use both individually as well as in classroom/ sales team settings. An accompanying Sales Manager/Instructor Guide will be available soon.