SELLING 101 -- THIRD EDITION
SALES TRAINING TUTORIALS
Sales Training Tutorials is a larger book (235 pages, 8.25x11 inches). The 25 tutorials include more extensive worksheets, templates, checklists, and sample scripts to help structure your work in each of the various tasks in selling.
While the coverage in this Sales Training Tutorials overlaps with many of the same areas as How to Sell Face-to-Face: Survival Guide, the coverage in Tutorials is in more depth. Survival is for starters; Tutorials is for more advanced use.
Tutorials can be used either self-instructionally by an individual working alone, or as the core text in a class or group setting, or for sales-team meetings. (An accompanying Sales Manager/Instructor Guide will be released shortly.)
235 pages, 8.25x11. ISBN: 0-9768406-5-0 $19.95
To order via Amazon as either e-book or paper version (Note: e-version will be available shortly.)
Note: Amazon a offers free apps that enable you to read on other e-readers including i-pad, i-book, BlackBerry and others.
SALES PRESENTATIONS AND DEMONSTRATIONS:
It also addresses the essential point that demonstrations, presentations, proposals, free-trials, discounts and other special deals are "proof sources," given for a specific, defined purpose, agreed-upon in advance with the prospective buyer. Unless the prospect is willing to make that up-front commitment, then it usually makes little sense for the sales person to proceed.
P-book edition: 80 pages, 6x9. ISBN: 0-9768406-3-4
Note: Amazon provides free apps that enable you to read on other e-readers including i-pad, i-book, BlackBerry and others.________________________________________________________
SMART QUESTIONS FOR WINNING THE GAMES OF BUSINESS AND LIFE
Essential to career success – and particularly success in sales and marketing – are the "people skills" of learning to spot and cope with the games, ploys, and manipulations you encounter within work organizations. Advanced communication skills-including how-to decode subtle, even covert communications-are equally key to career success in both the business and public sectors.
SMART QUESTIONS FOR WINNING THE GAMES OF BUSINESS AND LIFE is structured around ways of arriving at sound answers to questions like these:
-- What is "winning" for me? What is winning for the others, including hidden players operating through stand-ins?
-- What's really going on here: is this a real issue, or a subtle test?
-- Am I being given the recognition and compensation that I (honestly) deserve? If not, why not, and what can I do about it?
-- What are the "real rules" that operate here, beneath the coded language and disinformation? What are the real rules that govern communication skills here? That impact interpersonal and people skills?
-- What's my best move at this point? Is a confrontation needed? If so, is now the best time?
-- Do I really need to be involved in this? Or am I being drawn into someone else's problem?
-- Who are the other people involved in this situation (or "game"), and what are they really after? What is "success" to them, and how does that accord with or differ from my definition of success in this instance, as well as in overall career success?
-- What should I consider before taking action? Am I thinking enough steps ahead?
-- Are there broader opportunities hidden within this situation?
-- What can I learn from this situation? How should I handle a similar case when it comes again?
-- What's my best move, here and now, toward accomplishing my overall objective? Toward achieving my own career success?