SALES TRAINING BOOKS AND GUIDES

SELLING 101 -- THIRD EDITION

SELLING 101 takes a practical, step-by-step approach,  taking the user through the process of finding viable prospects; working with gatekeepers and screens; getting appointments; making face to face sales calls; using a consultative selling approach to build the prospect's awareness of needs, and how your product or service will best fill those needs; handling objections and questions; and closing the sale.

 

This third edition SELLING 101 is currently available in E-book format for Kindle, Nook, i-pad and others.

 

 

To see contents and sample chapter of SELLING 101

 

To order via Amazon as either e-book or paper version

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SALES TRAINING TUTORIALS -- SECOND EDITION

Sales Training Tutorials is intended for people relatively new to sales, or those setting up in new businesses or self-employment.  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.

 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.)

To see contents and sample chapters

To order via Amazon as either e-book or paper version  

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SALES PRESENTATIONS AND DEMONSTRATIONS

Self-Instructional Handbook

This focuses on the practical how-to of presenting or demonstrating in front of the prospect, as well as the very important matter of reading (and sending) non-verbal messages.

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.

 

 To order via Amazon as either e-book or paper version