Sales Training Solutions: Complete Self-Assessment Guide PDF Download
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Author: Gerardus Blokdyk
Publisher:
ISBN: 9781987490084
Category :
Languages : en
Pages : 134
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Book Description
How do we maintain Sales Training Solutions's Integrity? What are the Key enablers to make this Sales Training Solutions move? How likely is the current Sales Training Solutions plan to come in on schedule or on budget? Is there a recommended audit plan for routine surveillance inspections of Sales Training Solutions's gains? How do we measure improved Sales Training Solutions service perception, and satisfaction? This exclusive Sales Training Solutions self-assessment will make you the accepted Sales Training Solutions domain authority by revealing just what you need to know to be fluent and ready for any Sales Training Solutions challenge. How do I reduce the effort in the Sales Training Solutions work to be done to get problems solved? How can I ensure that plans of action include every Sales Training Solutions task and that every Sales Training Solutions outcome is in place? How will I save time investigating strategic and tactical options and ensuring Sales Training Solutions costs are low? How can I deliver tailored Sales Training Solutions advice instantly with structured going-forward plans? There's no better guide through these mind-expanding questions than acclaimed best-selling author Gerard Blokdyk. Blokdyk ensures all Sales Training Solutions essentials are covered, from every angle: the Sales Training Solutions self-assessment shows succinctly and clearly that what needs to be clarified to organize the required activities and processes so that Sales Training Solutions outcomes are achieved. Contains extensive criteria grounded in past and current successful projects and activities by experienced Sales Training Solutions practitioners. Their mastery, combined with the easy elegance of the self-assessment, provides its superior value to you in knowing how to ensure the outcome of any efforts in Sales Training Solutions are maximized with professional results. Your purchase includes access details to the Sales Training Solutions self-assessment dashboard download which gives you your dynamically prioritized projects-ready tool and shows you exactly what to do next. Your exclusive instant access details can be found in your book.
Author: Gerardus Blokdyk
Publisher:
ISBN: 9781987490084
Category :
Languages : en
Pages : 134
Get Book Here
Book Description
How do we maintain Sales Training Solutions's Integrity? What are the Key enablers to make this Sales Training Solutions move? How likely is the current Sales Training Solutions plan to come in on schedule or on budget? Is there a recommended audit plan for routine surveillance inspections of Sales Training Solutions's gains? How do we measure improved Sales Training Solutions service perception, and satisfaction? This exclusive Sales Training Solutions self-assessment will make you the accepted Sales Training Solutions domain authority by revealing just what you need to know to be fluent and ready for any Sales Training Solutions challenge. How do I reduce the effort in the Sales Training Solutions work to be done to get problems solved? How can I ensure that plans of action include every Sales Training Solutions task and that every Sales Training Solutions outcome is in place? How will I save time investigating strategic and tactical options and ensuring Sales Training Solutions costs are low? How can I deliver tailored Sales Training Solutions advice instantly with structured going-forward plans? There's no better guide through these mind-expanding questions than acclaimed best-selling author Gerard Blokdyk. Blokdyk ensures all Sales Training Solutions essentials are covered, from every angle: the Sales Training Solutions self-assessment shows succinctly and clearly that what needs to be clarified to organize the required activities and processes so that Sales Training Solutions outcomes are achieved. Contains extensive criteria grounded in past and current successful projects and activities by experienced Sales Training Solutions practitioners. Their mastery, combined with the easy elegance of the self-assessment, provides its superior value to you in knowing how to ensure the outcome of any efforts in Sales Training Solutions are maximized with professional results. Your purchase includes access details to the Sales Training Solutions self-assessment dashboard download which gives you your dynamically prioritized projects-ready tool and shows you exactly what to do next. Your exclusive instant access details can be found in your book.
Author: Gerardus Blokdyk
Publisher: 5starcooks
ISBN: 9780655159438
Category :
Languages : en
Pages : 126
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Book Description
How would one define Sales Training Solutions leadership? What are the disruptive Sales Training Solutions technologies that enable our organization to radically change our business processes? How to Secure Sales Training Solutions? Is there any existing Sales Training Solutions governance structure? How do we manage Sales Training Solutions Knowledge Management (KM)? This astounding Sales Training Solutions self-assessment will make you the dependable Sales Training Solutions domain auditor by revealing just what you need to know to be fluent and ready for any Sales Training Solutions challenge. How do I reduce the effort in the Sales Training Solutions work to be done to get problems solved? How can I ensure that plans of action include every Sales Training Solutions task and that every Sales Training Solutions outcome is in place? How will I save time investigating strategic and tactical options and ensuring Sales Training Solutions opportunity costs are low? How can I deliver tailored Sales Training Solutions advice instantly with structured going-forward plans? There's no better guide through these mind-expanding questions than acclaimed best-selling author Gerard Blokdyk. Blokdyk ensures all Sales Training Solutions essentials are covered, from every angle: the Sales Training Solutions self-assessment shows succinctly and clearly that what needs to be clarified to organize the business/project activities and processes so that Sales Training Solutions outcomes are achieved. Contains extensive criteria grounded in past and current successful projects and activities by experienced Sales Training Solutions practitioners. Their mastery, combined with the uncommon elegance of the self-assessment, provides its superior value to you in knowing how to ensure the outcome of any efforts in Sales Training Solutions are maximized with professional results. Your purchase includes access details to the Sales Training Solutions self-assessment dashboard download which gives you your dynamically prioritized projects-ready tool and shows your organization exactly what to do next. Your exclusive instant access details can be found in your book.
Author: Renie Mcclay
Publisher: Kaplan Publishing
ISBN: 9781419585449
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
What do Motorola, Kraft Foods, Kodak, Time, RR Donnelley have in common? They have winning sales forces that were trained or consulted by the contributors to Sales Training Solutions. Whether you’re a new sales trainer or have been around the block and need a refresher course, veteran sales trainer Renie M. McClay has gathered the expertise of the most dynamic and sought-after sales trainers to help you learn what works, what doesn’t, and what needs to be done to successfully integrate sales training initiatives. With a combined 125 years of training expertise with Fortune 500 companies and work in industries as varied as manufacturing, packaging, consumer goods, publishing, and technology, Sales Training Solutions is truly a one-stop source for new and innovative training initiatives. Many of the topics in Sales Training Solutions have not been written about anywhere else, including: * What goes on behind closed doors—how training really works in an organization * How to get sales management involved in and supportive of training * Strategies to create a customer-centric sales force * Effective tactics to train nontechnical salespeople on technical topics * How to measure sales training effectiveness and impact Full of advice from some of the top names in sales training, there is no other book that delivers the experts like Sales Training Solutions. Whether you’re looking for expertise from training leaders and training practitioners or insights from corporate professionals and solution providers, look no further than Sales Training Solutions. Contributors and topics include: * Jim Graham, VP of Training and Development, RR Donnelley on getting leadership support * Gary Summy, Global Director of Performance Development, Sales, and Marketing, Motorola on measuring the impact of sales training * Renie McClay, Sales Training Utopia and former Sales Training Manager of Kraft Foods on making sales training fun, interactive, and educational * Don Sterkel, former Senior Director of Learning and Development, Time Warner on sales managers as key stakeholders * Becky Stewart-Gross, President, Building Bridges on what salespeople want * Susanne Conrad, Director of Organizational Effectiveness and Development, Dechert-Hampe & Company on creating a stellar customer-centric sales force * William Magagna, Senior Instructional Designer, Dade Behring on developing strategies for sales training technology selection * Luann Irwin, LAI Associates, former Manager of Training of Kodak on tech talk—teaching technology to sales professionals * Michael Rockelmann, Driving Results, formerly of United Airlines on building a training program and making an outsourcing decision * Bob Rickert, Regional Sales Manager, Aarthun Performance Group on building a business case for sales training * Diane M. Bowe, Director, Drake Resource Group on creating effective product training
Author: David H. Mattson
Publisher: McGraw Hill Professional
ISBN: 1259643255
Category : Business & Economics
Languages : en
Pages : 259
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Book Description
The comprehensive 6-stage selling program from Sandler Training-- "Top 20 Sales Training Company" by Selling Power Magazine Competitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams. To keep treasured clients and gain new ones, you need a system to win business with profitable enterprise clients, serve them effectively and grow the relationships over time. You start with Sandler Enterprise Selling. The only enterprise selling system based on the proprietary Sandler Selling System methodology created by David H. Sandler This practical, step-by-step book is designed specifically for selling teams committed to high achievement in the enterprise environment. The program’s powerful six stages will guide you to: 1. Set a baseline for success for each territory and account 2. Identify opportunities with the highest probability of success 3. Engage with buyers to qualify enterprise opportunities 4. Craft solutions that directly address your client’s needs 5. Propose your solution and achieve advancement 6. Serve and satisfy your client, earning the right to grow the business Each of the stages represents a key piece of the puzzle in the proactive, team-oriented Sandler Enterprise Selling (SES) process. With the proven training techniques in this book, you’ll be able to use SES to win, grow and serve enterprise clients. You’ll learn how to master 13 selling tools integral to your SES success—like the KARE Account Planning Tool, Growth Account Booster Tool, LinkedIn Levers Tool, and Client-Centric Satisfaction Tool. You’ll discover practical solutions to the vastly complex challenges in enterprise organizations - extended sales cycles, wide buyer networks, or significant investments in pursuits. Overcoming these unique challenges presents great opportunities for selling teams. Sandler Enterprise Selling provides the framework needed to succeed in the enterprise arena, winning, growing and keeping major accounts. Note: These are the same training principles that are taught to tens of thousands of sales executives and managers every year at more than 200 Sandler Training companies around the world. If you want to stay competitive in the enterprise selling arena, you need to train, study, and read Sandler Enterprise Selling.
Author: Jeb Blount
Publisher: John Wiley & Sons
ISBN: 1119477387
Category : Business & Economics
Languages : en
Pages : 249
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Book Description
There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don’t care or consider: Who you are What you sell How you sell If you are new to sales or a veteran If your sales cycle is long or short – complex or transactional For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount’s Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what’s really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections. What you won’t find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers’ resistance. Instead, you’ll learn a new psychology for turning-around objections and proven techniques that work with today’s more informed, in control, and skeptical buyers. Inside the pages of Objections, you’ll gain deep insight into: How to get past the natural human fear of NO and become rejection proof The science of resistance and why buyers throw out objections Human influence frameworks that turn you into a master persuader The key to avoiding embarrassing red herrings that derail sales calls How to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objections Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation How to easily skip past reflex responses on cold calls and when prospecting How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale Rapid Negotiation techniques that deliver better terms and higher prices As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.
Author: Nick Kane
Publisher: John Wiley & Sons
ISBN: 1119052580
Category : Business & Economics
Languages : en
Pages : 230
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Book Description
Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.
Author: Bob Negen
Publisher: Wiley + ORM
ISBN: 1118044703
Category : Business & Economics
Languages : en
Pages : 249
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Book Description
If you own and operate a small retail business, this guide will give you a proven system for marketing your store, allowing you to compete with online merchants and big-box stores alike. Full of fresh and innovative ideas for promoting small stores, it will show you how to create a great in-store experience and build loyal, long-lasting relationships with customers.
Author: Ron Willingham
Publisher: Currency
ISBN: 0385509561
Category : Business & Economics
Languages : en
Pages : 239
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Book Description
“I have observed several hundred salespeople who were taught to use deceptive practices like ‘bait and switch’ and encouraged to play negotiation games with customers... In the same industry, I have observed countless people who had been taught to sell with high integrity. Ironically, their customer satisfaction, profit margins, and salesperson retention were significantly higher.” — Ron Willingham If you’ve tried manipulative, self-focused selling techniques that demean you and your customer, if you’ve ever wondered if selling could be more than just talking people into buying, then Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs — and believing that you can meet those needs — will you enjoy relationships with customers built on trust. And only then, when you bring more value to your customers than you receive in payment, will you begin to reap the rewards of high sales. Since the publication of Ron Willingham’s enormously successful first book, Integrity Selling, his sales program has been adopted by dozens of Fortune 500 companies, such as Johnson & Johnson and IBM, as well as the American Red Cross and the New York Times. In his new book, Integrity Selling for the 21st Century, Willingham explains how his selling system relates to today’s business climate — when the need for integrity is greater than ever before. Integrity Selling for the 21st Century teaches a process of self-evaluation to help you become a stellar salesperson in any business climate. Once you’ve established your own goals and personality traits, you’ll be able to evaluate them in your customers and adapt your styles to create a more trusting, productive relationship. Drawing upon Willingham’s years of experience and success stories from sales forces of the more than 2,000 companies that have adopted the Integrity Selling system, Ron Willingham has created a blueprint for achieving success in sales while staying true to your values.
Author: Art Sobczak
Publisher: John Wiley & Sons
ISBN: 0470619813
Category : Business & Economics
Languages : en
Pages : 261
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Book Description
Praise for SMART CALLING "Finally, a sales book that makes sense! As a master sales trainer, Art nailed—no, obliterated—the number one fear of selling in this great book: cold calling! Let him teach you to stop cold calling and start Smart Calling!"—LARRY WINGET, television personality and New York Times bestselling author "Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and you will sell much more and develop a prospect base of potential customers who will call you when they are ready to purchase or graciously take your future calls. This is THE BEST sales text I have read in the past twenty years."—REX CASWELL, PhD, VP, LexisNexis Telephone Sales "You get only one chance to make the right impression in sales. If a top prospect gets a hundred calls a week, you want to be the one he remembers and buys from. Art's proven methods create a unique brand for you and position your offering as the best option. Art's advice isn't just smart, it's priceless."—BOB SILVY, VP, Corporate Marketing, American City Business Journals "Smart Calling effectively enables inside sales reps and organizations to accomplish a top priority—acquiring new customers. Art's pragmatic and actionable techniques will increase productivity, success, and professional satisfaction."—BILL McALISTER, SVP, Inside Sales, McAfee "A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. I'm so sure this book is a winner for anyone who needs to call prospects that I'll personally assure you that your results will increase noticeably after reading it, or I'll send you your money back."—MIKE FAITH, CEO & President, Headsets.com, Inc. "If you need to make a first call to anyone, for whatever reason, this book is for you. More than common sense, it's a real-world, no-fluff, simple approach that anyone can use to be successful."—DARCI MAENPA, President, West Coast Chapter, American Teleservices Association; Director, Member Support, Toastmasters International
Author: Mahan Khalsa
Publisher: Penguin
ISBN: 144063291X
Category : Business & Economics
Languages : en
Pages : 289
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Book Description
The new way to transform a sales culture with clarity, authenticity, and emotional intelligence. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers: · Start new business from scratch in a way both salespeople and clients can feel good about · Ask hard questions in a soft way · Close the deal by opening minds
