Sales Insights, Volume 2
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Sales Insights - Volume 2
Introduction
My four and a half year old son recently asked me a question. He was looking for someone to play a game with and he said, "Daddy would you like to play one game or two with me?" It's pretty tough to say no to an approach like that especially when it's coming from a sweet little child. My wife laughed and said, "He's using your sales skills on you." I was very impressed and we both got a good chuckle out of it.
Whether or not you call yourself a salesperson or have that title on your business card, professional selling skills are for everyone. Selling skills that involve manipulation, brow beating people into doing what you want, annoying them until they break, wearing down your opponent, getting what you want at the expense of others or talking customers into something that they clearly don't need, may be used by some but be assured that the ideas in Sales Insights are not intended for these adversarial styles of selling.
The Consultative Selling approach promoted in Sales Insights, outlines skills that can be mastered by anyone. Can you live with the reality that not everyone is going to appreciate your genuineness? Are you willing to change? Do you want to learn new ideas and are you prepared to consistently apply them? Will you repetitively practice them even though you'll experience set backs? If the answers are yes, then you will get excellent value from the information in Sales Insights.
Although the target audience for this publication is Sales Professionals, many will benefit from the knowledge outlined in this book. Sales Insights will provide you with a balance of soft sales skills, sales psychology, motivation and inspiration.
The ideas and concepts presented in this publication will help reinforce techniques learned in formal sales training. Sales Insights will introduce new concepts to people who have never attended any training workshops. Many common sense approaches to selling and how to effectively work with prospects and customers are outlined in the articles. Plus, you will gain valuable knowledge from the thousands of hours I have spent in training seminars, listening to audio recordings, watching videos and reading hundreds of books on sales and other related topics.
The nugget format makes it possible for me to highlight many ideas or concepts so you can learn very basic information regarding a variety of topics. You are encouraged to expand your knowledge by reading specific books on subjects on which you require additional information and assistance. I would be pleased to recommend additional sources for any topics that you require further information on.
Whenever possible the original source for quotes was researched and provided for you. Where there is no name indicated the source is unknown. Sales Insights is made up of a series of nuggets which may be read cover to cover or randomly.
If you would like to write with your comments or feedback please scroll to the bottom of this page for the address and email information:
Contents
I
nsight #1..........................................................AccountabilityInsight #2......................................Profit - It's Not A Dirty Word
Insight #3.....................................................................Money
Insight #4..........................Presentation & Demonstration Skills
Insight #5..................................................Ignorance & Apathy
Insight #6.......................................................Paranoid Buyers
Insight #7...........................................................Staying Naive
Insight #8........................Setting The Pace - Being The Example
Insight #9......................................................Pre-Call Planning
Insight #10.........................................................Comfort Zone
Insight #11...........................................................People Skills
Insight #12...............................................Organizational Skills
Insight #13......................................................Passion & Belief
Insight #14..............................................Sincere Compliments
Insight #15...................................Studying The Numbers Game
Insight #16....................................................Negotiation Skills
Insight #17...................................................Invest In Yourself
Insight #18.....................................................Paying The Price
Insight #19........................................Scheduling Appointments
Insight #20.........................................Reacting Vs. Responding
Insight #21.................................Negative Emotions & Feelings
Insight #22.............................................................Confidence
Insight #23......................................................Be A Completer
Insight #24.....................................................Can You Relate?
Insight #25............................................Specialize In Solutions
Insight #26...............................................Budgets & Forecasts
Insight #27.............................................................Prejudging
Insight #28............................................................Persistence
Insight #29.........................................................Cheerleaders
Insight #30...........................................................Expectation
Insight #31.....................................Primary Motivating Factors
Insight #32......................Personal & Professional Development
Insight #33........................................Celebrate Your Victories!
Insight #34........................................................Let Them Vent
Insight #35....................................Kicking Out The Competition
Insight #36.....................................................Buyers Remorse
Insight #37....................................................Sales Resistance
Insight #38....................................................Naturally Curious
Insight #39...................................If Not Motivation Then What?
Insight #40...............................................................Shortcuts
Insight #41......................................................Silencing Doubt
Insight #42...................................Improved Telephone Results
Insight #43...............................Standard Operating Procedures
Insight #44...........................................Outstanding Work Ethic
Insight #45..........................................Don't Take It Personally
Insight #46...........................................Prospect Bank Account
Insight #47.............................................................Reputation
Insight #48................................................Extreme Conditions
Insight #49...........................................It's A Matter of Respect
Insight #50...................................................Observation Skills
Insight #51..................................................Attention To Detail
Insight #52.....................................Questions & Conversations
Insight #53..........................................You Are An Ambassador
Insight #54............................................Willingness To Change
Insight #55...............................................................Pettiness
Insight #56...........................The Structured Sales Appointment
Insight #57..................................................Fight For Your Life
Insight #58...........................................Tell Me What You Know
If you have specific questions regarding an idea or article presented in this book please feel free write out your question in detail and forward it to the address indicated below.
Sales Insights, Volume 2 - Sample PDF Download
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