101

Cover-101-95 SELLING 101:

Essential Selling Skills for Business Owners and People New to
Sales

What are the differences between this
SELLING 101 our Selling Skills Step-by-Step:  TUTORIALS? Think of SELLING 101 as a
text-book, while SALES TUTORIALS is, as the name suggests, a
do-it-yourself guidebook.

You won’t find in SELLING 101 the templates that you will in SALES
TUTORIALS
, though you will find the content more detailed, more what you’d
want if you’ve been selling for a while . . . . . . OR if you will be
attending a class (or teaching a class) in selling skills.

If you are a sales manager, looking for materials for sales meetings,
consider using SELLING 101 as a textbook, and use our accompanying
SALES MANAGER/INSTRUCTOR GUIDE as your source for covering the material,
or leading group discussions.

Note that at this time, SELLING 101 is available only in
conventional book format. We’re planning an e-book version later, but target
date for that is not yet set.


    SELLING 101

    Essential Selling Skills for Business Owners and People New to
    Sales

    Adams Media Corporation, 2nd Edition, 216 pages, 8.4 x 5.5 inches.
    Illustrated. $10.95

    target=”_blank”>Order via
    Amazon

    Table of Contents: Selling 101

    PREFACE: The Entrepreneurial Option

    BACKGROUND: Starting Questions

    PART ONE: LOCATING PRIORITY PROSPECTS

    1: Creating Your Prospect List.

    2: Setting Priorities Among Prospects.

    PART TWO: LOCATING AND GETTING THROUGH TO THE APPROPRIATE DECISION MAKER

    3: Finding the Person or Team Who Can Say Yes.

    4: Getting Past the Decision Maker’s Screen.

    5: Cold-Calling — When You Must

    6: Convincing the Decision Maker to Meet With You.

    7: Organizing and Learning from Your Phone Calls

    PART THREE: HELPING THE DECISION MAKER RECOGNIZE THE NEED FOR YOUR
    PRODUCT

    8: Opening the Face-to-Face Meeting With the Decision Maker.

    9: Developing/Enhancing the Decision Maker’s Awareness of Need.

    10: Selling by Asking Questions: the “Selling Wedge.”

    11: Matching the Question to the Situation

    12: Selling by Asking Questions: the Questions in Action

    PART FOUR: SHOWING HOW YOU CAN FILL THAT NEED.

    13: Making the Link: Showing How Your Product Will Fill this Prospect’s
    Needs.

    14: Raising the Issues of Cost and Value: Showing How Your Product or Work
    More Than Pays for Itself.

    15: Using Other Methods For Highlighting Value Over Cost

    16: Making Your Sales Points Clearly and Concisely

    PART FIVE: CONVINCING THE DECISION MAKER TO ACT NOW!

    17. Recognizing Buying Signals

    18. Asking the Decision Maker to take “Buying Action.”

    19. More Ways of Asking the Decision Maker to Take Action.

    PART SIX: COPING WITH QUESTIONS, OBJECTIONS, AND HESITATIONS

    20. Determining What is Behind the Objection or Question.

    21. Restating, Responding, and Moving On From Objections

    22. Applying the Four-Step Process

    23. Responding to “Early” Objections and Concerns.

    24. Handling “Core” Objections.

    25. Dealing With Other Problems With the Decision Maker.

    PART SEVEN: PRESENTING YOUR PROOF

    26. Your Presentation as a Proof Source.

    27. Using Demonstrations as Proof Sources.

    28. Using Written Proposals as Proof Sources

    29. Sending and Receiving Non-Verbal Messages.

    PART EIGHT: ODDS AND ENDS

    30. Follow-Up Letters and Other Customer Care

    31. Winning Back Lost and Wavering Customers

    32. Using Indirect Marketing Tools

    33. “Prospecting” Resources

    34. Organizing for Sales Efficiency

    35. Selling Tools: Office Space, Computers, Sales Kits, etc.