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.
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
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.