HOW TO FIND PROSPECTS AND SELL FACE-TO-FACE: A Step-by-Step Guide for New Entrepreneurs, Self-Employed And Career-Changers

. . .  is a sales training workbook specifically designed for people who have a skill or product to bring to the world but who have never done much selling to this point in life  . . . people such as new small business owners, consultants, free-agents, career-changers, free-lancers and self-employed.

This sales book is set up around 25 practical sales skills tutorials that guide through all the steps from getting started with an idea (for a product or service), through the stages of defining just what is needed, finding prospects, making sales calls, developing prospects’ awareness of the need and value of buying, handling sales objections and questions, closing the sale, and following up.

Each tutorial contains practical sales how-to tips, including checklists, and model selling scripts which readers are encouraged to model on in “translating” the models to their market and their communication style. As a workbook, you don’t just read, but work on application exercises, and adapt models to your own situation.

It’s especially targeted to the needs of career-changers and people going off on their own, or looking for a new job or a new field— such as consultants, free-agents, or independent contractors.

Among the TOPICS COVERED are these:
–Starting questions for testing the viability of the product or service you will offer, and defining your core selling messages.
–Finding your way to the person who has budget and authority to say yes to what you offer.
–Getting past the Screen or Gatekeeper.
–Telephone sales tips both with the Screen and Prospect.
–Opening face-to-face sales calls.
–Consultative selling: asking savvy questions to help the Prospect recognize whether needs exist for your product or service, as well as the value of buying it to fill those needs.
–Linking the needs uncovered with the specific ways in which what you offer will fill those needs– both cost-effectively, and better than competing methods.
–Dealing with the issue of price by focusing on value.
–Being attuned to “buying signals,” both verbal and non-verbal.
–Converting questions and objections into additional reasons for buying.
–Closing for the order or some other kind of “buying action.”
–Working with the customer after the sale, and other customer-care considerations




Selling 101: Consultative Selling Skills for Entrepreneurs, free agents, consultants

This third edition of Selling 101 is drawn from the selling skills training courses and sales training how-to books the author developed for top marketing organizations. Ideal for sales meetings and continuing OJT, as well as for sales training retreats. Or for those selling consulting services or free-agent assignments.

Selling101 is a sales training book designed to provide practical sales how-to guidance on the kind of sales and selling skills useful for sales people looking for fresh ideas and the kind of selling techniques how-to training provided in the sales training centers of top sales and marketing organizations. Selling face-to-face is a main focus of this sales training book. Ideal basis for sales team meetings and manager-trainee 1-on-1 sales coaching.

Selling 101 also provides the practical sales how-to guidance needed as more and more people are setting up new businesses, or shifting to self-employment as consultants, free agents, free lancers, and new entrepreneurs.

Among the topics covered in this sales book: Sales prospecting and screening for viable prospects. Getting past gatekeepers and screens. Phone sales skills to intrigue prospects into granting appointments. Making face to face sales calls. Using a consultative selling approach to build the prospect’s awareness of needs, then making the case for the value your product or service provides. Short model sales scripts to model on. Handling sales objections and questions. Closing the sale. Following up after the sale.



Sales Training Workshop Leader Guide

This Leader Guide coordinates with Selling 101: Consultative Selling Skills, and is designed for the sales manager or instructor of a new business skills workshop. The 14 Modules in the  Guide coordinate with the chapters in Selling 101, linking to specific pages for ease in linking across.

A chart at the start of each Module provides a succinct overview of what that module is about, suggested time to allow, as well as materials and set-up.

The content within the modules guide the instructor or leader tasks through clearly-marked sections, such as Overview And Set Context, Lead Discussion, Explain, Pair Trainees For One-On-One Role Plays, Conduct Whole-Group Debriefing, And Wrap-Up And Overview The Next Module.

Pre-Class Assignments for each module are provided, which the workshop leader can copy and pass out in advance. These guide the trainee on the reading assignment (chapters or sections from Selling 101), as well as other preparation, such as discussions and role-play exercises.



Cover: How to Deliver Professional Sales Presentations & DemonstrationsHow to Deliver Professional Sales Presentations & Demonstrations

covers the practical how-to of preparing, setting up, and then presenting or demonstrating in front of the prospect.

Part one covers early preparations, including what kind of specific commitment to gain from the prospect in order to avoid wasting your time,  and then planning and preparing

Part two addresses the actual delivery of the presentations or demonstration, working through six key phases from opening to handling questions and objections to closing for the order or other action.

Part three, focusing on communications on multiple levels, covers the crucial issue of reading and sending the appropriate non-verbal messages, including positioning yourself and subtly moving the prospect.

It also puts into context the overall purpose of demonstrations, presentations, proposals, free-trials, discounts and other special deals:that is, to serve as “proof sources,” given for a specific, defined purpose that should be agreed-upon in advance with the prospective buyer.


Wait! Don’t go yet! Here are books in the author’s

Career Savvy People Skills Series


“You’ve got to be aware of the games that are being played. You don’t have to play the games yourself, but you do need to recognize when they are being played against you.”

Like it or not, the reality is that games, probes, and subtle competitions—and not to forget office politics! —are facts of life in most organizations.

Am I Asking the Right Questions provides the tools for looking through to what’s really going on in situations, on spotting the “real rules”, on focusing on what really matters and staying out of unnecessary confrontations, and on selecting the best option under the circumstances–and defending it if challenged.



When you ask a question, most of the time, most people will do their best to tell the truth.

But not always. Sometimes simply to ask a question is to give the game away because it alerts the other person to what you’re really after, and hence raises a flag on what they may want to fudge, avoid, or distort. (Or even tell a fib!)

Mental Pickpocketing introduces you to an array of methods of getting to the truth without seeming to ask questions.




Find it hard to make tough decisions . . . and sometimes even harder to present and persuade others to “buy in”?

Discover a simple checklist-based system that helps you organize and cut to the core decision issues, then provides the visual aids to present and win the support of key others.



UNDERSTAND AND WORK  BETTER WITH PEOPLE AND TEAMS is based on a system developed by Carl Jung. Use it for viewing yourself with fresh perspective, as well as for understanding and adapting to the different ways others perceive and react to events and communications.

It’s a practical guidebook with checklists, case studies , and a variety of  “cheatsheets” designed to help you recognize key factors in your own core personality  . . . and in the people around you, at work and in family life.



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