Category Archives: Our sales training books– info, samples, order

My SELLING 101: Essential Selling Skills for Entrepreneurs, Consultants, Free Agents now on Amazon Prime

Amazon has recently upgraded its Kindle software, so what appears on the Kindle comes out  closer to the visual quality and layout of the printed version.

101 Cover new 3rd ed-4x6jpg Small Web viewI took advantage of that opportunity, and cleaned up the electronic typography  of SELLING 101, and at the same time entered it in the Amazon Prime program.  Here's the link:  Selling 101: Essential Selling Skills for Entrepreneurs, Consultants, Free Agents

What Amazon Prime means to you as a reader is that you can borrow it free, from Amazon, for however long you want.  As I understand it, if you're  a Prime member, and own any version of Kindle, you can borrow up to 12 books each year.  Only catch, only one book at a time.

And if you borrow a book and find it so indispensable that you just gotta have it? Just "return" it, virtually, buy it, and borrow another.

If just want to buy Selling 101 in e-format, not borrow it, same link gets you there.

“Pulling off the ultimate career makeover” — Fortune

When I was starting-up on this blog, I expected the main readership would be among new business start-ups, consultants, new free-lancers, people new to selling and sales.  Why? Mainly because the economy was begining to slide down, and a lot of people were going off on their own— some as involuntary entrepreneurs, others as self- reinventors in advance of getting laid off.

It hasn't been that way, so far as I can tell: most of the readership seems to be professional sales people, folks who already know their way around a sales call, and were looking for fresh ideas.

Yes, that kind of info is here, but also here are a lot of the basics of getting started in sales, or starting up a new venture, finding prospects, and making a convincing case. There are also a lot of free sales training articles drawn from books (Selling 101, How to Sell Face-to-Face Survival Guide, Sales Training Tutorials, and Sales Presentations and Demonstrations.

In any case, for the "reinventors" out there, let me recommend the article, "pulling off the ultimate career makeover" in Fortune, issue of July 4, 2011.   Case studies include,

  • An owner of franchises who sold them off and is setting up his own franchise operation, Yogurt Mountain. (Full disclosure: I have not, repeat not, received any free samples!)
  • A sales executive formerly with the likes of Intel, Dell, and NetApp who, after being down-sized, first became a free-agent, then was hired as director of marketing of a social media operation.
  • A lawyer, downsized after the media burst bubble burst in 2000, who turned around to become a contractor with the same firm. That led to a further reinvention as she set up what's best described as a legal firm of part-time lawyer contractors, many of them women juggling work and school-age kids.
  • A director of strategic development and communicaitons who got cut when that company was acquired. He then did what any good consultant and strategist does, develop his "brand" after an analysis (which makes very good reading) of his passions and skills.  Now he's consulting full-time.
  • Another lawyer who left the practice (good for him!) to become an author of mystery novels. (First reinvention.) Then when the market for paper books started sliding, he moved into the e-book field and took on self-publishing his backlist for Kindle and the like. (Second reinvention.)    By the way, as a "reformed" lawyer myself, I can't resist giving a plug to another lawyer who found "real work," hence this: his name is Paul Levine and you can read more about his mysteries at  Website of Paul Levine 

Fortune article: Pulling off the ultimate career makeover, by Douglas Alden Warshaw





How to Sell Face-to-Face Survival Guide is now available via KOBO in multiple e-book formats,

HOW TO SELL FACE-TO-FACE: SURVIVAL GUIDE, a  to-the-point sales how-to handbook, based largely on a consultative selling approach, especially for people getting
started in face-to-face sales, or marketing their skills or services as
  consultants, free-agents, career-changers,
or in new business start-ups.
6×9, 125 pages. ISBN:

Available in both  paper  ($9.95) and e-book ($2.99) versions via Amazon.  (A free Kindle reader is available at the Amazon site. Also, it can be read on other types of readers, including iPad, IPhone, and Blackberries via free Apps that are available from this Amazon site.)


UPDATE:  HOW TO SELL FACE-TO-FACE: SURVIVAL GUIDE IS NOW ALSO AVAILABLE ON KOBO.  KOBO is "device neutral" — which is a techie way of saying that if you buy via KOBO you can read it on your PC, MAC, iBook, IPad, etc. etc.  KOBO provides free readers/adapters.  Here's the link to Kobo's version of HOW TO SELL FACE-TO-FACE: SURVIVAL GUIDE .

KOBO, in case you haven't heard of it, links with Borders— which I'm sure you have heard of.


At this point, the e-book of  HOW TO SELL FACE-TO-FACE: SURVIVAL GUIDE is a smidgen cheaper via Kobo than via Amazon/Kindle.  ($1.79 versus $2.99.)

Cold call selling overview: when, when not, how, why

Cold call sales overview

Cold call sales involve dropping in on prospects without an appointment, either with the objective of going for a sale, or of collecting research for a later call-back. (Or, phoning people more or less at random is another form of sales cold-calling.)

 The fact is, cold-calls are usually not a good use of your time when selling. You can waste a lot of productive time waiting in reception areas for an opening to see the Decision Maker.

Continue reading Cold call selling overview: when, when not, how, why

5 steps in responding to sales objections and questions

The five-step model approach in responding to objections and questions: Explore, Listen Well, Restate (if appropriate), Respond, then Move on.

1.    Explore. Ask questions to get the person talking about what they really mean by the objection, and why it's important to them.  (Why do you feel that way? will do if nothing better comes to mind.)

2.    Listen well to their response.  You may have heard this objection a dozen times already this week, but this person may put a different twist on it.  Don't be too quick in cutting off the Prospect's response in order to interject your response.  The more you know about the Prospect's needs and mindset the better you can target your response.  Sometimes, the Prospect will actually respond to her own concern, and say something like, Never mind, I think I've answered myself. That's really not so important, after all.

3.    Restate, if appropriate.  In many cases, it can be helpful to both yourself and the Prospect to paraphrase your  understanding of the core of the Prospect's response.  For one thing, it forces you to listen closely, so you can restate it clearly. Second, it forces the Prospect to listen to you in turn, to ensure that your restatement is accurate.  Further, in some cases, by restating, you may be able to defuse, or take the edge off, the customer's concern.

4.    Respond to what they have actually said
.  There may be a deeper meaning behind the objection, so focus on that. Example

    “You say that your firm has already tried using consultants, and isn't interested.  But I'm picking up a deeper message  that your dissatisfaction was with the work of one particular consulting  firm that didn't work out for you.  I'd like to explain how  . . .”

5.    Move on from there; don't get bogged down in your response.  Respond to the objection, then go on with your sales call.

    If you say too much in response to an objection, you may blow it up into something larger and more significant than the Prospect originally had in mind.  If you bog down on it, repeating and elaborating your reaction, the Prospect will think this really must be a major concern, and take that as a reason not to buy.

    Conversely, if you treat the objection as a small issue not very important, you are send  the subliminal message is that it is just that— minor, not a significant concern, not an issue that could possibly stop the sale. 


The content in this post has been adapted from my books, How to Sell Face to Face: Survival Guide, and  Selling 101.    They are available in various e-book and paper editions; see below:

Survival Guide: Order paperback edition via Amazon

Survival Guide: Order e-book as Amazon Kindle (Amazon offers free apps that enable you to read it on your PC, Apple I-pad, I-pod, Blackberry, and others)

Survival Guide:  Order e-book via Kobo, usable on various kinds of e-readers

Selling 101 (third edition):  Order e-book as Amazon Kindle   (Amazon offers free apps that enable you to read it on your PC, Apple I-pad, I-pod, Blackberry, and others)

Order as e-book via Smashwords, available in various formats including PDF, E-pub, and others.

Customer care — follow-up letters

Customer care and follow-up. Your first sale to a customer may be profitable, but it's the follow-up sales that really help.

It's an instance of the 80-20 Rule: 80 percent of your profits and revenue will come from just 20 percent of your customers. Implication: your present customers probably offer the greatest potential for profitable repeat business.

Continue reading Customer care — follow-up letters

Buying signals gatekeeper: cues to be alert for

Buying signals from the gatekeeper or screen: What kinds of cues should you be alert for? (For the record, gatekeeper and screen are usually interchangeable terms, and may apply to anyone from the guard at the gate, to the secretary, to the Decision Maker's personal assistant.)

Continue reading Buying signals gatekeeper: cues to be alert for

Free sales training book: How to Sell Face-to-Face: Survival Guide— this week only


Celebrate national Read an E-Book Week!

We're teaming with Smashwords to bring our How to Sell Face-to-Face: Survival Guide for you to read or download online FREE!  Yes, Free Sales Book!  Free Sales Training book! Free stuff!

What's the catch? It's on Smashwords, and it's this week only— March 7-13, 2010.

Here's the link to get a free e-copy of How to Sell Face-to-Face: Survival Guide

But NOTE: VERY IMPORTANT: to get this special offer you must use the code RFREE at checkout. The offer expires March 13,2010.

Want a paper version?  You can get that at Amazon, but — alas — t'ain't free.  See the side panel.

Personality test using color choice

Personality tests address the questions, "Who am I— really, down deep inside?  What am I best at?  Am I missing my real potentials?" — questions we all ponder from time to time.

Introspection can take us only so far, which is why personality testing has become a significant industry.

We'll be adding a new book on personality testing here soon. In the meantime, here's another take on

Continue reading Personality test using color choice