Selling 101: Consultative Selling Skills

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.

SELLING 101 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 make 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.