Selling Skills

The Dynamic Manager is an executive in motion...taking action and making things happen




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©2010 Donelson SDA, Inc.



Sales CallsFirst Call Selling
The Dynamic Managers Handbook On How To Make Sales On The First Call
ebook ISBN: 9781458063007

Available for your Kindle, Nook, iPad and other ebook readers.

One of the great myths of selling is that you must make a series of calls on a prospect to determine their needs before you can make a proposal. This is generally time-wasting nonsense based on a misunderstanding of consultive selling. Why wait? You’ll speed up the prospect’s decision-making process if you present an actionable proposal on the very first call. Here's how to do it.

Time is money, so sales people who want more of the latter make best use of the former. Selling on the first call is one of the best ways to not only save time but to impress prospects with your professionalism.

“Prospect Knowledge” shows you how to learn just about everything you need to know about a prospect before you meet them for the first time.  It’s key to making a sale on the first call.

“How Much Can They Spend?” gives you several ways to estimate a prospect’s potential without asking them embarrassing questions. 

“Uncovering Prospect Needs” explains how to discover what customer need your product or service can fulfill so that your first-call proposal is more than just a shot in the dark.



Sales AppointmentsMaking Sales Appointments
The Dynamic Manager’s Handbook On How To Reach Prospects
ebook ISBN: 9781458116109

Available for your Kindle, Nook, iPad and other ebook readers.

Making cold calls in this day of technology-protected, work-over-loaded executives isn’t easy. But you CAN navigate voice mail systems, bypass spam filters, dodge screeners, and connect with your prospects. This book shows you dozens of legitimate ways to make appointments and increase your sales.

You can’t sell someone who refuses to meet you—or can you? There are dozens of practical, legal ways to get past voice mail, charm human assistants, and persuade important people to give you a slice of their precious time so you can make a sales pitch.

“Getting Your Foot In The Door” reveals the methods of other sales pros who know there are many ways to skin a cat—or to get an appointment.

“Getting Past The Screeners” gives you a battle plan for defeating voice mail and turning human screeners into valuable allies.

“Making A Cold Call Appointment” shows you how to make a great first impression while you’re asking the prospect for a meeting. Learn to use five easy steps to make it worthwhile for the prospect to spend some time with you.

“Persistence Counts” explains multiple tactics for getting appointments with busy people. The theme: “Where there’s a will there’s a way.”

“The Brochure Brush-Off” explores responses to the prospect who says, “Just send me sumpthin’ and I’ll look at it.”

“Opening Closed Doors” offers a fool-proof way to get your presentation in front of someone who just won’t see you.


Overcoming Sales ObjectionsOvercoming Objections
The Dynamic Manager’s Handbook On How To Handle Sales Objections
ebook ISBN: 978-1458172099

Available for your Kindle, Nook, iPad and other ebook readers.

Many obstacles get in the way of closing a sale, but customer objections are the most prevalent. Whether dealing with ever-present price objections or the infuriating “maybe” obstacle, good sellers don’t try to win the argument, they work to win the sale. If you use a jujitsu approach—using the objection’s own weight and momentum to further your goals—you’ll close more sales.

To overcome objections, be an ally to your customers, not their adversary. Don’t try to prove them wrong for refusing to buy your product, create a way for them to buy it. Don’t demonstrate their ignorance, educate them so they can make better-informed decisions. In other words, don’t overcome their objections, answer their questions instead. Above all, don’t strive to win the argument, concentrate on winning the sale.

“Objections In Four Steps” takes the salesperson through a revolutionary, no-conflict method of overcoming objections while strengthening bonds with the customer.

“Four Non-Price Objections” explores several obstacles to closing the sale that don’t have anything to do with the price of your product or service.

“The Path Around Price Objections” is something every salesperson needs on nearly every sale. Learn how to determine whether the customer is objecting or simply negotiating, then how to get past the objection to close the sale.

“The Maybe Challenge” explains how to answer the four deadliest words in sales: “I’ll think about it.”


Closing The SaleClosing The Sale
The Dynamic Manager’s Handbook On How To Make Sales Happen
ebook ISBN: 9781458159212

Available for your Kindle, Nook, iPad and other ebook readers.

Closing the sale is the most misunderstood of all the selling skills. It’s also probably the most over-rated. But there’s no mystery involved. Just make the goal of every sales call to leave a happy customer behind. If you concentrate on sound communication and long-term relationships, you’ll find it easy to ask for the order.

Approach closing opportunities with the idea that every sales call should give the customer yet another reason to do business with you—again. It’s a pro-active, pro-customer way to look at your job. When it comes time to ask for the order, it’s easy!

“Fear Of Closing” takes the mystery out of the process and puts closing the sale into the context of improving your customer relationships.

“Buying Signals” explains how to recognize buyer behavior that says they’re ready to make a commitment. That’s the time to ask for the order.

“Closing Techniques” explores some of the standard approaches to making the sale happen—as well as some you might not expect.


Time ManagementSales Time Management
The Dynamic Manager’s Handbook On How To Increase Sales Productivity
ebook ISBN: 978-1458014788

Available for your Kindle, Nook, iPad and other ebook readers.

How sales people manage their time directly determines how successful they will be. Simply making more calls isn’t the only goal of time management. Prospect potential and quality of sales presentations are just as important. This system of setting priorities and managing time to meet them will produce more sales success.

The best and the brightest salespeople don’t waste a moment. Even salespeople who lack good presentation skills or some other talent can make up for it by efficiently using their time. And, on the opposite end of the scale, the salesperson who is floundering and failing invariably has problems with time management.

“Time Management And Sales Priorities” helps the salesperson identify which accounts deserve the greatest amount of time while maintaining good customer relations with all of them.

“Time Management And Sales Planning” shows how to get the most out of every day, eliminate time-wasters, and increase sales.

“Sales And Technology” explains where modern communications tools and customer relations management fit in the salesperson’s time management plan.

“Persistence Counts” demonstrates the importance of sticking with it. Few sales are made with only one presentation, but good time management is necessary to stay the course until the sale occurs.

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