Small Business Sales How-to Series

This Sales Training Workshop- Leader Guide is the instructor's guide for the text, Selling 101: Consultative Selling Skills.  Both Selling 101 and this Sales Training Workshop - Leader Guide are part of the Small Business Sales How-to Series, by the same author. WHO THIS SALES TRAINING WORKSHOP--LEADER GUIDE IS INTENDED FOR --Sales managers looking for materials for sales team meetings. --Instructors in new entrepreneur training workshops. --Instructors in community colleges or similar job-training programs WHAT THIS SALES TRAINING WORKSHOP - LEADER GUIDE PROVIDES  Written by the author of Selling 101: Consultative Selling Skills, this Workshop Leader Guide is designed for the sales manager or instructor of a new business skills workshop. The 14 Modules in the Workshop Leader Guide track the coverage 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 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 the course text, Selling 101), as well as other preparation, such as discussions and role-play exercises to prepare for.

How to Deliver Professional Sales Presentations & Demonstrations  is a netted-out  handbook covering 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, 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. Unless the prospect is willing to make that up-front agreement, then it usually makes little sense for you as the sales person to proceed. How to gain and use that pre-commitment is covered in this book

WHAT IT IS SALES TRAINING TUTORIALS is a sales training book particularly directed to the needs of peoplewho are new to selling . . . people such as new small business owners,consultants, free-agents, free-lancers and self-employeds who willbenefit from better selling skills. This sales book is set uparound 25 practical sales skills tutorials that guide the "newbie"through all the steps from getting started with an idea (for a productor service), through finding prospects, making sales calls, handlingsales objections and questions, closing the sale, and following up. Each tutorial contains practical sales how-to tips, including checklists, and model selling scripts. WHO IT IS FOR SALES TRAINING TUTORIALS is mainly intended for individuals who are starting up new ventures -or starting over after a career change - and need to quickly absorbpractical sales techniques needed for sales success.  It can be used as the basis for hands-on new entrepreneur sales training programs in community colleges or job creation centers. This sales book is also a to-the-point guide to selling consulting services, and marketing free agent or free lance projects. Note: SALES TRAINING TUTORIALS is designed for beginners. A companion book, SELLING 101: Consultative Selling Skills, also by Michael McGaulley, is directed to the needs of more experienced sales people, as well as sales managers, sales team leaders, and salestrainers in organizations and colleges.nnn WHAT YOU WILL LEARN The tutorials are set up around key, practical questions like thosefollowing. In each tutorial, you will find how to tips, model scripts,checklists, and templates for pulling together your ideas and insights.Here are some of those questions: - Are there important needs that my product or service can fill? If there are no needs, or if the needs are not recognized, then selling your services will be an up-hill battle.Maybe it's best to rethink, open to new slants. - How does my product or service stand out from the competition? Can I tweak it to make it even more unique and valuable? - How can I cost-effectively reach the decision makers who can say yes? - When to work by appointment? When (if ever) by cold-calling? - How to get past the gate-keeper? How to win an appointment? - When on-site, what to look for? What does the office mood and style suggest? - How to open the meeting? - How to get the prospect excited about what you offer, and what it cando? Hint: telling how great your product is is NOT the best way . . .at least not at the start. - How to ask the kind of questions that nudge the prospect into telling you why they need what you offer. - How to talk price. Tip: Price is USUALLY NOT the most important issue. - How to recognize and respond to "buying signals". - A dozen-plus ways of "closing"- that is, moving the prospect to take action, now. - How to look through questions and objections to the deeper point, then turn them into reasons for buying, now. - When and what kind of proof to offer? - How to follow up in a professional way with both those have bought, and those who are still only prospects, not customers.

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.