Building Mental Flexibility
Anchoring Concepts for Easy Recall
Encouraging Behavioral Change
Covering a wide range of topics, The Ultimate Guide to Sales Training shows how to develop a selling system, prospect effectively, and qualify and disqualify prospects. The book also covers information on using power questioning techniques, handling objections, and includes solution selling guidelines and ideas for creating and delivering potent presentation practices. In addition, the author covers such hot topics as managing reps attitudes and how to close the sale. He also includes suggestions for overcoming buyer resistance and making change occur as well as getting beyond barriers that block decision-makers, and much, much more.
Praise for The Ultimate Sales Training Handbook
"This book should be on the desk of every sales manager and sales trainer. Dan Seidman created a treasure chest of ideas, concepts, skills-sets and motivation tools that are ready to be converted into cash."
—Gerhard Gschwandtner, founder and publisher, Selling Power Magazine
"Sales professionals throughout the world will discover performance improvement through this training encyclopedia. Dan Seidman is helping make sales training a major strategic driver for all organizations."
—Tony Bingham, president and CEO, ASTD
"Each chapter just might be the one piece that plugs the gap in your team's performance. Dan is truly earning the title Trainer to the World's Sales Trainers."
—Willis Turner, CAE CSE, president and CEO, of Sales & Marketing Executives International
Keywords: developing a selling system, prospecting for sales, qualifying and disqualifying sales prospects, sales power questioning techniques, handling sales objections, solutions to selling guidelines, creating and delivering potent selling presentations, managing sales reps attitudes, closing the sale, overcoming buyer resistance and making change occur, sales fulfillment, sales follow-up, sales referrals; monitoring daily sales performance, developing sales mentors, getting beyond barriers that block decision-makers