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Seidman, Dan

The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance

Seidman, Dan - The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance, ebook

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Printing120 pages with an additional page accrued every 7 hours, capped at 120 pages
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The Ultimate Guide to Sales Training is the go-to reference for sales managers, sales trainers, sales coaches, and sales consultants who want to increase a sales force's productivity by using these proven techniques:
  • 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

Author(s)
Publisher
John Wiley and Sons, Inc.
Publication year
2012
Language
en
Edition
1
Page amount
544 pages
Category
Economy
Format
Ebook
eISBN (ePUB)
9781118160565
Printed ISBN
9780470900000

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