Description: 

Pipeline Management for Sales Professionals.

Nancy Carpenter, BA

Everyday everyone is involved in the sales process, either as a thriving member of a market, a lead, a prospect, a buyer – and yes, as a sales professional. Despite this immersion in a sales culture, most do not understand the basic principals of the sales process. The goal of this book is to identify steps that appear – or should appear – in every sales cycle, and help the sales professional move through each milestone while improving the odds for success.

In this book, you will learn how to:

• Define ‘sale’ as it relates to various industries and environments

• Identify the necessary players and benchmarks to achieving sales

• Structure a system for tracking potential sales throughout the sale process

• Develop a formula to insure future sales

• Prepare succinct sales updates and summaries to share with management

You will reinforce what you learn:

Participants are required to complete reviews (Check Your Knowledge) and later, develop pipelines from existing leads and prospects. Even newer staff members will have opportunities to reflect on sample pipelines and determine what factors can impact the sales process.

You will apply what you learn

This is a no-excuses program. That is, pipelines can and should be developed as part of the learning process, and then further refined through daily application and experience.

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Description: 

The Fine Art of Selling 100 pages

Dave Lewis, BA

Selling in today's high-tech society requires not only finely tuned skills, but a job knowledge that is consistent with the myriad technological advancements that are occurring almost daily.

This book emphasizes all phases of the sales cycle, and provides proven techniques that will help salespeople:

• Prepare thoroughly for the sales call
• Sharpen communication skills
• Stress features but sell benefits
• Harmonize with objections
• Close the sale

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Description: 

Rapport-Based Selling

By James Eicher

Are some of your customers a dream to work with and others a nightmare? Would you like to know the difference and put all of your customers on your dream team?

As customers have become increasingly sophisticated, the need to form buyer/seller rapport based on mutually beneficial outcomes is critical. All businesses must understand the needs of the global consumer to remain competitive in a dynamic marketplace. Rapport-Based Selling makes use of the most powerful advances in the behavioral and cognitive sciences to teach a new set of skills for obtaining better sales results.

In Rapport-Based Selling, you will learn the core behaving and thinking patterns that drive every buyer's buying decision. By understanding how your customers make their buying decisions, you will be able to establish rapport and frame your product or service into the mental map of your customer. Rapport-Based Selling will give you valuable communication insight and how-to tips and guidelines.

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