The Definitive Sales Playbook: How to Grow Sales and Create Lifetime Customers
Dr. Tony Alessandra and I are proud to announce our newest book The Definitive Sales Playbook is now available on Amazon. Brian Tracy was kind enough to write the Foreword.
The book was the outcome of a sales membership site Tony and I built with the help of TruNorth. The book reflects the different modules available in the site. The book is designed to be help new sales reps increase sales through the use of best practices, remind seasoned sales reps what they did to be successful and help take existing sales reps to a whole new level in their sales performance.
If you are interested in our sales training or coaching program please contact Ron Finklestein. To learn more about Ron Finklestein or Dr. Tony Alessandra just click on the highlighted links.
I included the Table of Content for your review:
Introduction
Nine Behaviors of Successful Salespeople
The Platinum Rule ® — Treating Others the Way They Want to be Treated!
Building And Maintaining Rapport Throughout The Connecting Phase
Building And Maintaining Rapport Throughout The Exploring Phase
Building And Maintaining Rapport Throughout The Collaboration Phase
Building And Maintaining Rapport Throughout The Confirming Phase
Building And Maintaining Rapport Throughout The Assuring Phase
Negative Preparation Leads to Positive Results!
The Power of Testimonials
Lead Generation with Social Media
Blogging as a Sales Tool
What is the number one thing that business owners want from their sales rep?
Behaviors of Non-Performing Sales vs. High-Performing Sales Reps
Why Goals Fail
How to Build Trust Quickly
Why People Won’t Buy From You!
Question #1: “What do you do?”
Question #2: “How are you different?” or “What’s in it for me?”
Question #3: “Why are you the right and safe choice?”
Question #4: “What do you do better than anyone else in the world (in your industry)?”
Question #5: “Why is that important to my prospects?”
Question #6: “Why buy from me?” or “Prove it.”
Sustaining Motivation
Bite-Sized Training
Selling by the Numbers
Identifying Lucrative Prospects
Identifying Your Best Prospects
Incoming Prospecting
Visibility Strategies for Incoming Prospecting
Prospecting
Asking for Referrals
Knowing Your Competitive Advantages
Your Competitive Advantage Statement
Contacting by Phone—Key Telephone Skills
Using the Phone as a Prospecting Tool
Contacting Prospects Online
In-Person Contacts
Common Up-Front Objections
Skills For Responding To Resistance
Three Steps to Successful Sales
Identify Customer Needs
Question Topic Categories
Exploring Important Topics
Ten Tips for More Effective Questioning
Identifying Success Criteria
Ten Commandments of Powerful Listening
Active Listening
Types of Decision Makers—Understanding the Cast of Characters
Features versus Benefits
Five Key Elements of Presentations
Proposing Solutions
Price Concerns
Product Concerns
Postponement Concerns
Product-Price-Postponement Concerns Worksheet
Negotiating Tips
Confirming The Sale Signals
Benefit Summary
Stairs of Customer Loyalty
Commitment To Your Customers
Effective Communication With Customers
Enhancing the Customer Relationship
Thirteen Ways To Assure Customer Satisfaction
Monitoring & Measuring Success Criteria
The Annual Check-Up
Expanding Your Sales
Time Analysis Questions
Return On Time Invested
ROTI Account Classification
Appendix A — Quick Reference Guide
Building Rapport Throughout the Sales Process
About Dr. Tony Alessandra
About Ron Finklestein
Click here to purchase the book The Definitive Sales Playbook.
Click here to learn more about our sales training and sales coach
To your success,
Ron Finklestein
330-990-0788