First 100 Days of Selling : A Practical Day-by-Day Guide to Excel in the Sales Profession

by Ryerson, Jim

• ISBN13: 9780832950230
• ISBN10: 0832950238
• Format: Paperback
• Copyright: 2009-06-01
• Publisher: Wbusiness Books

Summary

Prove yourself in the first 100 days of your sales career. Use this straightforward guide to execute your day-by-day activities and rake in the wealth.

Table of Contents

Foreword: Selling-And Loving It	p. ix
Introduction: The Sales ContinuumTM	p. x
Getting Started: Think Outside the Funnel	p. xiii
How to Use This Book	p. xviii
Knowing Yourself and Influencing Others	p. 1
Preparation: Get Going Early! Read, Plan, and Restore	p. 1
Know Yourself - It Starts with You - Part I	p. 3
Know Yourself - Part II	p. 7
How Do You Identify the Prospect's Behavioral Style?	p. 10
Manage Your Expectations	p. 12
Sales Octane Mantra #1-The Golden Rule of Selling Should Be, "Do unto others as they would like"	p. 14
Sales Octane Mantra #2-People Love to Buy but They Hate to Be Sold!	p. 15
Mirror the Basics	p. 17
Knowing What You Have and Have to Do	p. 18
Gather Things Together: Starting With What You Have	p. 18
Start Every Day by Closing Sales and Open the Door to Opportunity	p. 21
Set Goals and See Where You're Going	p. 25
Sales Octane Mantra #3-Ignorance Is Not Bliss Ignorance Is Ignorance	p. 29
Sales Octane Mantra #4-Dimes for a Dollar? The "Worth" Exercise	p. 30
Develop Probing Questions: Get Your Prospects Talking, Then Listen	p. 33
Networking	p. 35
Networking...Or Creating Collisions: Start by Saying Hello	p. 35
Make Your Link: Get to Know Your Prospects Starting with Their Line of Work	p. 40
Link to Interests: Find Out What They Do for Fun	p. 43
Link to Needs: Bring Value to the People You Meet	p. 45
Sales Octane Mantra #5-Your Network Is Your Net Worth	p. 48
Sales Octane Mantra #6-Creating Real Value Is Not Just About the Product or Service You Sell!	p. 50
Link to Know: Learn About What and Whom They Know	p. 51
Accumulate Link Information: Make a Note of It	p. 54
Overt and Covert Linking of Contacts: Using Your Network to Help Others	p. 56
Beyond Link: Baseline Contact Information	p. 59
Give to Receive: Follow the Golden Rule	p. 61
Sales Octane Mantra #7-There Is No Such Thing as a Free Lunch: Putting Obligation and Reciprocity to Work	p. 62
Sales Octane Mantra #8-Whatever You Reinforce You Get More Of	p. 65
More Eyes and Ears Equal More Opportunities	p. 67
Customers Buy Other Products and Services at the Same Time They Need Your Product or Service...Right?	p. 70
The Best Companies Have the Best Leads	p. 71
The Best Salespeople Have the Best Leads	p. 74
Prospecting	p. 75
Call Your Future Lead Source!	p. 75
Sales Octane Mantra #9-You Are What You "Pair" Yourself With	p. 77
Sales Octane Mantra #10-It's What You Know, Who You Know and Who Knows You!	p. 79
Prepare to Sell Your Lead Source on What You Can Bring to the Relationship	p. 80
Continue to Improve Your Lead Sharing Group	p. 82
Qualification Critieria: Picking a Dance Partner	p. 84
When to Say "No:" The Other Side of Qualifying	p. 86
Who Takes the Lead?	p. 88
Sales Octane Mantra #11-Don't Let Investigation Become Procrastination!	p. 91
Sales Octane Mantra #12-Integrity Is Doing What You Say You Will Do and Doing What Is Right	p. 92
What Is So Compelling About Your Product or Service?	p. 94
Warming Up the Cold Call	p. 96
Developing Trust with the First Phone Call	p. 99
Finding the Right Voice for Cold Calling	p. 104
Making the Call: Embracing the Gatekeeper Even If You Have a Contact Name	p. 107
Sales Octane Mantra #13-You Often Get Kicked Down, but You Hardly Ever Get Kicked Up. Start High in the Organization!	p. 111
Sales Octane Mantra #14-Creating the Zone for Prospecting	p. 114
Mental Preparation to Improve Your Prospecting	p. 116
Run Next Door: Face-to-Face Cold Prospecting Calls	p. 118
They Did Not Return Your Call? Surprised? Time to Become Very Persistent!	p. 120
They Answered!	p. 123
Objection!	p. 125
Appointments	p. 127
Sales Octane Mantra #15-Bad News Does Not Get Better with Time	p. 127
Sales Octane Mantra #16-Never Let the Facts Get In the Way of a Good Story. Note to Self: Facts Are Facts!	p. 128
Should I or Shouldn't I Confirm the Appointment?	p. 130
Value Their Time and Yours	p. 132
You Never Get a Second Chance at a First Impression	p. 134
Walk and Talk Trumps Sit and Spew: The Face-to-Face Appointment	p. 135
First Things First: Preparing for the Call with the Driver and Influencer	p. 140
Sales Octane Mantra #17-It's a Level Playing Field, No One Is Better than You	p. 143
Sales Octane Mantra #18-You Are What You See and Visualization Is the Key!	p. 144
First Things First: Preparing for the Call with the Compliant and Steady	p. 145
Take Notes and Use Forms	p. 148
Get Ahead on the Call! Confirm the Timing, Agenda and Situation	p. 150
Don't Spill Your Marbles on a Subsequent Call!	p. 153
Who's Doing All the Talking? Great Questions Equal Great Commissions!	p. 155
Ask Them How They Are Going to Buy from You?	p. 159
Sales Octane Mantra #19-Plan Your Work and Work Your Plan	p. 162
Sales Octane Mantra #20-First and Fast Do Not Always Go Together	p. 164
Silence Is Golden. Keep Your Prospect Talking!	p. 165
Raising the Temperature: The Pain-Reliever Approach	p. 169
The Reverse & "Columbo" Questions: Raising Additional Issues	p. 172
The Neutral Response and Negative Reverse Questioning Techniques	p. 175
The Psychology of Selling-Face to Face and Over the Phone	p. 179
Adapting to the Dominant/Driver on the Call	p. 179
Sales Octane Mantra #21-When You Pursue a Working Knowledge of Sales You are Pursuing Success. Sales Is Your Craft!	p. 184
Sales Octane Mantra #22-Hard Work: This Process Known as the Sales Continuum Is Hard Work!	p. 185
Adapting to the Social/Influencer on the Call	p. 187
Adapting to the Steady/Amiable on the Call	p. 191
Adapting to the Analytical/Compliant on the Call	p. 195
"Have I got it?" Letter of Understanding: Creating Obligation	p. 200
Following Up for the Next Step: Don't Delay, Call Today!	p. 203
Sales Octane Mantra #23-It's Not About Being Right, It's About Getting What You Want	p. 208
Sales Octane Mantra #24-Discipline: Inspect What You Expect, What Gets Measured Gets Done	p. 209
How to Follow Up Properly Based on the Buyer's Behavioral Style	p. 210
Proposals	p. 213
Re-Ignite the Pain: Positioning Your Proposal	p. 213
Closing	p. 217
Be Quick, Be Smart, Be Gone-Closing Techniques for the Driver	p. 217
Stop the Fun: Closing Techniques for the Influencer	p. 221
"Steady as she goes"...Closing Techniques for the Steady/Amiable Behavioral Style	p. 224
Sales Octane Mantra #25-When You Say "Yes" to Something You Say "No" to Something Else	p. 227
Sales Octane Mantra #26-Managing Expectations: How to Say "No"	p. 231
"Details, Details"...Closing Techniques for the Compliant/Analytical Behavioral Style	p. 235
Bonus Always Send a Note of Thanks!	p. 239
Referrals	p. 240
Preparation for the Referral Meeting	p. 240
Getting the Referral Appointment	p. 244
Asking for a Referral	p. 246
Rewarding the Referrer	p. 250
Next Steps to Success	p. 254
Sales Octane Mantra #27-Perfect Practice Makes Perfect and Permanent	p. 254
Sales Octane Mantra #28-It's Not How You Start It's How You Finish	p. 256
Is Sales the Right Role for You?	p. 259
Setting a Positive Course for the Future!	p. 261
Index	p. 264
Table of Contents provided by Ingram. All Rights Reserved.