The Everything Guide to Being a Sales Rep,9781593376574

The Everything Guide to Being a Sales Rep

by
ISBN13: 9781593376574
ISBN10: 159337657X
Format: Paperback
Pub. Date: 2006-09-01
Publisher(s): Adams Media Corp
List Price: $15.70

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Summary

Successful selling is much more than qualifying prospects and making calls. If you're planning on entering the exciting field of sales, The Everything[Registered] Guide to Being a Sales Rep is your unique career handbook, with constant "keep positive" reminders and practical applications throughout.

Table of Contents

Top Ten Things Every Sales Rep Should Know xii
Introduction xiii
CHAPTER 1: SELLING IS EVERYWHERE 1(14)
Observing Sales in Daily Life
1(2)
Everyone Is in Sales
3(3)
How to Identify Profitable Selling
6(1)
Ways to Determine Profit
7(1)
Helping Other People Sell
8(2)
Engaging Your Prospect
10(5)
CHAPTER 2: PREPARING YOURSELF IN SALES 15(12)
Building Credibility and Income
15(4)
Contacting Prospects on a Daily Basis
19(2)
Picturing Your Customer Saying Yes
21(2)
Investing in Yourself
23(1)
Making a Daily Commitment
24(1)
Developing Your Team of Support
25(2)
CHAPTER 3: SETTING GOALS 27(12)
Finding Your Passion
27(2)
Addressing Challenges
29(1)
Personal Vision Statement
30(3)
Identify Your Goals
33(2)
Planning Daily Goals
35(2)
Internal Goal Work
37(2)
CHAPTER 4: MANAGING YOUR SCHEDULE 39(16)
Time Robbers
39(1)
Time Interrupters
40(5)
Energy Drainers
45(3)
Get Organized
48(1)
The Rule of Two
49(1)
When and How to Prioritize
50(5)
CHAPTER 5: THE POSITIVE MIND 55(10)
Taking Control of Your Intentions
55(2)
Promoting Action
57(1)
Maintaining a Positive Mind
58(2)
Reflecting Your Attitude
60(1)
The Power of Actions and Words
60(2)
Creating Positive Space
62(1)
Mental Clarity and Vision
63(2)
CHAPTER 6: IDENTIFYING YOUR MARKET 65(10)
Who Is Your Customer?
65(1)
Targeting Specific Markets
66(4)
Determining Audience Demographics
70(1)
Psychographics of Your Market
71(1)
Trading Places
72(1)
Selling to a Specific Group
73(2)
CHAPTER 7: NETWORKING FOR PROSPECTS 75(12)
Getting More Appointments
75(3)
Create a Signature Event
78(1)
Networking Everywhere
79(1)
Testimonials and Word-of-Mouth Advertising
80(1)
Cold Call to Warm Call
81(1)
Why Your Network Is Your Net Worth
82(1)
What to Ask When Qualifying a Prospect
83(2)
Stimulate Interaction
85(2)
CHAPTER 8: WHAT TO DO WHEN THEY SAY NO 87(8)
Minimizing the No Factor
87(1)
Expecting Resistance to Sales
88(1)
Talking to the Decision-Maker
89(1)
Asking the Right Questions
90(1)
Staying Positive
91(1)
Turning No into an Eventual Yes
92(3)
CHAPTER 9: BUILDING THE RELATIONSHIP 95(12)
Finding the Common Thread
95(1)
New and Improved
96(1)
Services That Provide More
96(1)
No Errors
97(1)
Effective Ways to Get Good Referrals
98(1)
Staying in Touch
99(3)
Communicating Efficiently
102(2)
Exceeding the Customer's Expectations
104(3)
CHAPTER 10: SOLVING THE CUSTOMER'S CHALLENGE 107(10)
Helping the Consumer
107(1)
Outsourcing Sensibly
108(1)
Keeping Records of Customer Needs
109(2)
Avoiding Excuses
111(1)
Customers: What's in It for Me?
112(1)
Communicating Clearly
113(4)
CHAPTER 11: WHY PEOPLE LOVE TO BUY 117(14)
Buyer Motivations
117(3)
Using Motivations to Attract Customers
120(1)
Buyer Motivational Benefits
121(4)
Increase Buyer Desire
125(1)
Added Value
126(2)
Who Is Buying Now?
128(3)
CHAPTER 12: WHO ARE YOU TO YOUR CUSTOMER? 131(8)
Ways to Be Valuable
131(1)
Identify Your Talents and Show Them
132(1)
Are You a Partner or a Pest?
133(1)
External and Internal Motivation
134(1)
Traits of a Professional
135(2)
Are You a Face, a Voice, or Cyberspace?
137(2)
CHAPTER 13: MARKETING IS YOUR SALES ENGINE 139(14)
Developing Visual Aids
139(2)
Trade Shows
141(1)
The Internet
142(3)
Advertising
145(1)
Creative Press Releases
146(1)
Your Service and Professionalism
147(2)
Show How You Are Unique
149(1)
Show How Your Products or Services Are Unique
149(2)
Ask for and Use Testimonial Letters
151(1)
Brainstorm Regularly to Create New Ideas
152(1)
CHAPTER 14: FINDING THE YES FACTOR 153(12)
Getting Your Customer to Yes!
153(2)
Building a Strong Team
155(2)
What Happens If They Don't Buy
157(1)
Picking Up on Nonverbal Communication
158(2)
Becoming Familiar with Consumer Trends
160(1)
Listening to What Your Prospect Wants
161(1)
Using Open-Ended Questions
162(1)
Winning the Word-of-Mouth Game
163(2)
CHAPTER 15: MAINTAINING THE RELATIONSHIP 165(10)
Word-of-Mouth Advertising
165(2)
Stay in Touch
167(3)
Continue to Sell to Your Happy Customers
170(1)
Your Database Is Your Inventory
170(2)
Ask, Listen, and Hear Feedback
172(1)
Primary Focus on the Top 20 Percent
172(3)
CHAPTER 16: NEGOTIATIONS 175(8)
Positioning Yourself as a Partner
175(2)
Finding Out Why People Bought
177(1)
Basic Strategies to Successful Negotiation
178(1)
The Win-Win-Win Approach
179(1)
No Need to Be Right
180(1)
Addressing Negative Comments
181(2)
CHAPTER 17: THE TELEPHONE AS FRIEND OR FOE 183(12)
Using the Telephone for Business
183(1)
Knowing When to Turn It Off
184(1)
Setting Aside Time for Calls
185(1)
The Best Time to Make Calls
186(4)
Points to Make in Your Voice Mail
190(1)
Avoiding Phone Tag
190(5)
CHAPTER 18: ORGANIZATION AS A SUCCESS TOOL 195(10)
Get Focused
195(1)
Keep Records of Goals, Calls, and Income
196(2)
Keep Records of Prospects and Client Contacts
198(1)
Keep a Clear Desk for a Clear Mind
199(1)
Organizing Paper Files
200(1)
Organizing E-Files
201(1)
The Anatomy of Your Calendar
202(3)
CHAPTER 19: LETTING OTHERS KNOW WHAT YOU SELL 205(8)
Why It's a Mystery
205(1)
Using Your Business Card Effectively
206(1)
Your Internet Presence
207(2)
The Importance of Exposure
209(1)
Developing a Slogan Statement
209(2)
Sharing Sales Goals with Others
211(2)
CHAPTER 20: CLOSING THE SALE 213(14)
The Sales Cycle
213(2)
Introductory Phase
215(1)
Values and Needs Information Phase
216(1)
Information Reflection Phase
217(1)
Signing Phase
218(1)
Aftercare Phase
219(1)
Ask for the Sale
220(2)
Take Action to Close the Sale
222(2)
The Last Thing to Close
224(3)
CHAPTER 21: THE ETHICS OF SELLING 227(8)
The Legacy You Will Be Remembered For
227(1)
Unethical Behavior and Sales
228(1)
What's Right Versus What's Easy
229(2)
Choosing a Company to Work For
231(1)
Partnering with Nonprofits
231(1)
The Truth Works
232(3)
CHAPTER 22: USING THE INTERNET TO BRING IN MORE SALES 235(12)
Exceeding Expectations via the Internet
235(2)
The Internet and Sales Performance
237(4)
Partnering with Related Web Sites
241(2)
Increasing Access to Information
243(1)
Creating an E-Newsletter
243(2)
Web Sites for Sales Professionals
245(2)
CHAPTER 23: TYING IT ALL TOGETHER 247(7)
Getting Ready for a Sales Career
247(2)
Plan for and Visualize Your Success
249(1)
Maximizing Your Talents
250(1)
Rejection Is Not a Personal Attack
251(1)
Think Big and Do It!
252(1)
Never Give Up
253(1)
Appendix A: 80-20 Prospect Sheet 254(6)
Appendix B: Customer Service Follow-Up Sheet 260(4)
Appendix C: Customer Call Follow-Up Sheet 264(4)
Appendix D: Daily Time Analysis Sheet 268(10)
Appendix E: Goal Sheet 278(2)
Appendix F: Sales Rejection Analysis Sheet 280(2)
Index 282

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