10 Steps to Successful Sales | by Brian Lambert | 2010 | ISBN: 9781562866860. Sales Management Books. How to Increase Your Sales Effectiveness. Develop World-Class Sales Competencies. Planning for Selling Success. Personal Sales System. Personal Selling Approach
10 Steps to Successful Sales
by Brian Lambert
2010 (289 pages)
ISBN:9781562866860
From developing a sales mindset, to establishing customer loyalty and trust, to using a sales process and creating a personal development plan, this practical resource is a proven practices crash course for sales professionals.
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10 Steps to Successful Sales
Preface
Introduction
Overview
The Real First Step
Structure of This Book
Section 1 – How to Be Effective
Step 1 – Embrace a Sales Mindset
Overview
Know Your Responsibility
Embrace Your Accountability
Constantly Take Inventory
Produce the Right Results
Continuously Improve
Worksheet 1.1—Planning for Selling Success Leveraging the CSIC
Step 2 – Know Your Job and Your Role
The Satisfaction of Selling
Get Started: What You Need to Know
Worksheet 2.1—Worksheet SMART Goal
Step 3 – Develop Winning Habits
Overview
Create Your Sales Action Plan: A 7-Step Process
Worksheet 3.1—Annual Sales Planning
Section 2 – How to Be Efficient
Step 4 – Understand the Buying Process
Why Do Buyers Buy?
How to Define Value
Getting to Know the Buyer
Understanding Negotiation Strategies
Worksheet 4.1—Sharing Best Practices
Step 5 – Leverage the Sales Process
Overview
Step 1: Prospecting
Step 2: Approaching
Step 3: Qualifying
Step 4: Presenting
Step 5: Discovering
Step 6: Committing
Step 7: Following Up
Worksheet 5.1—Worksheet Pre-Call Planning
Step 6 – Create Your Personal Sales System
Overview
Model Your Personal Sales System
The Sales Funnel Is Dead: A Systems Approach
Your Four-Stage Personal Selling Approach
Increase Your Sales Effectiveness
Worksheet 6.1—Worksheet Documenting Your Personal Sales System
Section 3 – How to Be a Trusted Advisor
Step 7 – Accelerate Revenue
Cultivate Creativity
Develop Listening Skills
Engage in Ethical Decision Making
Worksheet 7.1—Worksheet Listening Assessment
Step 8 – Communicate Effectively
Overview
Minimize the Noise
Hone Your Message
Employ Effective Questioning Techniques
Master Effective Communication Skills
Present Skillfully
Propose Solutions
Worksheet 8.1—Present Effectively
Step 9 – Manage Your Sales Organization
Overview
It’s Not the Job Title But the Hats You Must Wear
Manage Expectations
Run Effective Internal Meetings
Know the Sales Culture
Worksheet 9.1—Worksheet Running Effective Meetings
Step 10 – Develop World-Class Competencies
Overview
Leverage Competence
World-Class Sales Professionalism
Foundational Competencies
Create and Close Opportunities
Protect Accounts
Worksheet 10.1—Assess Your Competencies
Conclusion
Appendix A – Introduction to the World of Selling
Overview
A Brief History of the Sales Profession
Foundations of Professional Selling
Learn How to Sell
Understand How Professional Selling Works
Define What Sales Success Means for You
Understand That Your Attitude and Mindset Matter
Find What Works for You
Determine Where You’re Going
Worksheet A.1—Charting the Course to My Own Success
Appendix B – Top Ten Myths of Selling
Myth 1: All Salespeople Are Shady!
Myth 2: If You’re a Schmoozer, Then You’re a Closer!
Myth 3: Sales Ethics Don’t Exist!
Myth 4: Marketing and Selling Are the Same Thing!
Myth 5: Selling Is About Winning Over Your Customer!
Myth 6: Professional Selling Isn’t a Real Profession!
Myth 7: Anyone Can Sell!
Myth 8: Selling Is a Numbers Game!
Myth 9: You Must Like Rejection!
Myth 10: Selling Is a Dead-End Job!
Worksheet B.1—Demystifying the Myths—What Is Your Belief?
Appendix C – Recommended Reading
Appendix D – Sales Terms You Should Know
Appendix E – Answers to Ethics Case Studies
References
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