GOING OFF ON YOUR OWN? NEW VENTURE? NEWLY SELF-EMPLOYED? CAREER CHANGE? CONSULTING?
NEWBIE'S GUIDE TO SELLING FACE-TO-FACE: QUICK START FOR CONSULTANTS, FREELANCERS, NEW SELF-EMPLOYED, CAREER CHANGERS, START-UPS is a sales training workbook specifically designed for people who have a skill or product to bring to the world but who have never done much selling to this point in life . . . people such as new small business owners, consultants, free-agents, career-changers, free-lancers and self-employed.
WHAT IT ISThis is a concise, to-the-point, information-rich sales training book particularly directed to the needs of people who are new to selling . . . people such as new small business owners, consultants, free-agents, free-lancers and self-employed people who will benefit from better selling skills.
With this sales book and the sales how-to tips, model sales scripts, checklists, and templates for organizing your new knowledge, you are only hours away from a clear vision of what you will sell, how to reach qualified prospects, how to create an awareness of their need for what you offer, of responding productively to questions and objections, and of closing sales
WHO IT IS FORIt is mainly intended for individuals who are starting up new ventures - or starting over after a career change - and need to quickly absorb practical sales techniques needed for sales success.
It is also a succinct guide to selling consulting services and marketing free agent or free-lance projects.
Note: This book is designed for beginners. A companion book, SELLING 101: Consultative Selling Skills, also by Michael McGaulley, is directed to the needs of more experienced sales people, as well as sales managers, sales team leaders, and sales trainers in organizations and colleges. (A SALES TRAINING WORKSHOP LEADER GUIDE has been developed to accompany SELLING 101, to aid sales managers and instructors in classes and team meetings.)
WHAT YOU WILL LEARNIn each chapter, you will find how-to tips, model scripts, checklists, and templates for pulling together your ideas and insights. The tutorials are set up around key, practical questions, like these:
- Are there important needs that my product or service can fill? If there are no needs, or if the needs are not recognized, by the prospect, then selling your services will be an up-hill battle. Maybe it's best to rethink, open to new slants and reassess the needs your product can fill.
- How does my product or service stand out from the competition? Can I tweak it to make it even more unique and valuable?
- How can I cost-effectively reach the decision makers who can say yes?
- When to work by appointment? When (if ever) by cold-calling?
- How to get past the gatekeeper? How to win an appointment?
- When on-site, what to look for? What does the office mood and style suggest?
- How to open the meeting.
- How to get the prospect excited about what you offer, and what it can do? Hint: telling how great your product is usually not the best way. . . at least not at the start.
- How to ask the kind of questions that nudge the prospect into telling you why they need what you offer.
- How to talk price. Tip: Price is usually not the most important issue.
- How to recognize and respond to "buying signals".
- A dozen-plus ways of "closing"- that is, moving the prospect to take action, now.
- How to look through questions and objections to the deeper point, then turn them into reasons for buying, now.
- When and what kind of proof to offer?
- How to follow up in a professional way with both those have bought, and those who are still only prospects, not yet customers.
