Planning, Process, Productivity, and Professionalism

Look for a new book with this stuff in it…

BARE Selling; 30 Days to Sales Success

Planning; Strategic techniques to achieve sales objectives

Pre-Call Planning
Building Solid Relationships
Understanding the Buying Cycle
Influencing Buying Criteria
Knowing the Competition

Process; Interpersonal interaction with the customer

Initiating Customer
Relationships
Needs Analysis
Mutual Action Planning
Conducting a Presentation
Managing Resistance
Negotiating
Gaining Commitment
Customer Follow-Up

Productivity; Making the best use of time and resources

Customer/Account Profiling
Goal Setting
Prospecting
Qualifying
Territory Management
Contact Management
Writing Letters/Proposals

Professionalism; Conducting business with integrity

Business Etiquette
Ethics/Conduct
Professional Appearance
Mentoring
Industry/Community
Involvement

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