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    Newbie's Guide to Selling Face-to-Face: Quick Start for Consultants, Freelancers, New Self-employed, Career Changers, Start-Ups: Small Business Sales How-to Series
    Unavailable
    Newbie's Guide to Selling Face-to-Face: Quick Start for Consultants, Freelancers, New Self-employed, Career Changers, Start-Ups: Small Business Sales How-to Series
    Unavailable
    Newbie's Guide to Selling Face-to-Face: Quick Start for Consultants, Freelancers, New Self-employed, Career Changers, Start-Ups: Small Business Sales How-to Series
    Ebook133 pages1 hour

    Newbie's Guide to Selling Face-to-Face: Quick Start for Consultants, Freelancers, New Self-employed, Career Changers, Start-Ups: Small Business Sales How-to Series

    By Michael McGaulley

    ()

    Currently unavailable

    Currently unavailable

    About this ebook

    This Newbie's Guide to Selling-Face-To-Face is a short, to-the-point handbook focusing on the need-to-know for people getting started in the process of finding prospects and making face-to-face sales calls.

    It's especially targeted to the needs of career-changers and people going off on their own, or looking for a new job or a new field--- such as consultants, free-agents, or independent contractors.

    The Newbie's Guide to Selling-Face-To-Face is drawn from the author's experience developing sales and sales management training for some of America's top corporate "sales universities."

    Among the topics covered are these:
    --Starting questions for testing the viability of the product or service you will offer, and defining your core selling messages.
    --Finding your way to the person who has budget and authority to say yes to what you offer.
    --Getting past the Screen or Gatekeeper.
    --Telephone sales tips both with the Screen and Prospect.
    --Opening face-to-face sales calls.
    --Consultative selling: asking savvy questions to help the Prospect recognize whether needs exist for your product or service, as well as the value of buying it to fill those needs.
    --Linking the needs uncovered with the specific ways in which what you offer will fill those needs-- both cost-effectively, and better than competing methods.
    --Dealing with the issue of price by focusing on value.
    --Being attuned to "buying signals," both verbal and non-verbal.
    --Converting questions and objections into additional reasons for buying.
    --Closing for the order or some other kind of "buying action."
    --Working with the customer after the sale, and other customer-care considerations.

    LanguageEnglish
    PublisherChamplain House Media
    Release dateApr 11, 2018
    ISBN9781544861982
    Unavailable
    Newbie's Guide to Selling Face-to-Face: Quick Start for Consultants, Freelancers, New Self-employed, Career Changers, Start-Ups: Small Business Sales How-to Series

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