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The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance

By  Dan Seidman

The Ultimate Guide to Sales Training

The Ultimate Guide to Sales Training is the go-to reference for sales managers, sales trainers, sales coaches, and sales consultants who want to increase a sales force's productivity by using these proven techniques:

  • Building Mental Flexibility
  • Anchoring Concepts for Easy Recall
  • Encouraging Behavioral Change

Covering a wide range of topics, The Ultimate Guide to Sales Training shows how to develop a selling system, prospect effectively, and qualify and disqualify prospects. The book also covers information on using power questioning techniques, handling objections, and includes solution selling guidelines and ideas for creating and delivering potent presentation practices. In addition, the author covers such hot topics as managing reps’ attitudes and how to close the sale. He also includes suggestions for overcoming buyer resistance and making change occur as well as getting beyond barriers that block decision-makers, and much, much more.


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Dan Seidman

Dan Seidman is a world-recognized authority in sales training. He was named “International Sales Training Leader of the Year” (Stevie Awards, 2013) for his work in redesigning existing sales training to significantly increase sales team performance. Dan is also an accomplished consultant, speaker, coach, and author of five books, including the bestselling Sales Autopsy (Kaplan, 2006) and The Ultimate Guide to Sales Training (Pfeiffer, 2012). His business humor columns reach more than 1.5 million readers a month, both online at and in print at Agent Sales Journal, Independent Agent, Insurance NewsNet, Advantages Magazine, and more. Dan is the founder of GOT INFLUENCE?, where he teaches language strategies that develop salespeople into world-class sales professionals. As a World Masters athlete, Dan has won three gold medals playing on the U.S. basketball team.


This book should be on the desk of every sales manager and sales trainer. Dan Seidman created a treasure chest of ideas, concepts, skills-sets and motivation tools that are ready to be converted into cash.

Gerhard Gschwandtner
Founder & Publisher of Selling Power Magazine

Sales professionals throughout the world will discover performance improvement through this training encyclopedia. And, we're pleased that Dan Seidman is helping to make sales training a major strategic driver for all organizations.

Tony Bingham
President and CEO of ASTD

Each chapter includes exercises to anchor the learning. Each chapter kicks off the learning moment with a sales war story, a humorous anecdote, even a joke. Each chapter just might be the one piece that plugs the gap in your team’s performance. Dan is truly earning the title Trainer to the World’s Sales Trainers.

Willis Turner, CAE CSE
President and CEO of Sales & Marketing Executives International

Book Details

Pub Date: April 2012

Formats: Paperback

Product Code: 131201

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