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

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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.

Book Details
ISBN: 9780470900000
Publication Date:
Formats: Paperback
Product Code: 131201
About the Author
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Founder & Publisher of Selling Power Magazine
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.
President and CEO of ASTD
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.
President and CEO of Sales & Marketing Executives International
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.
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