Make More Sales, and Make More Money

WHO WILL BENEFIT FROM THIS BOOK

  • Small businesspeople;
  • Professional sales people
  • Independent sales representatives; and,
  • Part-time salespeople in direct selling

This book will show sales professionals how to meet their sales goals and maximize their income. It is designed for both new and experienced salespeople who want to be more effective and organized – through both basic sales techniques and today’s personal computer’s (desktop, laptop, notepad, tablets) power and speed.

Available on Amazon.

Chapter 1 – Introduction
Explains how, as a professional salesperson, you can use this book to maximize your sales success and personal income.
Chapter 2 – The Successful Salesperson
How to plan and meet your goals – shows you how to plan and organize your time and explains the traits of “star” sales people that make them successful – techniques to help you plan and meet your important goals – and to ignore those distractions that will waste your productive selling time.  You can’t do more without being more organized – organization is the first step in becoming a better salesperson.
Chapter 3 – The Sales Call Process
The sales call process, and basic terms that you’ll encounter in The Sales Associate®. Provides basic sales technique information – and is a basic sales primer – which defines terms and sales techniques that we use in this book.
Chapter 4 – Account Strategy
Account Strategy is a sales technique to focus your efforts on certain key accounts – to ensure that all of the required steps to close these accounts have been identified and tracked within your sales database.

Experienced salespeople typically plan a long-term strategy for their best accounts. Key accounts are your large customers, or prospects, that can significantly improve both your revenue and commissions.

Chapter 1 — Introduction

WHY THIS BOOK IS UNIQUE
Since The Sales Associate® book was published – twenty-five years ago – not much has changed in how we make a “face-to-face” sales call.
What have changed, incredibly, are both computer technology and the internet, as Tom Friedman explains in his book, “The World is Flat” (1).
Today, your telephone is your computer, your television can search the web, and the internet is the first place we go for information, the personal computer has become a notebook, an Iphone®, or a tablet. Social websites, such as Facebook® and Linkedin®, have totally changed the way that we form “communities”, to share both personal and professional information.
All these changes offer you incredible opportunities in both sales and marketing. This book takes you through the complete sales process – from your organizational skills – to your marketing efforts. It’s not just a list of “96 sales tips.”
And – not just a “How to sell” manual – this book shows you how to integrate today’s technology with your sales efforts, to increase both your sales effectiveness and personal income.

Chapter 2 – The Successful Salesperson

ORGANIZATION
Most star salespeople are incredibly organized people. Just like great ball players, they make everything hard look easy. They are always the top performer on the sales team, and they seem to have a never-ending source of new sales leads. They seldom have a, “dry month”, where they run out of prospects or sales.
Organization is the foundation to sales success. Star salespeople can manage more prospects than most salespeople, and keep moving them ahead without forgetting anyone. To become successful, you need to learn how to handle a larger number of prospects, and make sure that you don’t lose anyone during your sales cycle – from an initial product inquiry – to a closed sale.
— — — —

What makes a great salesperson? I’ve often thought about this – especially when I am interviewing sales candidates for an open position. If you search for it on the Internet, you will get thousands of hits, so I guess there’s a lot of other people trying to figure it out, as well.

Chapter 3 – The Sales Call Process

Let’s begin with the six basic Sales Call Segments – since you’ll use these Sales Call Segments to plan and manage your entire sales call process.
Since each sales call has its own goals – here’s how you’ll plan each of your sales calls. Experienced salespeople do not ad-lib a sales call – but have a preset sales call plan – with specific goals and objectives. Since each sales call has its own objective – you must design your call to advance your prospect – from a, “just-interested”, level, to a completed sale, based upon their current account status.
There are six Sales Call Segments:
  1. A Pre-Call Plan
  2. The Opening
  3. Defining Needs And Creating Desire
    Within The Prospect
  4. Qualifying The Prospect
  5. The Sales Presentation
  6. The Close

Chapter 4 – Account Strategy

Experienced salespeople typically plan a long-term strategy for their best accounts. You can use any criteria to define a key account that you choose, but usually, key accounts are: large customers; resellers; or prospects who can significantly improve your revenue and commissions.
Account strategy is a sales technique to focus your efforts on certain key accounts – and to review your sales activity to ensure that you have identified all required information necessary to close the account.
In addition to large accounts – you could also apply this strategy to those smaller prospects that you are currently trying to close – since this technique provides you with a framework to ensure that you haven’t missed any steps required to close this business.
For example, I plan my annual strategy in January – and select key accounts to concentrate on for the New Year. Often, these key accounts do not currently buy my products, or do not buy all of my products. However, based on my information, there should be a business relationship between our two companies.
These accounts may currently purchase competitive products, but have potential to significantly increase my annual sales revenue.