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Make More Sales, And Make More Money

How to Increase Your Sales Commission Dollars by Becoming a More Effective Salesperson

The Sales Associate®  —  Personal Development Skills Series

Here is a “how to” book filled with proven sales techniques to help you become a more organized, effective, and successful salesperson. This book explains how the top salespeople make more sales and more money than the average salesperson, and how you can learn to use similar traits to improve your sales performance. If you are a small business person; a corporate salesperson, an independent sales representative; or involved in the direct selling industry this book contains personal development skills to improve your sales success. This book is a basic sales primer—which defines all 6 steps of the sales call process, as well as sales technique to focus your efforts on key accounts who can significantly improve both your revenue and commission dollars.

© Copyright 1987, 2012 Evergreen Ventures Corporation. All Rights Reserved.

ISBN 978-0-927701-05-1  •  •  •  Printed in the United States of America

How to Increase Your Sales Commission Dollars by Becoming a More Effective Salesperson

TABLE OF CONTENTS

AUTHOR’S FORWARD

CHAPTER 1—INTRODUCTION

• WHO WILL BENEFIT FROM THIS BOOK
• DIRECT SELLING
• LIFE IN SALES – TWENTY-FIVE YEARS LATER
• WHY DECIDE ON A CAREER IN SALES
• PERSONAL DEVELOPMENT
• THE FOUR STAGES OF SALES COMPETENCE
• HOW YOU FIT IN
• THE SALES ASSOCIATE, 2012

CHAPTER 2—THE SUCCESFULL SALESPERSON

• INTEGRITY
• EMPATHY
• A SENSE OF URGENCY
• INTENSITY
• FOCUS
• STYLE
• RHYTHM
• ORGANIZATION

CHAPTER 3—THE SALES CALL PROCESS

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

• OBJECTIONS
• COST JUSTIFICATION
• CRITERIA SELLING

CHAPTER 4—ACCOUNT STRATEGY

• ACCOUNT STRATEGY

Appendix A

• Footnotes & Bibliography

Appendix B

• About the Author
• About the Editor, ePublisher
• About the Illustrator