Description

This book is written to help anyone in high school, college, college graduate or working on a career that may be thinking about getting into sales or may already be in sales. Information to help the sales person on appearance, cold-calling and setting appointments, meeting the client or customer, sales presentation, closing, follow-up and more.
The content comes from experience, based on over 23 years of combined Commercial Business-to-Business Outside Sales and Inside Sales dealing with the public. Having worked with four major corporate sales companies and some smaller local sales companies, as an Account Executive, General Manager and Regional Director.
Beginning with things you should learn, based on methods used to properly train effective, efficient and proficient salespeople for any organization.
Training should always be on-going, as each sales call can be a brand new experience with new objections or challenges. This book will help give you the basis to begin, and perhaps even learn something new, if you are a seasoned veteran sales person.
I talk about a wide range of things from appearance and grooming, personal and company goals, setting and handling appointments, cold-calling and emails, gatekeepers and decision makers, identifying target accounts, steps of a sales call and during an appointment, follow-up, and of course, closing. There are other areas I cover such as good and bad practices involving co-workers, ethical and unethical behavior, learning about competitors and customer expectations.