Sales Essentials: The Tools You Need at Every Stage to Close More Deals and Crush Your Quota
- 3h 21m
- Rana Salman
- McGraw-Hill
- 2023
Must-know concepts and smart strategies to improve every part of your sales process—from the new Essential Series for business professionals
With so much focus put into making a sale, many professionals find they need help improving the crucial points that come before and after the sale. In Sales Essentials, you'll find the comprehensive, up-to-date information you need to improve your skills at every point of the sales process—before, during, and after—to ensure you've mastered all the tools you need to further your career.
- PART I: THE ESSENTIALS explores the foundation for the sales experience—the human connection. It also dives into the common challenges (and opportunities) sellers encounter and actionable insights to address them, followed by the characteristics and attributes associated with the most successful salespeople and more.
- PART II: THE ESSENTIALS APPLIED gives you tools to use before, during, and after the sale, including tips on prospecting, preparing and conducting the discovery meetings, qualifying in and out, getting the most out of follow-up meetings, closing deals, and setting up accounts for success and expansion. Real, raw, and direct, you’ll learn from someone that has been in the sales trenches for years—no fluff!
- PART III: BEYOND THE ESSENTIALS offers even more hands-on advice about the human side of sales–from dealing with rejection and self-doubt to learning about specific tactics to help protect your mental health..
Filled with practical advice, useful tools, assessments, a toolkit, and more, Sales Essentials ensures you'll walk away feeling more confident in your skills at every step in the sales process—and ready to put them into action right away.
About the Author
Rana Salman, MBA, PhD, collaborates with sales, marketing, and enablement leaders to improve sales effectiveness and overall customer experience. She is the founder of Salman Consulting, LLC, and co-founder of the sales networking group WiSE (Women in Sales Enablement). She has been named one of the year's "Women Making an Impact in Sales Enablement" (2022) by Sales Enablement Pro and one of the "Top Female Sales Practitioners for Your Next Panel, Presentation, or Podcast" (2021) by Sales Hacker.
In this Book
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Introduction
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The Heart of Sales
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The Challenges of Sales
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Characteristics of Successful Salespeople
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Know Your Product
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Build Your Social Presence
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Be Diligent about Prospecting
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Prepare for the Discovery Meeting
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Interactive Exercise 1—Before the Sale
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Make a Positive First Impression
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Manage the Discovery Meeting
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Communicate Your Solution Effectively
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Learn the Art of Collaborative Selling
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Close the Sale
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Interactive Exercise 2—During the Sale
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Set Up Accounts for Success
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Analyze the Sales Process
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Leverage the Account for Additional Opportunities
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Interactive Exercise 3—After the Sale
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Dealing with Rejection
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Protecting Your Mental Health
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Embracing Your Career in Sales
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Sales Essentials Toolkit
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Exercise Answer Key
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Notes
