When you submit the request form (in the red box on the far right of this page) you will instantly be emailed a link to access the free PDF, eBook containing the 15 chapters indicated below.
The third edition of SalesFish, 'Consultative Sales Professional' has just been completed. You can purchase the full manual from here for just $15
"Your book has provided some great reading. Some of this we have been exposed to previously but it is a really nice, pragmatic and easy to read collection of best practices for consultative selling." - Graham Barker, Director, Savio Solutions Limited.
The following is an outline of the chapters in 'The Consultative Sales Professional'. Please note that while their is lot of very valuable information included in the sample manual, chapters listed in grey font are not included in the sample manual. Introduction
Part 1 What are the successful personal characteristics.
Part 2
Consultative Selling Skills. Part 4
Consultative Selling Process Prep 1. Not included in free download. CSP 1. Not included in free download.
Part 5 1. What do we do now?
Appendix A Not included in free download. You can now purchase the full manual here for just $15
1. Introduction.
2. A quick introduction to the various sales methodologies.
3. Feature Selling.
4. Process Selling.
5. Terminology used in this manual.
6. The legitimate functions of sales people.
4. So what makes a salesperson a champion?
1. Is there such a thing as a natural born salesperson?
2. What are the successful personal characteristics?
3. What sales environment are you best suited to?
1. Time management.
2. You choose which clients to invest time with.
3. Marketing.
4. Casting the net and spearfishing.
5. Customer modes.
5. CRM Systems.
6. Who do you approach at the client?
7. Visiting the client.
8. Turning opportunities and issues into results.
9. Getting the client to put their best foot forward.
10. You choose which products to focus on.
11. W.I.I.F.M.
12. You stated.
13. Competitors.
14. Handling client concerns.
15. Negotiation strategies.
16. Specific Environment Competency.
17. Product knowledge.
18. Why not to use 'closing' techniques?
19. Eleven things you need to know about service satisfaction and complaint
management
Prep 2. Not included in free download.
Prep 3. Not included in free download.
Prep 4. Not included in free download.
Prep 5. Not included in free download.
CSP 2. Not included in free download.
CSP 3. Not included in free download.
CSP 4. Not included in free download.
CSP 5. Not included in free download.
CSP 6 Not included in free download.
CSP 7 Not included in free download.
CSP 8 Not included in free download.
CSP 9. Not included in free download.
2. CSP Workshops.
B Not included in free download.
