Part Two: Training the Sales Pro to Sell
Part Two is where we get into the heart of sales training. Here you’ll find all the expected modules for a selling system and much more. What’s unique? Pay particular attention to Chapter 11 on Opening the First Meeting, which has perhaps the most important strategy you’ll ever adapt into a selling system. Also Chapter 12, Qualifying and Disqualifying Prospects, will help you manage the number one problem sales pros face. The powerful Ultimate Objection-Handling Tool in Chapter 16 is the most fun work I do with clients and most highly valuable as well. You’ll also find out exactly when to use pain versus when to use benefits in Chapter 17. (Hint: it’s a question whereby the buyer identifies what he prefers ...
