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The Fundamentals of Professional Selling
SECTION 1. SALES PLANNING
Refining Your Sales Plan (45:27)
Developing a Sales Mindset (63:00)
SECTION 2. SALES PROSPECTING
Making Contact with Top Decision Makers (65:36)
Refining Your Value Statement (55:10)
Solving Prospecting Problems (63:03)
SECTION 3. INTRODUCTION STAGE OF THE SALE
The Complex Selling Process (68:27)
SECTION 4. INVESTIGATION STAGE OF THE SALE
Developing Active Buying Needs (63:59)
Creating Buying Urgency (58:35)
Qualifying your Prospect with PIMAT (58:30)
Closing the Sales Qualification Gap (51:49)
SECTION 5. PRESENTATION STAGE OF THE SALE
Presenting Your Selling Solutions (55:58)
SECTION 6. CLOSING STAGE OF THE SALE
Closing and Confirming the Sale (55:27)
Solving Presentation and Closing Problems
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Solving Presentation and Closing Problems
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