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|  |  45 Practical Rules for Operating in SalesAll mechanical sales training systems must have a group of practical rules and tools to help you execute. This selling strategy has 45 Rules, Tools And Attitudes necessary for you to implement. Sales trainers and sales training speakers around the country are using these Rules, Tools And Attitudes, to teach their sales clients the right way to sell. But this is the original compendium of these rules.
A Rules Example:
Did you know that you should never propose or present before you diagnose the problem the prospect has? Most sales people, even if they know this, can't wait to get to the proposal. (Must be our old kindergarten training of "show and tell.") But that is mechanically wrong. And it will force you to have to overcome a host of objections later in the process.
A Tools Example:
On the first sales call you make with a B2B prospect, you must always ask the question, "What would you like to accomplish today?" That provides space for him to tell you his problem. If you don't ask that question, and mistakenly think that he only wants to hear about your product features, you'll take up space—and lose control.
An Attitude Example:
Did you ever consider that you bring a value that is unavailable anywhere else in the world? Well, you do. But not if you don't see it that way first. You must have a "proprietary value" mindset when you pursue new accounts. This CD set will help you understand what that value is and begin to teach you how to communicate it.
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