Four years ago Doug wrote and published a book that readers say is very relevant for sales people because it is helping them improve dramatically on a lot of the basic communication skills that just aren’t being emphasized by many authors, trainers and/or coaches today, especially in the world of blue collar sales.
As readers navigate these 274 pages, they will encounter 8 chapters:
- Enthusing – Attaining and maintaining the upbeat outlook and point of view required to survive the rough terrain of the selling profession.
- Essentializing – Applying the basic principles you need to be familiar with, to ensure you stand out on the selling landscape.
- Engaging – Sorting out suspects and prospects to determine who to approach, and then developing an agenda to initiate a sales conversation.
- Exploring – Uncovering, through probing and questioning, the pain, needs, and desires of prospects and buyers.
- Elaborating – Providing information about your product or service as the antidote to the pain you discovered during the exploring process.
- Encountering – Determining and resolving buyer concerns that surface during selling conversations.
- Executing – Reaching agreement on logical next steps in order to close sales and gain new customers.
- Expanding – Ongoing collateral activities to help grow your business and ensure long term sales success.
Everybody knows that…
But did you know that Doug has now published a Study Guide for sales managers and business owners that’s designed to be used by them as a companion piece to the topics covered in the book when conducting sales meetings with sales and service employees?
Using these materials, your sales and customer service employees will experience relevant, quality, 30-45 minute sales coaching sessions without you having to invest the time and effort previously required to plan and organize sales meetings. Here are some suggestions for using the material:
- Assign one of the 116 book segments (2-3 pages each) to your folks to read in advance of each meeting. The contents page of the guide includes the specific skill focus of each segment, to aid you in lesson assignments, meaning there is no reason to cover the contents of the book chronologically.
- Commercial specific segments are also denoted with a “C” on the Table of Contents pages of the Study Guide, if you have dedicated B2B salespeople.
- Using the questions provided in the Study Guide for the assigned segment, (3-6 relevant questions are included for each one), managers can easily lead a discussion of the assigned topic, by either providing the questions in advance of the meeting, or asking the questions spontaneously during each training session.
- At the conclusion of each session, there is a Skill Check at the bottom of each Study Guide page. This is a “show what you know” activity (role play, fieldwork assignment, etc.) to be completed by the participants following the coaching meeting to reinforce the topic that was discussed and ensure they “get it.”
- At the conclusion of the meeting, assign another segment for the next coaching session, and repeat the above steps at the next meeting.
Here’s the deal…The holiday sale was such a huge success last year, I’m doing it again. Between today and Christmas Eve, only on www.robinsontrainingsolutions.com, for every hard copy Study Guide (RTS003) you order at our everyday price of $69, I will also send you a FREE copy of the book, Sell is NOT a Four Letter Word (RTS001). I sell these books every day for $16. This is $85 of excellent training material for $69, nearly a 20% savings, and I will still provide FREE SHIPPING! I’m confident that when you get the materials in your hands you will return to my website after Christmas and order more books so you can begin this DIY sales coaching system at your company.
©2016 Robinson Training Solutions, LLC
