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Sell is NOT a Four Letter Word might be the missing piece at your company, especially since a companion Leader Guide is now available! (Scroll to order.)
Doug subdivided the book into 8 chapters, paralleling the typical sales process. These chapters contain 116 segments, which are laser-beam topics of 2-3 pages each, perfect for weekly sales coaching sessions, especially when coupled with the Leader Guide.
Each segment begins with a brief yarn, story, or tale; introducing the specific coaching nuggets. Subdivided this way, busy salespeople will not have to devote lots of reading time at any one setting.
Here is the chapter breakdown (Complete Table of Contents available below in free excerpt area)
- Enthusing – Attaining and maintaining upbeat outlook, point of view, and attitude.
- Essentializing – Basic selling traits and principles necessary for success.
- Engaging – Prospecting principles and agenda development to initiate a sales conversation.
- Exploring – Probing and questioning to uncover the pain, needs, and desires of prospects.
- Elaborating – Presenting your solution as the antidote to the pain you uncovered.
- Encountering – Determining and resolving buyer concerns and objections.
- Executing – Reaching agreement on logical next steps leading to closing.
- Expanding – Ongoing collateral activities to grow your business and ensure sales success.
Below are several free to preview excerpts from the book.
Leader Guide Tutorial Video
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