on>
Made For Success Publishing
P.O. Box 1775 Issaquah, WA 98027
www.MadeForSuccessPublishing.com
Copyright © 2016 Zig Ziglar Corporation All rights reserved.
In accordance with the U.S. Copyright Act of 1976, the scanning, uploading, and electronic sharing of any part of this book without the permission of the publisher constitutes unlawful piracy and theft of the author's intellectual property. If you would like to use material from the book (other than for review purposes), prior written permission must be obtained by contacting the publisher at [email protected]. Thank you for your support of the author's rights.
Library of Congress Cataloging-in-Publication data:
Bryan, Flanagan
So, You're New to Sales
p. cm.
ISBN: 9781613397428 (Paperback)
ISBN: 9781613398586 (eBook)
LCCN: 2015917092
For further information contact Made For Success Publishing
+ 14255266480 or email [email protected]
DEDICATION
I am successful because I followed the number one rule of success: marry well!
Thank you, Cyndi.
Parents don’t produce better children. Children produce better parents.
Thank you, Patrick and Quinn.
CONTENTS
Chapter 1: The Psychology of Sales
Selling Didn’t Come Naturally for Me
Are You Also an Accidental Salesperson?
16 Professional Selling Principles
The Four Stages of Growth Exercise
Motivational Message: The First Step in Taking PRIDE in Your Profession
Chapter 2: The Sales P.R.O.C.E.S.S. Overview
Selling is a Process, Not an Event
The Importance of Process
The Four Sales Filters
The Sales P.R.O.C.E.S.S. Overview
Success Hint: Selling is Asking and Listening
The Value of Preparing and Planning
The Mr. Do PAT Strategy
The 7-Step Account Planning Formula
Account Planning Strategy
Account Planning Strategy Form
A Golf Story
Sample Account Strategy Plan
Motivational Message: The Second Step in Taking PRIDE in Your Profession
Separate Rejection from Refusal
Three Elements to Effective Prospecting
Success Hint: Use your Prospecting System
Asking for Referrals
A Qualified Prospect
Communicating a Compelling Reason to Meet with You
The General Benefit Strategy (GB S) Formula
GBS Examples
Leaving a Voice Mail Message
Create your Own GBS
Five Creative Ways to Prospect
Creative Practice
