Sign-In
Cart
Newbie's Guide to Selling Face-to-Face: Quick Start for Consultants, Freelancers, New Self-employed, Career Changers, Start-Ups
Paperback
Series: Sales How-To for New Startups and Entrepreneurs, Book 9
ISBN13: 9781544861982
Publisher: Createspace
Published: Mar 29 2017
Pages: 148
Weight: 0.46
Height: 0.32 Width: 6.00 Depth: 9.00
Language: English
GOING OFF ON YOUR OWN? NEW VENTURE? NEWLY SELF-EMPLOYED? CAREER CHANGE? CONSULTING?
NEWBIE'S GUIDE TO SELLING FACE-TO-FACE: QUICK START FOR CONSULTANTS, FREELANCERS, NEW SELF-EMPLOYED, CAREER CHANGERS, START-UPS is a sales training workbook specifically designed for people who have a skill or product to bring to the world but who have never done much selling to this point in life . . . people such as new small business owners, consultants, free-agents, career-changers, free-lancers and self-employed.
This is a concise, to-the-point, information-rich sales training book particularly directed to the needs of people who are new to selling . . . people such as new small business owners, consultants, free-agents, free-lancers and self-employed people who will benefit from better selling skills.
With this sales book and the sales how-to tips, model sales scripts, checklists, and templates for organizing your new knowledge, you are only hours away from a clear vision of what you will sell, how to reach qualified prospects, how to create an awareness of their need for what you offer, of responding productively to questions and objections, and of closing sales
WHO IT IS FORIt is mainly intended for individuals who are starting up new ventures - or starting over after a career change - and need to quickly absorb practical sales techniques needed for sales success.
It is also a succinct guide to selling consulting services and marketing free agent or free-lance projects.
Note: This book is designed for beginners. A companion book, SELLING 101: Consultative Selling Skills, also by Michael McGaulley, is directed to the needs of more experienced sales people, as well as sales managers, sales team leaders, and sales trainers in organizations and colleges. (A SALES TRAINING WORKSHOP LEADER GUIDE has been developed to accompany SELLING 101, to aid sales managers and instructors in classes and team meetings.)
WHAT YOU WILL LEARNIn each chapter, you will find how-to tips, model scripts, checklists, and templates for pulling together your ideas and insights. The tutorials are set up around key, practical questions, like these:
- Are there important needs that my product or service can fill? If there are no needs, or if the needs are not recognized, by the prospect, then selling your services will be an up-hill battle. Maybe it's best to rethink, open to new slants and reassess the needs your product can fill.
- How does my product or service stand out from the competition? Can I tweak it to make it even more unique and valuable?
- How can I cost-effectively reach the decision makers who can say yes?
- When to work by appointment? When (if ever) by cold-calling?
- How to get past the gatekeeper? How to win an appointment?
- When on-site, what to look for? What does the office mood and style suggest?
- How to open the meeting.
- How to get the prospect excited about what you offer, and what it can do? Hint: telling how great your product is usually not the best way. . . at least not at the start.
- How to ask the kind of questions that nudge the prospect into telling you why they need what you offer.
- How to talk price. Tip: Price is usually not the most important issue.
- How to recognize and respond to buying signals.
- A dozen-plus ways of closing- that is, moving the prospect to take action, now.
- How to look through questions and objections to the deeper point, then turn them into reasons for buying, now.
- When and what kind of proof to offer?
- How to follow up in a professional way with both those have bought, and those who are still only prospects, not yet customers.
Also in
Marketing
Dummies Guide to Starting Your Own Business: Essential Steps to Launching and Scaling a Successful Small Business Venture
Press, Essywrites
Paperback
Brought to You by: How Corporations Warped the Truth, Conned the Public, and Broke Democracy
Westervelt, Amy
Hardcover
Revenge of the Tipping Point: Overstories, Superspreaders, and the Rise of Social Engineering
Gladwell, Malcolm
Paperback
Zero Click Marketing: How to Build Brands and Earn Customers on a Traffic-Starved Web
Natividad, Amanda
Fishkin, Rand
Hardcover
$100m Lost Chapters: Lost Treasures from $100M Offers, $100M Leads, and $100M Money Models
Hormozi, Alex
Hardcover
Stupider People Have Done It: Marketing Truths, Career Moves, and Life Advice for Doers
Schwedelson, Jay
Hardcover
Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com
Ross, Aaron
Tyler, Marylou
Hardcover
Ofertas de $100M: Cómo presentar ofertas tan buenas que la gente sienta que es estúpida si dice que no
Hormozi, Alex
Hardcover
Alchemy: The Dark Art and Curious Science of Creating Magic in Brands, Business, and Life
Sutherland, Rory
Paperback
Prospectos de $100M: Cómo conseguir que los desconocidos quieran comprar lo que vendes
Hormozi, Alex
Paperback
The Currencies of Wellness: A Field Guide to the Unexpected Ways Brands Can Shape Everyday Well-Being
Nichols, Tricia
Paperback
Clean Winners: Sustainability Strategy That Puts Customers First
Challagalla, Goutam
Dalsace, Frederic
Hardcover
Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to Mainstream Customers
Moore, Geoffrey A.
Paperback
The AI Edge: Sales Strategies for Unleashing the Power of AI to Save Time, Sell More, and Crush the Competition
Blount, Jeb
Iannarino, Anthony
Hardcover
Odds Are It's Marketing: A Practical Guide to Spotting Trends, Building Strategy, and Driving Growth
Ling, Shanise
Paperback
The Million-Dollar Financial Services Practice: A Proven System for Becoming a Top Producer
Mullen Jr, David J.
Paperback
Cold Calling Sucks (And That's Why It Works): A Step-by-Step Guide to Calling Strangers in Sales
Cegelski, Nick
Farrokh, Armand
Paperback
Yes!: 50 Scientifically Proven Ways to Be Persuasive
Martin, Steve J.
Cialdini, Robert
Goldstein, Noah J.
Paperback
Inside the Tornado: Strategies for Developing, Leveraging, and Surviving Hypergrowth Markets
Moore, Geoffrey A.
Paperback
The 1-Page Marketing Plan: Get New Customers, Make More Money, and Stand Out from the Crowd
Dib, Allan
Paperback
Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com
Ross, Aaron
Tyler, Marylou
Paperback
Get Clients Now! (Tm): A 28-Day Marketing Program for Professionals, Consultants, and Coaches
Hayden, C.
Paperback
El año de 12 semanas: Logra en 12 semanas lo que otros hacen en 12 meses
Lennington, Michael
Moran, Brian P.
Paperback
Obviously Awesome: How to Nail Product Positioning so Customers Get it, Buy it, Love it
Dunford, April
Paperback
How Brands Grow 2 Revised Edition: Including Emerging Markets, Services, Durables, B2B and Luxury Brands
Romaniuk, Jenni
Sharp, Bryon
Hardcover
Blue Ocean Strategy, Enhanced Edition: How to Create Uncontested Market Space and Make the Competition Irrelevant
Mauborgne, Renée
Kim, W. Chan
Hardcover
The Youtube Formula: How Anyone Can Unlock the Algorithm to Drive Views, Build an Audience, and Grow Revenue
Eves, Derral
Hardcover
Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales.
Weinberg, Mike
Paperback
The AI Marketing Canvas, Second Edition: A Five-Step AI Plan for Marketers
Venkatesan, Rajkumar
Lecinski, Jim
Paperback
2024 Ultimate Guide To E-commerce Growth: 7 Unexpected KPIs To Scale An E-commerce Shop To $10 Million Plus
Hammersley, Ian
Hammersley, Mark
Paperback
Revenge of the Tipping Point: Overstories, Superspreaders, and the Rise of Social Engineering
Gladwell, Malcolm
Hardcover
Be a Sequoia, Not a Bonsai: The Seven Growth Secrets of the World's Most Successful Companies
Darveau-Garneau, Nicolas
Hardcover
Walk in the Other Guy's Shoes: 25 Lessons for the Marketing, Procurement, and Agency Triangle
Davis, Joanne
Hardcover
Designing Brand Identity: A Comprehensive Guide to the World of Brands and Branding
Wheeler, Alina
Meyerson, Rob
Hardcover
Obviously Awesome: How to Nail Product Positioning so Customers Get it, Buy it, Love it
Dunford, April
Hardcover
What Would Tequila Do?: The Playbook For Thriving Despite Corporate Bullshit. 52 Shots. No Filler.
Campher, Henk
Paperback
The Leader's Brain, Updated and Expanded: Unlock Peak Performance in Work and Life with Neuroscience
Platt, Michael
Paperback
Marketing 7.0: A Guide for Thinking Marketers in the Age of AI
Kartajaya, Hermawan
Setiawan, Iwan
Kotler, Philip
Hardcover
Why We Buy: The Science of Shopping--Updated and Revised for the Internet, the Global Consumer, and Beyond
Underhill, Paco
Paperback
The Power of Visual Storytelling: How to Use Visuals, Videos, and Social Media to Market Your Brand
Gioglio, Jessica
Walter, Ekaterina
Paperback
Haciendo que el Primer Círculo Funcione: La base para la duplicación en el mercadeo en red
Gage, Randy
Paperback
Focus: How to Plan Strategy and Improve Execution to Achieve Growth
Mittal, Vikas
Sridhar, Shrihari
Hardcover
How to Write a Marketing Plan: Define Your Strategy, Plan Effectively and Reach Your Marketing Goals
Westwood, John
Paperback
The Human Element: Overcoming the Resistance That Awaits New Ideas
Nordgren, Loran
Schonthal, David
Hardcover
Satisfaction: How Every Great Company Listens to the Voice of the Customer
Power, James
Denove, Chris
Paperback
The Director's Method: Lead With Vision, Activate Imagination, and Deliver Breakthrough Business Results
Megia, Misty
Hardcover
Cashvertising: How to Use More Than 100 Secrets of Ad-Agency Psychology to Make Big Money Selling Anything to Anyone
Whitman, Drew Eric
Paperback
$100M Offers Summary and Workbook: How To Make Offers So Good People Feel Stupid Saying No
Hormozi, Alex
Hardcover
The Luxury Strategy: Break the Rules of Marketing to Build Luxury Brands
Kapferer, Jean-Noël
Bastien, Vincent
Hardcover
The 22 Immutable Laws of Branding: How to Build a Product or Service Into a World-Class Brand
Ries, Al
Ries, Laura
Paperback
Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
Blount, Jeb
Hardcover
The Experience Economy, with a New Preface by the Authors: Competing for Customer Time, Attention, and Money
Gilmore, James H.
Pine II, B. Joseph
Hardcover
Ultimate Partner: 7 Principles for Winning in the Age of Ecosystems, AI, and Co-Sell
Menzione, Vince
Hardcover
Trust Is the Strategy: Building Your Law Firm's Brand With Integrity
Hargroder, Megan
Amarir, Molly
Paperback
$100m Lost Chapters: Lost Treasures from $100M Offers, $100M Leads, and $100M Money Models
Hormozi, Alex
Paperback
The Best Attorney Never Wins: Why Great Lawyers Go Broke and Average Ones Build Empires
Perone, Angelo
Hardcover
Digital Threads: The Small Business and Entrepreneur Playbook for Digital First Marketing
Schaffer, Neal
Paperback
Storybrand 2.0 Edición Actualizada: Clarifica Tu Mensaje Y Los Clientes Escucharán
Miller, Donald
Paperback
Stories That Stick: How Storytelling Can Captivate Customers, Influence Audiences, and Transform Your Business
Hall, Kindra
Hardcover
The 22 Immutable Laws of Marketing: Exposed and Explained by the World's Two
Ries, Al
Trout, Jack
Paperback
Takeaways: Ideas, Strategies and Encouragement for the Nonprofit Public Relations Professional
Whitt, Marc C.
Hardcover
When in Doubt, Make Applesauce! Core Habits of the Masterful Public Relations Professional
Whitt, Marc C.
Hardcover
Hbr's 10 Must Reads on Marketing, Updated and Expanded (Featuring Marketing Myopia by Theodore Levitt)
Levitt, Theodore
Reichheld, Fred
Review, Harvard Business
Paperback
Smart Pricing: How Google, Priceline, and Leading Businesses Use Pricing Innovation for Profitabilit
Zhang, Z.
Raju, Jagmohan
Paperback
High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
Hunter Csp, Mark
Paperback
Build Your Beverage Empire - Third Edition: Start Your New Beverage Business
Olson, Jorge S.
Paperback
How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
Fox, Jeffrey J.
Hardcover
Day Trading Attention: How to Actually Build Brand and Sales in the New Social Media World
Vaynerchuk, Gary
Hardcover
Wholesale MBA: How to Sell Consumer Goods to Distributors, Retailers, and Consumers
Olson, Jorge S.
Piancone, Sandro
Paperback
For the Culture: The Power Behind What We Buy, What We Do, and Who We Want to Be
Collins, Marcus
Paperback
$100M Leads Summary & Workbook: How to Get Strangers To Want To Buy Your Stuff
Hormozi, Alex
Paperback
The Visible Expert Revolution: How to Turn Ordinary Experts into Thought Leaders, Rainmakers and Industry Superstars
Frederiksen, Lee
Harr, Elizabeth
Feldman, Karl
Paperback
The Indispensable Marketer: Bridge The Trust Gap with Your CEO and Build a Business You're Both Proud Of
Baadsgaard, Jacob
Paperback
The Best Story Wins: How to Leverage Hollywood Storytelling in Business and Beyond
Luhn, Matthew
Paperback
Exceptional Service, Exceptional Profit: The Secrets of Building a Five-Star Customer Service Organization
Inghilleri, Leonardo
Solomon, Micah
Paperback
Creating Signature Stories: Strategic Messaging That Energizes, Persuades and Inspires
Aaker, David
Paperback
Trust Me, I'm Lying: Confessions of a Media Manipulator (Large Print Edition)
Holiday, Ryan
Paperback
Get Together: How to Build a Community with Your People
Huynh, Kevin
Sotto, Kai Elmer
Richardson, Bailey
Hardcover
Design Research Mastery: How to Lead Research That Builds Buy-In and Great Products
Fortier, Sara
Paperback
Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No
Blount, Jeb
Hardcover
No B.S. Marketing to the Affluent (Fourth Edition): The Ultimate No Holds Barred, Take No Prisoners, Guide to Getting Really Rich
Kennedy, Dan S.
Fischer, Martin J.
Paperback
No B.S. Marketing to the Affluent: No Holds Barred, Take No Prisoners, Guide to Getting Really Rich
Kennedy, Dan S.
Paperback
How to Write an Exceptional Business Plan: A Step-by-Step Guide to Winning Investors, Lenders, and Success
Cheeks, Ashley
Paperback
AI-Powered Content Marketing and SEO: Impact, Risks, and Strategies for Brands
Seda, Catherine
Halasz, Jenny
Paperback
The Multiply Method: Simple Systems for Building a Solid, Sustainable Network Marketing Team
Robbins, Sarah
Hardcover
Obvious Adams (Special Edition): The Story of a Successful Businessman
Updegraff, Robert Rawls
Paperback
The Youtube Formula: How Anyone Can Unlock the Algorithm to Drive Views, Build an Audience, and Grow Revenue
Eves, Derral
Hardcover
The Now Habit: A Strategic Program for Overcoming Procrastination and Enjoying Guilt-Free Play
Fiore, Neil
Paperback