Sales Essentials: The Tools You Need at Every Stage to Close More Deals and Crush Your Quota

Sales Essentials is a comprehensive guide for business professionals to improve their sales skills at every point of the process, including prospecting, discovery meetings, qualifying, follow-up, closing deals, and setting up accounts for success. It provides actionable insights and practical advice from experienced sales professionals, and includes a toolkit, assessments, and more.

Format: Paperback / softback
Length: 336 pages
Publication date: 02 August 2023
Publisher: McGraw-Hill Education

With a relentless pursuit of closing deals, many business professionals find themselves struggling to enhance the critical stages that precede and follow a sale. In Sales Essentials, you will discover a comprehensive and up-to-date resource that empowers you to refine your skills at every stage of the sales process, from pre- to post-sale, to ensure you possess the necessary tools to propel your career forward.

Part I: The Essentials delves into the fundamental essence of the sales experience—the human connection. It also explores the prevalent challenges and opportunities that sellers encounter, offering actionable insights to address them. Furthermore, it delves into the characteristics and attributes that define the most successful salespeople, providing valuable insights.

Part II: The Essentials Applied equips you with practical tools and strategies to employ before, during, and after the sale. It offers valuable tips on prospecting, conducting effective discovery meetings, qualifying prospects, maximizing follow-up meetings, closing deals, and establishing accounts for long-term success and expansion. With a raw and direct approach, you will glean valuable insights from a seasoned sales professional who has navigated the trenches for years.

Part III: Beyond the Essentials extends your knowledge with even more hands-on advice about the human aspects of sales. It addresses topics such as managing rejection and self-doubt, as well as exploring specific tactics to safeguard your mental well-being. Filled with practical advice, useful tools, assessments, a toolkit, and more, Sales Essentials empowers you to walk away with increased confidence in your sales skills at every step of the process, and ready to implement them immediately.

Weight: 258g
Dimension: 178 x 126 x 24 (mm)
ISBN-13: 9781265224448