So You're New to Sales. Bryan Flanagan
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Made For Success Publishing
P.O. Box 1775 Issaquah, WA 98027
www.MadeForSuccessPublishing.com
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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
Motivational Message: The Third Step in Taking PRIDE in Your Profession
Separate Professional Selling from Professional Visiting
Three Ground Rules
Small Talk
Making a Positive First Impression
Communication Skills
Listen Up! I Said, Listen Up!
Frame the Sales Call
The P.O.G.O. Profile
The Person of the P.O.G.O. Profile
The Organization of the P.O.G.O. Profile