Craig Rainey Book Readership has Soared
Paperbacks
23500
Cups Of Coffee
53246
eBooks
32456
Readers
45522
Succeed in Sales
T his sales training book is unlike any other sales training manual you will find. Although every book on modern sales techniques covers much of what is in this book, most bombard you with countless pages of examples, methodology and psychological information that would take a lifetime to master. Unlike books on closing, marketing, or the psychology of sales, The Art of Professional Sales is a common sense approach to selling, eliminating the need for tricks, gimmicks or mind games.
Sales Skills
In The Art of Professional Selling, you have at your fingertips an easily referenced guide which will upgrade you immediately to a dependable selling professional. After learning the clearly explained techniques contained in this book, you will have the most effective selling tools available in your sales arsenal. You will see an immediate jump in your closing numbers, profit margins, and customer satisfaction.
Chapter 1 - Professional Selling
How do you earn a buyer's favor? Why must we focus on the fundamentals? Do buyers purchase emotionally or logically? Technical experts versus sales professionals. Coimponenets of the buyer / seller relationhship. Sales manager rehash - be careful.
Chapter 2 - Setting the Table for the Sales Process
Sellers root for the buyer. The buyer defense mechanism. Overcoming the buyer defense mechanism. Crediblity - the backbone of the sale. The customer buys you and what you are doing.
Chapter 3 - First Contact with the Buyer
Prospecting. Prospecting numbers - the stat's tell the story. The B2B in-person cold call. The first contact with the buyer. Set the appointment. Components of the appointment call.
Chapter 4 - Warm-up Q&A
Arrival to the first appointment. Warm-up Q&A. Qualifying questions. Types of qualifying questions. Introduce pain into the process.
Chapter 5 - The Proposal Presentation
The proposal presentation appointment. Eliminate the competition. Present the proposal. Features, benefits, real value statement. pricing and terms. Price drops. Close the sale. Referrals. Talking with B2B decision makers.
Chapter 6 - One Call Closing
The urgency - Key to the one call close. The one call close process - residential. The one call close process - B2B.
Common Sales Misconceptions
Professional selling is the least understood and most abused vocation in America. Today company owners focus every aspect of their business on social media popularity and 5-star reviews. The possibility that their sales department might blunder into professional selling and potentially pressure a customer into buying terrifies them. If 5-star ratings are important to your business, understand that a well-trained, highly producing sales staff will lead to customer satisfaction.
Most Sales Techniques are Gimmicky and High Pressure
High pressure and pushy tactics are the stock and trade of the aggressive amateur. The tools in this book are effective while not seeming high pressure or pushy to the buyer.
Asking for the Buyer to Purchase Today is too Confrontational.
More than from any other cause, Psychologists treat patients who suffer from maladies that stem directly from doubt and uncertainty. As professional salespeople, we are in the business of helping others by helping to alleviate the pain of doubt and uncertainty. The anguish of indecision is a curable pain. The seller shares the burden of doubt and uncertainty with the buyer.
I am an Expert in my Field so I am more Effective and Valuable to my Clienets.
It is much easier to teach a professional seller an adequate technical skill necessary to sell a product effectively, than it is to teach an artisan or a tradesman Professional Sales.
Objections are a Defense Mechanism from the Buyer
Objections indicate points of interest for the buyer. A buyer will never object to the color or the price if neither is important to them. An objection is a buying signal.
Read On Any Device
If you prefer to hold a book, the paperback version is purposely brief. The table of contents is clear and concise. You can easily locate and review a specific topic. The book is thin enough that you can carry it with you in a brief case or tote. Otherwise the book is available in ebook, for Kindle, Nook or digital reading.
Reader’s FeedbackDid the Art of Professional Sales Help?
What do the readers and industry leaders say?
Reader ReviewWeb Comment
This is the most valuable book in my collection. Craig Rainey breaks down the most complex tasks in sales to a fundamental level.
Reader ReviewWeb Comment
This book more than doubled my sales numbers. I recommend it to anyone who wants to make sales their career.
Reader ReviewWeb Comment
Craig Rainey makes the timeless tools in professional sales easy and fun. Wow!
Industry Review to Come
Insert Review Here
Industry Review to Come
Insert Review Here
Industry Review to Come
Insert Review Here
Industry Review to Come
Insert Review Here
Craig Rainey's Novels have captivated thousands of Readers Worldwide
Stolen valor
Dark Motive
The Art of Professional Sales
Craig Rainey's Books Also Available Here
Craig Rainey's Action Adventure, Thriller, and Western Novels are Available in the U.S. and Internationally Wherever Books are sold.
More Books by Craig Rainey
Well-known for his fast-paced action adventure novels, Craig Rainey is a popular author of award winning fiction novels.
A Western Tragedy
A Carson Brand Novel
A Carson Brand Novel
Handbook for the Career Seller
A Texas Frontier Novel
Join his mailing list to find out.