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The Art of Professional Sales, Handbook for the Career Seller by Craig Rainey
The Art of Professional Sales, Handbook for the Career Seller by Craig Rainey
By: Craig Rainey

The Art of Professional Sales

Handbook for the Career Seller

* Available in Paperback, eBook, Kindle and Nook

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The Art of Professional Sales, Handbook for the Career Seller by Craig Rainey
The Art of Professional Sales, Handbook for the Career Seller by Craig Rainey
By: Craig Rainey

The Art of Professional Sales

*Available in Paperback, eBook, Kindle and Nook
The Art of Professional Sales, Handbook for the Career Seller by Craig Rainey
More About the Book

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.

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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.

Craig Rainey on Professional Selling

In this short video, Professional Seller, Craig Rainey, shares his insight on being a success in sales.

The Art of Professional Sales, Handbook for the Career Seller by Craig Rainey

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.

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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.

The Art of Professional Sales, Handbook for the Career Seller by Craig Rainey

Sales Topics

The Art of Professional Sales, Handbook for the Career Seller, is the only sales training manual you need to succeed. The sales skills covered in the book address real time challenges the professional seller will encounter daily in his or her career.

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Craig Rainey Author, Sales Trainer, and Actor
Learn More About the Author

Craig Rainey

Craig Rainey (1962 - ) is an American film actor, author, screenwriter, and musician. He was born in San Angelo, Texas and lives in Austin. His Texas roots hail back to the original Impresario settlers of Coahuila y Tejas under Stephen F. Austin. He is a military veteran, sales trainer and motivational speaker, and he cowboyed professionally in south Texas. His fiction novels include Massacre at Agua Caliente, Stolen Valor, a Carson Brand Novel, and Dark Motive, A Carson Brand Novel.

His non-fiction sales training book, The Art of Professional Sales, Handbook for the Career Seller, was released October 2020. As a screenwriter, his scripts have won numerous awards at film festivals including: Best Narrative Period Piece, Most Likely to be Produced as a Movie, and was Official Selection for many more. Craig Rainey won Best Breakout Writer for the script Massacre at Agua Caliente.

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Craig Rainey's Novels have captivated thousands of Readers Worldwide

Massacre at Agua Caliente - A Western Tragedy by Craig Rainey

Massacre at Agua Caliente

Stolen Valor - A Carson Brand Novel by Craig Rainey

Stolen valor

Dark Motive - A Carson Brand Novel by Craig Rainey

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The Art of Professional Sales - Handbook for the Career Seller by Craig Rainey

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Craig Rainey's Action Adventure, Thriller, and Western Novels are Available in the U.S. and Internationally Wherever Books are sold.

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Well-known for his fast-paced action adventure novels, Craig Rainey is a popular author of award winning fiction novels.

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