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What's in it?

Introduction

Animal selling

Selling the industry

Assessing the competition

Vendor Comparison Matrix (Downloadable)

Consultative selling

Customer focused selling

The sales cycle

Selling against an in-house operation

Selling into Different Market Segmentations

Handling the most popular objections

Sample phone prospecting (Downloadable)

Sample large proposal (Downloadable)

Real world sales and marketing

Sample compensation plan (Downloadable)

Sample lead sheet of new business inquiry form (Downloadable)

Sample telemarketing script (Downloadable)

Sample marketing letter (Downloadable)

Sample alliance contract (Downloadable)

Sample Presentation (Downloadable)

Deal Analysis Template (Downloadable)

Discovery Survey

Sample New Hire Offer Letter (Downloadable)

"Save valuable time"

Sales and Marketing

Sales and marketing is packed with user friendly, easy to follow, time tested information and proven to work tools and methodologies.

You can send an automated needs analysis or Sales Discovery survey to your prospect or customer so you can better craft a solution built around their specific needs and "hot buttons". This is a fully automated easy to use tool sent as a link and responses automatically populate a report. You can customize the survey and report as you wish.

Animal selling is important in building relationships with a number of different types of personalities. Some of who may be different than your own. Go through the exercise and determine what "animal" best represents you so you can have a better understanding on how to tailor your conversations, correspondence, proposals and presentations to the different personalities of your prospects.

There is a lot of information for the advanced sales person who wants to deliver a solution based approach. The Deal analysis form asks the right questions and steers you in the right direction when you want to analyze specific deals. Additionally, there are the basics of selling to the different market segmentations, selling against competition including against the in-house centers. Several topics cover the basic learning foundation required to understand the business and the principals required to "walk the walk" and "talk the talk".

A Vendor comparison matrix can help you keep a file on the competition; educate your existing staff and new hires helping to identify your strengths and weaknesses compared to the competition. You can use this effectively as a sales tool to show, based upon your prospect's hot buttons, how you "stack up".

The Sales cycle gives your existing staff and new hires an understanding of what it takes to make a sale and how long it takes.

Handling prospect or customer concerns or objections especially over the phone can be a daunting task. You have to have a very quick and logical "comeback" in order to make the person feel comfortable that they should meet with you, investigate your services more intently or just keep the dialogue going in order for you to build some level of trust and credibility so you can find out more about the opportunity. Everybody in the business has heard all of these objections and even hundreds more and the "comebacks" are really nothing new or what you probably say all the time. What is new is the ability to comeback with a faster response. Just point and click!

Sample large proposal provides you with a proposal you can modify to your company and for the deal.

Sample large presentation provides you with a proposal you can modify to your company and for the deal.

Real world sales and marketing is a copulation of down to earth practical advice and wisdom that has served many people in sales within the information management industries.

Additionally, there are various samples of documents that can be used as templates. These should be self explanatory. However, please let us know if we can explain some of their additional uses.

Please look to the left for all the topics.