Whether you have been selling for a while or you are new to the profession, The Sales Boot Camp will help you get the most personal, professional, and financial gratification from the field you have chosen. Sales can be the most lucrative career if you keep your skills sharp and follow guidelines and tips provided for you in the Sales Boot Camp. The Sales Boot Camp was written by a seasoned sales professional with over 30 years successful selling experience including several multi-million dollar deals.

The skills you will learn are tested and timeless so you can refer to it as often as needed to refresh your skills! The Sales Boot Camp includes a ‘work book’, sales scenario vignettes, and audio clips to help you get the most out of your learning experience.

• Know how to find a prospecting list
• Set sales goals
• Qualify a prospect
• Make effective cold calls
• Keep track of your prospects
• Leave effective voicemails
• Make an excellent impression on face to face sales calls
• Understand the psychology behind the sale
• Guide the customer to the close
• Trial Close
• Know and understand different buying signals and how to respond to them
• Understand when the customer or prospect is leading you on or stalling
• Understand different sales objections and how to respond to them
• Learn when to hold ‘em, when to fold ‘em, and when to walk away from prospect
• Use closing techniques that work!
• Keep a customer for life!
• Where to go for help and support
  

Introduction

Welcome and forward from author, Louis Bernstein

The Product

Love Your Product

Find Someone to Sell To

• Prospecting
• Getting to Know Someone
• Set Goals
• Selling by Phone
• Selling Face to Face
• Call Demo 1
• Call Demo 2
• Leaving Voicemail
• Keeping Track of Your Prospects
• Learn to Like It
• Persevere

Questions

Establishing a New Relationship

• What to ask
• What not to ask
• Finding the Need (video)
• Finding the Want (video

Questions

Qualifying a Prospect

• Is There Really a Sale Here?
• Who Makes the Decision Here?
• Qualifying Questions

Questions

Objections

• Opportunities in Disguise
• Your Price is Too High (video)
• We’re Happy with our Current Vendor (video)
• Resistant to Change (video)
• Answering the Challenge
• Walking Away
• Walking Away (video)
• Stalling the Sale
• Moving it Along

Questions

Buying Signals

• It’s Showtime!
• Getting Tripped Up
• Leverage

Questions

The Close

• Role Playing
• The Trial Close
• Asking for the Order
• Now Shut Up!
• Conquering Fear

Questions

After the Sale

• Upselling
• Staying in Touch

Tools and Resources

• Referrals and Recommendations
• Your Sales Cycle
• Selling Products versus Services
• Selling Products Your Customer or Prospect Can Try
• Paint a Picture
• Features and Benefits
• Attitude, Attitude, Attitude!

Final Thoughts and Feedback

• Honesty
• Integrity