The Ultimate Sales Training book enables sales managers, sales trainers, sales coaches, and sales consultants to understand the convergence of selling and learning in the current and future business workplace. The book is designed to be a tactical, usable, and practical shelfreference for everything one needs to create a great sales training program. By focusing on quality, sound instructional design principles, and a standardized sales process, Ultimate Sales Training is designed to be the goto resource to challenging sales training dilemmas. More importantly, the book is specifically designed to help individuals responsible for sales team performance architect the delicate shortterm and longterm balance necessary to create truly worldclass sales organizations through training. Topics are presented as workshops and are complemented with a wealth of customizable tools. Some key topics addressed: developing a selling system; prospecting; qualifying and disqualifying prospects; power questioning techniques; handling objections; solution selling guidelines; creating and delivering potent presentation practices; managing rep attitudes; closing the sale; overcoming buyer resistance and making change occur; fulfillment, follow-up, and referrals; monitoring daily performance; developing mentors; getting beyond barriers that block decision-makers, and many more.
