First 100 Days of Selling


Prove yourself in the first 100 days of your sales career. Use this straightforward guide to execute your day-by-day activities and rake in the wealth.

First 100 Days of Selling is a comprehensive walk through how a sales professional will build their business day by day. It consists of 100 time-honored ideas to achieve sales success and is written in a step-by-step formula that can be implemented and measured.

The book is written for both ...

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Prove yourself in the first 100 days of your sales career. Use this straightforward guide to execute your day-by-day activities and rake in the wealth.

First 100 Days of Selling is a comprehensive walk through how a sales professional will build their business day by day. It consists of 100 time-honored ideas to achieve sales success and is written in a step-by-step formula that can be implemented and measured.

The book is written for both salespeople that are new to the selling profession and experienced sales professionals who wish to achieve new levels of sales performance. The book is also written for sales managers who wish to have a measurable approach to helping their salespeople come up to speed faster than the normal routine.

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Product Details

  • ISBN-13: 9780832950230
  • Publisher: New Win Publishing, Incorporated
  • Publication date: 6/3/2009
  • Pages: 288
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.80 (d)

Table of Contents

Foreword: Selling-And Loving It ix

Introduction: The Sales ContinuumTM x

Getting Started: Think Outside the Funnel xiii

How to Use This Book xviii

Section 1 Knowing Yourself and Influencing Others 1

Day 1 Preparation: Get Going Early! Read, Plan, and Restore 1

Day 2 Know Yourself - It Starts with You - Part I 3

Day 3 Know Yourself - Part II 7

Day 4 How Do You Identify the Prospect's Behavioral Style? 10

Day 5 Manage Your Expectations 12

Day 6 Sales Octane Mantra #1-The Golden Rule of Selling Should Be, "Do unto others as they would like" 14

Day 7 Sales Octane Mantra #2-People Love to Buy but They Hate to Be Sold! 15

Day 8 Mirror the Basics 17

Section 2 Knowing What You Have and Have to Do 18

Day 9 Gather Things Together: Starting With What You Have 18

Day 10 Start Every Day by Closing Sales and Open the Door to Opportunity 21

Day 11 Set Goals and See Where You're Going 25

Day 12 Sales Octane Mantra #3-Ignorance Is Not Bliss Ignorance Is Ignorance 29

Day 13 Sales Octane Mantra #4-Dimes for a Dollar? The "Worth" Exercise 30

Day 14 Develop Probing Questions: Get Your Prospects Talking, Then Listen 33

Section 3 Networking 35

Day 15 Networking...Or Creating Collisions: Start by Saying Hello 35

Day 16 Make Your Link: Get to Know Your Prospects Starting with Their Line of Work 40

Day 17 Link to Interests: Find Out What They Do for Fun 43

Day 18 Link to Needs: Bring Value to the People You Meet 45

Day 19 Sales Octane Mantra #5-Your Network Is Your Net Worth 48

Day 20 Sales Octane Mantra #6-Creating Real Value Is Not Just About the Product or Service You Sell! 50

Day 21 Link to Know: Learn About Whatand Whom They Know 51

Day 22 Accumulate Link Information: Make a Note of It 54

Day 23 Overt and Covert Linking of Contacts: Using Your Network to Help Others 56

Day 24 Beyond Link: Baseline Contact Information 59

Day 25 Give to Receive: Follow the Golden Rule 61

Day 26 Sales Octane Mantra #7-There Is No Such Thing as a Free Lunch: Putting Obligation and Reciprocity to Work 62

Day 27 Sales Octane Mantra #8-Whatever You Reinforce You Get More Of 65

Day 28 More Eyes and Ears Equal More Opportunities 67

Day 29 Customers Buy Other Products and Services at the Same Time They Need Your Product or Service...Right? 70

Day 30 The Best Companies Have the Best Leads 71

Day 31 The Best Salespeople Have the Best Leads 74

Section 4 Prospecting 75

Day 32 Call Your Future Lead Source! 75

Day 33 Sales Octane Mantra #9-You Are What You "Pair" Yourself With 77

Day 34 Sales Octane Mantra #10-It's What You Know, Who You Know and Who Knows You! 79

Day 35 Prepare to Sell Your Lead Source on What You Can Bring to the Relationship 80

Day 36 Continue to Improve Your Lead Sharing Group 82

Day 37 Qualification Critieria: Picking a Dance Partner 84

Day 38 When to Say "No:" The Other Side of Qualifying 86

Day 39 Who Takes the Lead? 88

Day 40 Sales Octane Mantra #11-Don't Let Investigation Become Procrastination! 91

Day 41 Sales Octane Mantra #12-Integrity Is Doing What You Say You Will Do and Doing What Is Right 92

Day 42 What Is So Compelling About Your Product or Service? 94

Day 43 Warming Up the Cold Call 96

Day 44 Developing Trust with the First Phone Call 99

Day 45 Finding the Right Voice for Cold Calling 104

Day 46 Making the Call: Embracing the Gatekeeper Even If You Have a Contact Name 107

Day 47 Sales Octane Mantra #13-You Often Get Kicked Down, but You Hardly Ever Get Kicked Up. Start High in the Organization! 111

Day 48 Sales Octane Mantra #14-Creating the Zone for Prospecting 114

Day 49 Mental Preparation to Improve Your Prospecting 116

Day 50 Run Next Door: Face-to-Face Cold Prospecting Calls 118

Day 51 They Did Not Return Your Call? Surprised? Time to Become Very Persistent! 120

Day 52 They Answered! 123

Day 53 Objection! 125

Section 5 Appointments 127

Day 54 Sales Octane Mantra #15-Bad News Does Not Get Better with Time 127

Day 55 Sales Octane Mantra #16-Never Let the Facts Get In the Way of a Good Story. Note to Self: Facts Are Facts! 128

Day 56 Should I or Shouldn't I Confirm the Appointment? 130

Day 57 Value Their Time and Yours 132

Day 58 You Never Get a Second Chance at a First Impression 134

Day 59 Walk and Talk Trumps Sit and Spew: The Face-to-Face Appointment 135

Day 60 First Things First: Preparing for the Call with the Driver and Influencer 140

Day 61 Sales Octane Mantra #17-It's a Level Playing Field, No One Is Better than You 143

Day 62 Sales Octane Mantra #18-You Are What You See and Visualization Is the Key! 144

Day 63 First Things First: Preparing for the Call with the Compliant and Steady 145

Day 64 Take Notes and Use Forms 148

Day 65 Get Ahead on the Call! Confirm the Timing, Agenda and Situation 150

Day 66 Don't Spill Your Marbles on a Subsequent Call! 153

Day 67 Who's Doing All the Talking? Great Questions Equal Great Commissions! 155

Day 68 Ask Them How They Are Going to Buy from You? 159

Day 69 Sales Octane Mantra #19-Plan Your Work and Work Your Plan 162

Day 70 Sales Octane Mantra #20-First and Fast Do Not Always Go Together 164

Day 71 Silence Is Golden. Keep Your Prospect Talking! 165

Day 72 Raising the Temperature: The Pain-Reliever Approach 169

Day 73 The Reverse & "Columbo" Questions: Raising Additional Issues 172

Day 74 The Neutral Response and Negative Reverse Questioning Techniques 175

Section 6 The Psychology of Selling-Face to Face and Over the Phone 179

Day 75 Adapting to the Dominant/Driver on the Call 179

Day 76 Sales Octane Mantra #21-When You Pursue a Working Knowledge of Sales You are Pursuing Success. Sales Is Your Craft! 184

Day 77 Sales Octane Mantra #22-Hard Work: This Process Known as the Sales Continuum Is Hard Work! 185

Day 78 Adapting to the Social/Influencer on the Call 187

Day 79 Adapting to the Steady/Amiable on the Call 191

Day 80 Adapting to the Analytical/Compliant on the Call 195

Day 81 "Have I got it?" Letter of Understanding: Creating Obligation 200

Day 82 Following Up for the Next Step: Don't Delay, Call Today! 203

Day 83 Sales Octane Mantra #23-It's Not About Being Right, It's About Getting What You Want 208

Day 84 Sales Octane Mantra #24-Discipline: Inspect What You Expect, What Gets Measured Gets Done 209

Day 85 How to Follow Up Properly Based on the Buyer's Behavioral Style 210

Section 7 Proposals 213

Day 86 Re-Ignite the Pain: Positioning Your Proposal 213

Section 8 Closing 217

Day 87 Be Quick, Be Smart, Be Gone-Closing Techniques for the Driver 217

Day 88 Stop the Fun: Closing Techniques for the Influencer 221

Day 89 "Steady as she goes"...Closing Techniques for the Steady/Amiable Behavioral Style 224

Day 90 Sales Octane Mantra #25-When You Say "Yes" to Something You Say "No" to Something Else 227

Day 91 Sales Octane Mantra #26-Managing Expectations: How to Say "No" 231

Day 92 "Details, Details"...Closing Techniques for the Compliant/Analytical Behavioral Style 235

Day 92 Bonus Always Send a Note of Thanks! 239

Section 9 Referrals 240

Day 93 Preparation for the Referral Meeting 240

Day 94 Getting the Referral Appointment 244

Day 95 Asking for a Referral 246

Day 96 Rewarding the Referrer 250

Section 10 Next Steps to Success 254

Day 97 Sales Octane Mantra #27-Perfect Practice Makes Perfect and Permanent 254

Day 98 Sales Octane Mantra #28-It's Not How You Start It's How You Finish 256

Day 99 Is Sales the Right Role for You? 259

Day 100 Setting a Positive Course for the Future! 261

Index 264

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