5 Star Selling: From Beginning to Excellence

by Lee Davis

Overview

5 Star Selling: From Beginning to Excellence offers critical basic sales training for new salespeople and many important advanced improvement tips for experienced veterans. The chapter titles illustrate coverage of many useful topics needed on a salesperson's road to becoming an accomplished professional in a rewarding career. The author, based on his own extensive experience, provides a proven formula for success in today's sales environments. Included is information on territory management, making appointments, developing customer relationships, advanced sales techniques, problem solving, negotiation, and much more. This book is a concise and readable training manual and reference, and definitely should be a part of everyone's sales library!

Product Details

ISBN-13:	9781935095507
Publisher:	5 Star Selling
Publication date:	03/10/2014
Pages:	176
Product dimensions:	6.00(w) x 9.00(h) x 0.38(d)

About the Author

For over 35 years, Lee Davis excelled in selling and sales management for a Fortune 500 company. In this concise and incisive book, he brings his experience and expertise to individuals who want to accelerate their sales careers. He consults in market research and offers sales training to companies who would benefit from his proven methods for success as their sole or supplemental sales program. Lee and his wife, Jacque, travel extensively, enjoy the scenic beauty of America, and visit the parks, monuments, and museums that exhibit our impressive national heritage.

Table of Contents

Opportunity Knocks: 5
Improve Your Chances For Success
Introduction: 8
What Will You Gain From This Book?
Chapter 1: Motivation 14
What Charges Your Batteries?
Chapter 2: Getting Organized 17
Maximize Your Effectiveness
Chapter 3: Starting Strong 27
What Do You Have to Know About
Your Company and Its Products to Begin?
Chapter 4: Fear 32
"We Have Met the Enemy and He Is Us" -Pogo
Chapter 5: Making Appointments 36
How Do You See the Important Contacts?
Chapter 6: Call Preparation 43
Be a Professional
Chapter 7: The Sales Call 49
Where the Rubber Meets the Road
Chapter 8: Handling Information 62
How to Gather, Organize &
Make Use of What You've Learned
Chapter 9: Follow Up 69
Immediately Join the Top Twenty Percent!
Chapter 10: Building Customer Relationships 74
How to Become Your Customer's First Buying Choice
Chapter 11: Selling Internally 87
Building Your Inside Team
Chapter 12: Calling In Depth 92
Using Management Effectively
Chapter 13: Technology 100
New Technology for New Techniques
Chapter 14: Negotiation 104
Don't Give the Store Away!
Chapter 15: Problems 111
Are These Really Opportunities in Disguise?
Chapter 16: Entertainment 117
Is It Important?
Chapter 18: Dealing with Expenses 126
Keep Track and Keep Your Sanity!
Chapter 18: Keep it Going 134
Riding the Crest of the Wave
Chapter 19: Taking Sales to the Highest Level 139
Achieving Excellence
Chapter 20: Notes for Sales Managers 144
Develop a Sales Force of Winners!
Appendix I: Territory Organization 149
Detailed Examples for Setting Up Call Plans
Appendix II: Other Resources 170
Books
Appendix III: 172
Other Resources: Software
Acknowledgments 174
About the Author 175

Editorial Reviews

Whether a novice or a seasoned sales veteran, the principles in 5 Star Selling will contribute to your success. Lee Davis's sales system will help you from hello to goodbye, from preparing for sales calls to managing your sales territory. By implementing these ideas you'll definitely be at the top of the sales profession.
Tom Ziglar, President/CEO, Ziglar, Inc., and Proud son of Zig Ziglar

Lee Davis, author of 5 Star Selling: From Beginning to Excellence, is different than many of the people who write about sales. Unlike many people who write about sales, he actually sold right through his career, and built the book around his experience, he offers lessons learned, rather than populist advice.
The book is an invaluable resource for anyone wanting a thorough grounding in the sales process, from beginning to end. Before you turn away because you've been in sales for 15 years, there are things here for you too, things that made you money when you did them, and it's time to do them again.
It focuses on how to face the toughest challenges, including one of my favorites, why most people hate rejection in various aspects of their daily life, but generally don't encounter it on a regular basis. Salespeople face it every day and have to learn how to handle rejection with a calm but determined approach to move forward. 5 Star Selling offers many ideas on how to overcome that fear of rejection and use the results to your advantage.
5 Star Selling tells you how to put together the "hooks" that will get you appointments with the key people you want to meet. The book stays with you as you prepare for your calls, and handle the actual calls themselves. It reviews follow-up in great detail, since following up properly is often the difference between great salespeople and those at the back of the pack.
Other key areas covered include what to do with the information you learn in the selling process, and how to transmit it effectively. Along with buyer side; considerable time is spent on how to get your whole inside team working with you by selling internally (an often overlooked topic in many sales books). One of the real strengths of the book is the attention to strong customer relationships. These are the cornerstones of the great salespeople who realize, all things being equal, "People buy from people". Lee presents how to call in depth, when and how to use management effectively, and how to avoid some of the pitfalls that may occur in the process. Much detail is spent on how to handle problems and really make them opportunities, and the difficult art of negotiation.
Nothing is left out for the new salesperson. And when the reader is finished with a "checkup " on their basic selling skills, they will find additional information on how to ride the crest of the wave of success and keep it going and growing.
The principles, concepts, and ideas presented in 5 Star Selling include real-life illustrations from the Lee's extensive experience. The stories are humorous, helping the reader visualize they can apply these important principles in their everyday selling. This is a book belongs in every sales library, not only to expand on many of the things already there, but to use as a reference when faced with new challenges and unfamiliar situations.
Tibor Shanto, Internet Top 25 Sales Influencer

"Excellent job! I found the book to be a quick and easy read (and I am a big critic of books that don't get to the point quickly.). Remembering my early days as a "rookie" salesman, a book like this would have been very helpful. Lee has captured the most practical elements of selling."
- Jim Cederna, former Chairman and CEO of Calgon Carbon Corp

"There are many books on how to sell. This one is very practical and based on extensive experience. Try it."
- Nigel Bell, former Global Vice President Lubricant and Fuel Additives Business, Shell International.

From the Publisher