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Sales Drive

The definitive ‘no-brainer’ streetsmart guide to Sales Stardom

By

Phil Polson

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Copyright © 2011 by Phil Polson

All rights Reserved.

Published in Australia by the 3 Elements Group.

www.salesdrive.com.au 

The 3 Elements GroupG.P.O Box 2867 Sydney,NSW, 2001Australia

Fax: +61 2 8456 5708

No part of this book may be reproduced in any form unless writtenpermission is granted from the author or publisher. No electronicreproductions, information storage, or retrieval systems may be used orapplied to any part of this book without written permission. 3 ElementsGroup books are available at discounts for bulk purchases byinstitutions, corporations, and other groups and organisations.

For information on bulk purchases, please contact The 3 ElementsGroup through their website at www.salesdrive.com.au 

Printed by: CreateSpace, a DBA of On-Demand Publishing, LLC

Polson, PhilSales Drive: The definitive ‘no-brainer’ street-smart guide to SalesStardom

ISBN-13:978-1468032086

ISBN-10:1468032089

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Contents

About the Author ..............................................................................................1The Professional Sales Champions Operational Guide to Selling Stardom! COG® .......1

Preface. When Your Livelihood Depends on Making Sales ...................................... 5

Segment One: The Value of Salespeople - Street smarts or formal qualifications .....9Chapter 1. The Business of Selling: Until a sale is made – nothing happens! ...........11Chapter 2. What’s In a Title? - Customer Optimisation Facilitator. ..........................15Chapter 3. Setting the Scene: Experienced Observation Avoids Costly Flaws …........18

Chapter 4. Different Sales Levels: Ensure your cream keeps rising to the top …...... 27Chapter 5. Hit or Myth? - Selling is a numbers game ...........................................33

Segment Two: Harvest Your Own Star Character Traits ......................................37

Chapter 6. Trust is the Key Element: First, Last and Always ..................................39Chapter 7. Sell Yourself First: Feel good, look good, sell good ...............................41

Chapter 8. The Correct Approach: Proper techniques for handshaking ...................45Chapter 9. Strong Eye Contact: Engaging, unspoken connection ...........................49Chapter 10. Mind Your Manners: Mine your sales ................................................53Chapter 11. Be Punctual: The first tell-tale sign of how you value time ..................57

Chapter 12. Strictly Confidential: The evil of breaking their confidence ..................61Chapter 13. People’s Own Names: Are music to their ears ....................................65

Chapter 14. Enthusiasm Is Contagious: Ensure they catch yours. ..........................69Chapter 15. Space Invaders: Be aware of personal space intrusion.........................73

Segment Three: Prospecting - There’s gold in them thar’ bills .............................81Chapter 17. Help Your Marketing Effort: Often ‘No’ is their only possibility ..............91Chapter 18. Manage Your Sales: Create a database that houses everything.............93

Segment Four: Now You Are At the Initial Appointment .....................................99Chapter 20. Establish A Connection: Create a bond and confirm they qualify.........105Chapter 21. Be Direct: Let them know exactly why you are there. .......................111

Chapter 23. Prospects Always Want To Know: What’s in it for me? .......................125Chapter 24. Desire Before Demonstration: Intensify the need first. ......................129Chapter 25. The Hunted Becomes the Hunter: When they cross the ‘buy-line.’........137Chapter 26. Pre-empting Objections: Beat them to the punch. ............................141

Chapter 27. Team Approach: Strength, security and safety of numbers. ...............159Chapter 28. Gently, Does It: Withdraw and set the closing .................................161

Segment Five: Preparing for the Closing Meeting .............................................165Chapter 29. Research and Demonstration: Go beyond the norm. .........................167Chapter 30. The Retail Experience: Times are a changing. ..................................169

Chapter 31. Be Confident: Acknowledge your Competition. .................................173

Segment Six: Preparing for the Closing Meeting ..............................................175Chapter 32. A Bucket Of Gems: Your winning Proposal. ......................................177

Chapter 33. The PowerPoint: Let technology add the crunch. ..............................187Chapter 34. Aim For Perfection: Practise your presentation. ................................191

Chapter 35. Study Seating: Recognise hierarchy in seconds. ...............................193Chapter 36. Closing Meeting Preparation: Going for Gold ....................................197

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Segment Seven: Show me the Money - The Closing Appointment ......................205Chapter 37. Final Meeting: Getting the team ready to proceed. ...........................207

Chapter 38. Delivering Your Presentation: “You’re on!” .......................................211Chapter 39. The Sharp End: Potent proposal presentation points. ........................215Chapter 40. The End Game: Closing the deal. ...................................................217

Segment Eight: A Sale Isn’t a Sale Until The Payment Clears ............................225Chapter 41: Following Up: ‘Buyer’s remorse’. ....................................................227Chapter 42. Email ‘Netiquette’: The modern dilemma. .......................................233Chapter 43. Sales Form Recovery: Fall down seven times, stand up eight. ............237

Chapter 44. Never Quit: Winners never quit, quitters never win. .........................241Chapter 45. Motivation From Within: Often takes an outsider to draw out. ............247

Chapter 46. Referrals and Testimonials: Your priceless allies. ..............................253Chapter 47. Word Of Mouth: Your most potent advocate. .................................. 255Chapter 48. Success Stories: “They did it my way!” .......................................... 257

Postface: .....................................................................................................265Large Events and Seminars organised and promoted by Phil Polson has included:...265Glossary of terms: ........................................................................................267