E-Book

In Part One - The Right Mind Set:

• Redefine your sales efforts and your role as a salesperson
• Clarify the true value of your products and services
• Understand your client's perspectives & needs

In Part Two - Creating Interest & Establishing Credibility:

• Create effective & authentic call approaches for business development
• Manage multiple decision makers
• Learn strategies for overcoming business development obstacles

As an avid reader and busy executive I place a high value on my available reading time. There's something so frustrating about sitting down to read a professional development book that's fantastic at outlining the problem ("That's exactly the problem!") only to find it's light on offering practical solutions ("Great, but how do I fix it?"). With this in mind, my goal was to create a resource that would provide the novice salesperson or the seasoned professional with proven sales concepts, relevant examples, and practical tools that can be immediately integrated into any type of sales effort. The end result took shape in the form of the workbook Sales by Design: Perspective, Proficiency & Process.

Each section of the workbook begins with clearly outlined objectives to help you focus your efforts on those aspects of the sales process that are most relevant to your specific needs. The principles and techniques that will help you design your own authentic sales approach are transferable to any kind of sales interaction, even some you wouldn't think as obvious.