So You're New to Sales. Bryan Flanagan

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      Made For Success Publishing

      P.O. Box 1775 Issaquah, WA 98027

       www.MadeForSuccessPublishing.com

      Copyright © 2016 Zig Ziglar Corporation All rights reserved.

      In accordance with the U.S. Copyright Act of 1976, the scanning, uploading, and electronic sharing of any part of this book without the permission of the publisher constitutes unlawful piracy and theft of the author's intellectual property. If you would like to use material from the book (other than for review purposes), prior written permission must be obtained by contacting the publisher at [email protected]. Thank you for your support of the author's rights.

       Library of Congress Cataloging-in-Publication data:

      Bryan, Flanagan

      So, You're New to Sales

      p. cm.

      ISBN: 9781613397428 (Paperback)

      ISBN: 9781613398586 (eBook)

      LCCN: 2015917092

      For further information contact Made For Success Publishing

      + 14255266480 or email [email protected]

      DEDICATION

      I am successful because I followed the number one rule of success: marry well!

       Thank you, Cyndi.

      Parents don’t produce better children. Children produce better parents.

       Thank you, Patrick and Quinn.

      CONTENTS

       Acknowledgements

       Foreword

       Introduction

       Chapter 1: The Psychology of Sales

       Selling Didn’t Come Naturally for Me

Are You Also an Accidental Salesperson?

Can You Identify?

Two Elements Helped

Likes and Dislikes

Definitions

16 Professional Selling Principles

The Four Stages of Growth

The Four Stages of Growth Exercise

Selling Value Exercise

       Motivational Message: The First Step in Taking PRIDE in Your Profession

       Chapter 2: The Sales P.R.O.C.E.S.S. Overview

       Selling is a Process, Not an Event

       The Importance of Process

       The Four Sales Filters

       The Sales P.R.O.C.E.S.S. Overview

       Success Hint: Selling is Asking and Listening

       Chapter 3: Prepare and Plan

       The Value of Preparing and Planning

       The Mr. Do PAT Strategy

       The 7-Step Account Planning Formula

       Account Planning Strategy

       Account Planning Strategy Form

       A Golf Story

       Sample Account Strategy Plan

       Motivational Message: The Second Step in Taking PRIDE in Your Profession

       Chapter 4: Prospecting

       Prospecting Facts

       Separate Rejection from Refusal

       Three Elements to Effective Prospecting

       Success Hint: Use your Prospecting System

       Asking for Referrals

       A Qualified Prospect

       Communicating a Compelling Reason to Meet with You

       The General Benefit Strategy (GB S) Formula

       GBS Examples

       Leaving a Voice Mail Message

       Create your Own GBS

       Five Creative Ways to Prospect

       Creative Practice

       Motivational Message: The Third Step in Taking PRIDE in Your Profession

       Chapter 5: Relate

       Separate Professional Selling from Professional Visiting

       Three Ground Rules

       Small Talk

       Making a Positive First Impression

       Communication Skills

       Listen Up! I Said, Listen Up!

       Frame the Sales Call

       The P.O.G.O. Profile

       The Person of the P.O.G.O. Profile

       The Organization of the P.O.G.O. Profile