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Guiding Principles of Selling

24 Tips to Help You Succeed

Language:  English
This eBook provides simple, yet effective guiding principles for every step of the sales process. These tips will help you reimagine how you approach prospects and customers in today’s environment.
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Sales is constantly evolving. Whether it’s because of changes to the economy, your industry, the customer, or the introduction of new tools and technologies, sales professionals must be able to adopt new skills and adapt their approach. That requires having a framework or set of guiding principles, that lay the foundation for selling effectively in any situation. These are principles that remain the same no matter what you’re selling, and will help you master the core of selling by developing skills that will help you excel, no matter the circumstances.

About the Author

Steve Bookbinder is a renowned trainer, coach, and sales expert who helps businesses from around the world increase confidence and improve performance. Steve is the CEO and lead trainer for Digital Media Training where he has delivered more than 5,000 training events. He’s trained, coached, managed and mentored more than 50,000 sales professionals. Throughout his 30+ year career in sales, sales management, coaching, and training, he has observed first-hand the best practice strategies, tactics, and habits of top performing businesses and salespeople, globally.

  • About the Author
  • Introduction
  1. Goal Setting: How to be Your Own Coach and Cheerleader
    1. Tip 1: Think bigger
    2. Tip 2: Make your goals meaningful and specific
    3. Tip 3: Understand the shape of the road
  2. Prospecting: Creating Your Personal Marketing Strategy
    1. Tip 1: Build your personal marketing campaign
    2. Tip 2: Maximize your time by mapping out your territory like a pro
    3. Tip 3: Make a great first impression through networking
  3. Research: Gathering the Right Information about the Right People
    1. Tip 1: Research those leads like your life depends on it
    2. Tip 2: Create a spreadsheet with all of the information you know
    3. Tip 3: Get personal with your prospective buyers
  4. Great First Meetings: Driving Meetings to a Next Step
    1. Tip 1: Get a reaction
    2. Tip 2: Better selling
    3. Tip 3: Shorten your sales cycle
  5. Qualifying & Questioning: Uncovering Real Buying Motivations and Needs
    1. Tip 1: Understand the 3 levels of questioning
    2. Tip 2: Be prepared & have a clear objective
    3. Tip 3: Use second-level questioning
  6. Presenting: Delivering Compelling Demos & Presentations
    1. Tip 1: Be humble, yet confident in your discovery call
    2. Tip 2: Tap into your prospect’s personal buying motives
    3. Tip 3: Liven up the demo with stories
  7. Negotiating: How to Effectively Prepare for Your Next Negotiation
    1. Tip 1: Prepare your BATNA
    2. Tip 2: Practice the conversation
    3. Tip 3: Sharpen your communication skills
  8. Closing: Creating Urgency to Propel Prospects to Take Action Now
    1. Tip 1: Understand Urgency Drivers and Inhibitors
    2. Tip 2: Guide your prospects
    3. Tip 3: Understand the decision-making process
  9. Conclusion
  • Endnotes
About the Author

Steve Bookbinder