Outskirts Press, INC.

Fundamentals of Selling – the “Sales Track” sales manual

Selling is knowing what to say, how to say it, and when to say it. In Fundamentals of Selling – The Sales Track, author and professional sales trainer, Jim Norred, presents a detailed nuts and bolts overview of professional selling skills. Fundamentals of Selling was designed to appeal to a broad spectrum of sales skill levels and selling environments. Everyone from sales aspirants to new or veteran sales people will benefit from this comprehensive sales primer. For sales managers and trainers responsible for developing and administering their company’s sales training program, this manual provides a blueprint for designing an excellent sales training course. • Teaches you the “Sales Track” concept of how an ideal sales presentation should be conducted. The author’s easy to follow narrative style is accented with numerous anecdotes and situational examples that help illustrate key points. • Examines the psychological dynamics of the sales process and how to make it a win – win proposition for both sides. • Contains detailed chapters on successful approach strategies, diagnosing, presenting with benefits, handling objections, closing, and game winning plays. • Reveals an effective technique to nullify the dreaded “I wouldn’t be interested” response to your sales approach. • Also includes “Skills Development Exercises” designed to help facilitate the training process and improve retention of the topics covered. If you genuinely desire to be acknowledged as a true sales professional and be among the very best in your field, then this book is a must read for you!