Jim Norred started his sales career in 1973 selling Yellow Pages advertising for General Telephone Directory Company in Florida. After only a year and a half, Jim was promoted to regional sales trainer due to an excellent sales record, his intense customer focus, and Jim’s superb attention to detail. In this role, Jim had responsibility for administering classroom as well as field training for new Yellow Pages sales representatives. Within fourteen months, Jim was promoted once again to district sales manager. In 1977, Jim was recruited by a competitor of General Telephone Directory Company to develop and administer their corporate sales training program. This focus on designing and delivering excellence in sales training for companies continued throughout the remainder of Jim’s active corporate career. Jim has over 35 years experience in sales training and development and continues in this regard as an independent business consultant. Jim’s training style has been described as “easy to follow and comprehend”. He has developed sales training programs and manuals for the Yellow Pages industry, interconnect telephone companies, electric utilities, and the safety apparel industry. Across such diverse industries, Jim’s sales training message remains fundamentally the same. “Selling is knowing what to say, how to say it, and when to say it.”
Fundamentals of Selling
The Sales Track
by Jim Norred
Fundamentals of Selling
The Sales Track
by Jim Norred
Published Nov 17, 2010
220 Pages
Genre: EDUCATION / Administration / General
Book Details
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!