The Ultimate Sales Training Book will premier late 2011.
This 900 page encyclopedia of best-practices in sales training is being published by Pfeiffer, probably the most prestigious corporate publishing house (a Wiley/Jossey-Bass imprint). In addition the book will be co-marketed globally with the American Society for Training & Development (ASTD.org), the largest training association on the planet with over 70,000 members. Because of this exposure, it’s anticipated that language rights will be issued around the planet.
This monster project represents 30 years of my unique and useful body of work contributing to the sales community.
It is incredibly comprehensive, with things you might never consider building into training.
For example, there are over 30 pages on mental health for sales pros. This covers handling rejection, self-talk, optimism and more.
It covers creating energy during the day by both mentally escaping from work regularly and eating properly at lunch. Tell a sales executive you can reduce or remove energy dips late in the day and you have a friend for life.
The Ultimate Objection-handling Tool is an amazing process I created to navigate the dangers of prospect resistance and move your sales pros further down the path toward the close.
The most potent process I’ve ever encountered for designing proposals is included. Alan Weiss, one of the best brains on this planet has mentored me directly on his methodology, so he was generous enough to offer his content. I highly recommend every one of Alan’s books, as well as his consulting work, mentoring programs and workshops.
You’ll read some amazing advice with supporting data on sales contests (which I encourage companies to begin, right after training – to reinforce newly acquired behaviors).
The section on lead generation is huge – with every possibly way and place to find prospects. Even if your company provides marketing for you, you’ll want to review this to make sure nothing is missing from your opportunity management strategies. I believe this is the most comprehensive list of it’s kind, anywhere.
900+ pages full of fantastic content, great exercises, funny & insightful stories, and much more.
I’m looking for senior sales executives of major corporations in the following business categories to review this work and offer a couple sentences to use inside the book when it’s published.
Anyone you can think of who’d be interested, let me know. I really need highest level sales execs and Chief Learning Officers. The list follows.
I would prefer you contact me directly, rather than post to this blog. Dan@SalesAutopsy.com
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