Table of Contents
Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 612 QALMS Audio Guide for Coaching Sales . . . . . . . . . . . . . . . . . . 613 AskingfortheSale............................614 BeingAGreatSalesperson. . . . . . . . . . . . . . . . . . . . . . . .616 BuildingUpClientBase.........................618 ClientRetention............................ 620 ConsistencyinPerformance . . . . . . . . . . . . . . . . . . . . . . . 622 ConsistentProspecting.........................624 Follow Up with Prospective Clients . . . . . . . . . . . . . . . . . . . . 626 Getting Face-to-Face Meetings . . . . . . . . . . . . . . . . . . . . . 628 HandlingPriceObjections. . . . . . . . . . . . . . . . . . . . . . . .630 Leveraging Networking Opportunities . . . . . . . . . . . . . . . . . . .632 OrganizedClientBase......................... 634 PersistenceinSales...........................636 ProspectingwithConfidence . . . . . . . . . . . . . . . . . . . . . . 638 RecruitingExpectations. . . . . . . . . . . . . . . . . . . . . . . . .640 Representative Not Reaching Sales Goals . . . . . . . . . . . . . . . . .642 ResourcefulnessinSales........................ 644 Respondingto“No”Effectively . . . . . . . . . . . . . . . . . . . . . 646 SecuringNextSteps.......................... 648 SecuringNextSteps.......................... 650 SuccessfulProspecting.........................652 SuggestiveSelling............................654 TimidFollowUptoColdCalling . . . . . . . . . . . . . . . . . . . . . .656 Upselling&Cross-Selling . . . . . . . . . . . . . . . . . . . . . . . .658 ProgressCoachingResources . . . . . . . . . . . . . . . . . . . . . . 660
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