Ask For The Order!: The Professional Sales and Selling Coach

by William G Fitzpatrick

Overview

Selling skills are learned, not inherited.  Ask For The Order! is a sales course that will help greatly improve your sales performance.  Sales people are just like professional athletes, and from time to time need to tune-up their skills in order to find more prospects, make more professional and winning sales presentations and close more sales.  This course will help you to:

• Understand why people buy

• Find more prospects by digging for the gold

• Make effective presentations that get customers  

  involved

• Uncover the "real" objection and close more effectively 

• Focus your efforts toward success

Product Details

ISBN-13:	9781892399854
Publisher:	Seaworthy Publications, Inc
Publication date:	09/09/2016
Sold by:	Barnes & Noble
Format:	eBook
Pages:	136
File size:	8 MB

About the Author

William G. Fitzpatrick retired from the United States Army after 24 years in 1984. His sales experience includes over 17 years as an Army recruiter, supervisor and trainer. During his tenure, Fitzpatrick personally recruited thousands of men and women for the Army during some of the most difficult periods in history; the introduction of the volunteer force and the Vietnam war era. He served as a sales manager at all levels within the organization leading various teams numbering from 2 to over 1500 recruiters and supporting staff. He led the Portland, Oregon district (28 offices) from 37th place (of 50) to 1st place, and the Los Angeles District (56 offices) from 40th place to number 5 in the Nation. He also served as the chief recruiter (Command Sergeant Major) for the region encompassing the 17 Southwestern states with over 300 offices producing 35,000 new members for the Army annually. That region remained in first place (out of 6) during his tenure. He holds both an Associate and Bachelor of Arts degree from Columbia College in Business Administration and Sales Management. Since retirement, Fitzpatrick worked as an account representative selling electronic financial services to banks, and as a corporate recruiter selecting individuals for positions in life insurance sales. He has traveled extensively as a public relations executive, supervising a force of field public relations directors promoting a veterans service organization and assisting an affiliated life insurance organization with territory development. He has also worked as a the Director of Recruiting and Training for a major financial services company where he developed the basic agent training program and a full one week in-residence course for sales managers. He later moved on to the position of Regional Vice President supervising the sales efforts of almost 150 agents in 22 states and Europe. After leaving corporate America, Fitzpatrick founded Sales Motivation Solutions, a company devoted to helping business owners and sales teams improve their overall sales performance. He is the co-author of "Does Your Resume Wear Combat Boots?" and "Does Your Resume Wear Blue Jeans?" Both books give solid tips on building a marketing plan for a career change using basic sales techniques to sell your skills to industry. Material for this book not only has been drawn from Fitzpatrick's personal experiences, but has also been developed over many years from studying the successes and failures of a variety of sales organizations in a range of industries.

Table of Contents

FOREWORD ................................................................iv
INTRODUCTION .......................................................... 1
CHAPTER 1: THE PSYCHOLOGY OF SALES –
WHY PEOPLE BUY .................................. 6
CHAPTER 2: THE SALES CYCLE ................................ 15
CHAPTER 3: PROSPECTING AND LEAD
ACQUISITION ....................................... 21
CHAPTER 4: SETTING APPOINTMENTS .................... 35
CHAPTER 5: THE PRESENTATION – PAINTING
COLORFUL WORD PICTURES ................ 54
CHAPTER 6: RESOLVING OBJECTIONS–
THE KEY TO CLOSING ........................... 66
CHAPTER 7: FOLLOW-UP AND GENERATION
OF REFERRALS ..................................... 76
CHAPTER 8: TIME AND TERRITORY
MANAGEMENT .................................... 86
CHAPTER 9: COURTESIES AND RELATIONSHIPS .... 100
CHAPTER 10: PERSONAL MOTIVATION – BECOMING
YOUR OWN SALES MANAGER ......... 112
ABOUT THE AUTHOR.............................................. 128