SALES ON THE GO : the salesperson's desk reference and formulary for sales success

This book helps salespeople decode jargon and doublespeak commonly heard during the selling process and offers tips on how to move beyond ambiguous terminology and close the deal. Sorted into sales, marketing and management sections, Sales on the Go breaks each area down into five easy Q & A segments that highlight the most common and easily misunderstood phrases, comments, statements, and questions that salespeople hear every day. What to do when you encounter these phrases is spelled out in a simple to find, and easy to follow format which makes this book appealing to everyone with a sales job, whether you’re just starting out or have years of experience. Introduction How to Use This Book The Salesperson’s Mantras The Salesperson’s Mantras Explained Notes on This Book The Format The Settings The Spoken Word A Note on Pronouns and Attributions Contents Part I: The Sales Section 1: Cold Calling The Situation: Cold Calling The Situation: Cold Calling The Situation: Cold Calling The Situation: Cold Calling The Situation: Cold Calling The Situation: Cold Calling The Situation: Cold Calling The Situation: Cold Calling The Situation: Cold Calling The Situation: Cold Calling 2: Following Up The Situation: Following Up The Situation: Following Up The Situation: Following Up The Situation: Following Up The Situation: Following Up The Situation: Following Up The Situation: Following Up The Situation: Following Up The Situation: Following Up The Situation: Following Up 3: Getting the Meeting The Situation: Getting the Meeting The Situation: Getting the Meeting The Situation: Getting the Meeting The Situation: Getting the Meeting The Situation: Getting the Meeting The Situation: Getting the Meeting The Situation: Getting the Meeting The Situation: Getting the Meeting The Situation: Getting the Meeting The Situation: Getting the Meeting 4: Negotiating The Situation: Negotiating The Situation: Negotiating The Situation: Negotiating The Situation: Negotiating The Situation: Negotiating The Situation: Negotiating The Situation: Negotiating The Situation: Negotiating The Situation: Negotiating The Situation: Negotiating 5: Closing The Situation: Closing The Situation: Closing The Situation: Closing The Situation: Closing The Situation: Closing The Situation: Closing The Situation: Closing The Situation: Closing The Situation: Closing The Situation: Closing Part II: The Marketing Section 6: Research The Situation – Research The Situation – Research The Situation – Research The Situation – Research The Situation – Research The Situation – Research The Situation – Research The Situation – Research The Situation – Research The Situation – Research 7: Strategy The Situation – Strategy The Situation – Strategy The Situation – Strategy The Situation – Strategy The Situation – Strategy The Situation – Strategy The Situation – Strategy The Situation – Strategy The Situation – Strategy The Situation – Strategy 8: Planning The Situation – Planning The Situation – Planning The Situation – Planning The Situation – Planning The Situation – Planning The Situation – Planning The Situation – Planning The Situation – Planning The Situation – Planning The Situation – Planning 9: Tactics The Situation – Tactics The Situation – Tactics The Situation – Tactics The Situation – Tactics The Situation – Tactics The Situation – Tactics The Situation – Tactics The Situation – Tactics The Situation – Tactics The Situation – Tactics 10: Return on Investment The Situation – Return on Investment The Situation – Return on Investment The Situation – Return on Investment The Situation – Return on Investment The Situation – Return on Investment The Situation – Return on Investment The Situation – Return on Investment The Situation – Return on Investment The Situation – Return on Investment The Situation – Return on Investment Part III: The Management Section 11: Explain The Situation – Explain The Situation – Explain The Situation – Explain The Situation – Explain The Situation – Explain The Situation – Explain The Situation – Explain The Situation – Explain The Situation – Explain The Situation – Explain 12: Persuade The Situation – Persuade The Situation – Persuade The Situation – Persuade The Situation – Persuade The Situation – Persuade The Situation – Persuade The Situation – Persuade The Situation – Persuade The Situation – Persuade The Situation – Persuade 13: Direct The Situation – Direct The Situation – Direct The Situation – Direct The Situation – Direct The Situation – Direct The Situation – Direct The Situation – Direct The Situation – Direct The Situation – Direct The Situation – Direct 14: Review The Situation – Review The Situation – Review The Situation – Review The Situation – Review The Situation – Review The Situation – Review The Situation – Review The Situation – Review The Situation – Review The Situation – Review 15: Reward (or Not) The Situation – Reward (or Not) The Situation – Reward (or Not) The Situation – Reward (or Not) The Situation – Reward (or Not) The Situation – Reward (or Not) The Situation – Reward (or Not) The Situation – Reward (or Not) The Situation – Reward (or Not) The Situation – Reward (or Not) The Situation – Reward (or Not) Sales on The Go – Flowchart The Final Close