The Selling Skills Workbook

Abstract

Provides a practical self‐help guide for professional salespeople who want to improve their sales performance. Divided into two parts, Part 1 deals with booking the appointment and Part 2 with making the sale. Part 1 covers areas such as how to add structure to telephone calls; the development of a personalized script designed to provide a more consistent pattern of high performance; and how to generate both more and better quality appointments. Part 2 covers the skills required in selling face‐to‐face and covers how to analyse the key components of the sales presentation; restructure, strengthen and inject fresh ideas; rebuild the presentation so as to maximize sales performance; and how to take full control of personal development as a sales professional. Based on established principles of successful selling, the workbook outlines a model of the selling process based on the five core skill areas of opening, probing, matching, closing and objection handling. Aimed at salespeople and sales managers, the model provides a framework for the ongoing development of sales skills which is highly practical and applicable to any face‐to‐face selling situation. Also contains a comprehensive series of worksheets to complete on each of the issues raised; and a series of “windows” provide condensed information for quick reference.

Citation

Brooksbank, R. (1993), "The Selling Skills Workbook", Marketing Intelligence & Planning, Vol. 11 No. 9, pp. 2-56. https://doi.org/10.1108/02634509310044388