Dr. Robert "Bob" DeGroot, MEd., DCH
Best Selling Author

Founder and President of Sales Training International
www.SalesHelp.com

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The following eBooks are available for your Amazon.com Kindle and B&N Nook. Paperback and hardback books are also available from both Amazon and Barnes and Noble.

Sales Mastery eBooks
  1. Objection Free Selling (Amazon Top 100 Best Seller)
  2. Value Selling Strategies P.R.O.S.P.E.C.T. Model (Amazon Top 100 Best Seller)
  3. Features - Advantages - Benefits (Amazon Top 100 Best Seller)
  4. Strategic Sales Plan (NEW & now available for 2018)
  5. Competitor Analysis
  6. Trust & Rapport Building
  7. Benefit Questions Create Attitudes
  8. Block the Competition
  9. Goal Setting for Success
  10. Time & Territory Management
  11. Active Listening Skills for Business (Amazon Top 100 Best Seller)
  12. Reseller Strategy(Amazon Top 100 Best Seller)
  13. Peer-to-Peer Sales Coaching (also sales management ebook)
  14. Psychology for Successful Selling (Hardback that started the company)

Sales Prospecting Series

  1. The Hunt - Compilation of a dozen prospecting related ebooks listed below
  2. Profile and Qualify
  3. Key Decision Maker Roles
  4. Research Prospect & Competitor
  5. Telephone Cold Call with Voice Mail Strategy (Amazon Top 100 Best Seller)
  6. Passive Letter Contact Series
  7. Interest Mailer Contact Series
  8. Keep In Touch Contact Series
  9. Networking Contact Strategy
  10. Asking for Referrals
  11. Teleblitz
  12. Funnel Management

Sales eBooks

Sales Excellence Series

Objection Free Selling Book CoverObjection Free Selling: How to Prevent, Preempt, and Respond to Every Sales Objection You Get

Amazon Top 100 Best Seller

This unique book contains the knowledge, skills, and strategies salespeople need to prevent, preempt, and respond to every sales objection you get. It even has what you need to know to answer the unanswerable objections.

The book is available in both eBook and Paperback formats.

Free support materials for facilitators, coaches, and managers. See also: www.ObjectionFreeSelling.com

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Value Selling Strategies P.R.O.S.P.E.C.T. Model

Amazon Top 100 Best Seller

Value Selling Strategies book coverSelling VALUE gets easier with the right tools and an incredibly flexible structure to guide the process. The VSS P.R.O.S.P.E.C.T. Model™ provides the comprehensive formula based knowledge, skills and strategies to accomplish this goal. In the Value Selling Strategies process, the actual selling is done during a strategically designed interview structured around major closing strategies. It is designed to PREVENT most common sales stopping objectives.

Learning Objectives:

  • Use a sales interaction model guided by the psychological buying process
  • Qualify and disqualify prospects based on the profile of your most profitable customers
  • Identify the real buying influences and decision makers
  • Guide the prospect to discover the value of your products and services
  • Avoid common pitfalls of presenting solutions after discovering needs
  • Move the pressure of time and priority from you to the prospect
  • Prevent most common objections, especially price
  • Help the prospect set the product / service selection criteria (specifications)
  • Identify your unique and distinctive selling points in each sales situation
  • Work with a list of 80 areas where commodity sellers differentiate themselves
  • Be forewarned about which objections you must neutralize
  • Include your unique and distinctive selling points in the selection buying criteria
  • Help the prospect rule-out and lock-out the competition for you
  • Discover priority buying motives
  • Let the prospect make the “claims” for the benefits rather than you
  • Rehearse the prospect to sell internally for you when you’re not around
  • Create change resistant attitudes favorable to your unique and distinctive selling points
  • Structure your sales interaction around major closing strategies
  • Block the competition between calls with these three techniques
  • Set the agenda action items and set up your next meeting to advance the sale
  • Use the interim action plan closing strategy to help the prospect carry out steps in the sales process between contacts
  • Use the meeting agenda setting process to pre-close on key steps in the sales process
  • Use the Criteria Driven Presentation to establish trust and rapport with those you didn'tt meet during the sales interviewing process
  • Present your product/service to the prospect’s selected criteria
  • Structure you presentation around major closing strategies
  • Use a personality based closing strategy that works consistently with both ends of the decision making continuum

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SSPStrategic Sales Plan

New Release 2018

The Strategic Sales Plan is designed to help you identify the steps in your sales process that must be done to win sales. 

Beginning in 1988 and up to the present time, we analyzed thousands of sales, across industries, to discover why sales failed and how they were won. 

This research led to a comprehensive diagnostic sales process consisting of 44 essential steps.

The objective is to find your patterns of steps that when missed cause sales to fail and to find the pattern of steps that when done, cause sales to be won. 

Get started by validating each step for what you sell and then review your sales to find your patterns for both losses and wins. 

Now you know what you must do to win sales! What a great gift.

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Features - Advantages - Benefits

Amazon Top 100 Best Seller

Persuasive FAB book coverThe purpose of this book is to introduce you to using your product, service and company knowledge as a part of the selling process using the persuasive language of sales. The process itself is one in which the prospect is an active participant.

Learning Objectives:

  • Define Functional Product, Service and Company Knowledge
  • Identify how to derive Unique and Distinctive Selling Points (USPs)
  • Learn how to write in the persuasive language of sales: Features, Advantages and Benefits (FAB)
  • Show the relationship between USP's and FAB's.
  • Describe the process of creating an orientation for the prospect during a discussion/interview
  • Orient the prospect in areas where you are strong, the competitor is weak and the customer has needs
  • Learn a quick three step model to sell value using the FABs you wrote
  • Identify the types of FABs to pursue with different decision makers base on the types of decisions they make

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Competitor Analysis

Competitor Analysis book coverTo sell in a competitive environment your sales strategy must include focusing the topics of conversation in areas where you are strong, the competitor is weak, and the customer has needs. This book helps you answer the questions, "What makes you different?" and "Why should I buy from you?"

The competitor analysis structure allows you to quickly identify areas where the prospect is most likely to have problems with current suppliers and it pre-alerts you to the objections you’ll get (spoken or not) when up against any specific competitor. When you know the objections, you can develop prevention, preemption and response strategies.

Learning Objectives:

  • Differentiate three types of competitor analyses: Business, Marketing and Sales.
  • Develop matrix listing competitors by competitive products/services.
  • Develop a competitor analysis for your use.
  • Identify and counter-balance potential objections
  • Discover areas of potential customer problems that only you can solve and that are potential areas of dissatisfaction with the current supplier
  • Differentiate "commodities" by things other than the commodity
  • Define Unique Selling Points (USP) and Distinctive Selling Points (DSP).
  • Determine the relationship between USPs and Features, Advantages and Benefits (FAB's).

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Trust & Rapport Building

Trust and Rapport Building book coverThe purpose of this eBook is to present 5 clear rapid means of establishing trust and rapport with customers. The content is directed to sales personnel, customer service personnel, and people in customer service roles who are also responsible for sales.

Learning Objectives:

  • Define trust as it relates to customers.
  • Define rapport and how it impacts customer attitudes and behaviors.
  • Differentiate between motive and technique.
  • Recognize methods that rapidly create and strengthen trust and rapport
    • Common Ground
    • Pacing and Leading
    • Credentials
    • Brochures
    • Psychological Truth

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Benefit Question - Creating Attitudes

Benefit Questions book coverYour products and services have many benefits to offer a customer. Some of them are unique and only you offer them; some are distinctive which means that your competitors also offer them, but you focus on them in such a way that makes them noticeably and quantifiably different.

With so many benefits to offer the customer, the question becomes, "which will be the one(s) that motivate purchase?"

Learning Objectives:

  • Discover true buying motives important to the customer
  • Rehearse the prospect to sell internally for you when you're not around.
  • Rehearse the prospect to defend the criteria and expectations you helped set thereby turning changeable beliefs into attitudes resistant to change
  • Competitor-proof your customer
  • Enable the customer to make the claims for benefits to be received, thereby transferring the burden of proof from you to the customer
  • Identify others in the organization who will also receive benefits
  • Get the decision-maker to feel good about providing benefits to others in the organization

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Block the Competition

Block Competition book coverCompetitor Proof Your Prospects and Customers.

There are three commonly used tactics that help block the competition when you're not around. While you're reading this book there could be a competitor taking your customer, or at least trying to. What's to stop them?

Learning Objectives:

  • Understand how to role play and rehearse a defense that your prospects and customers helped develop so they can respond with conviction to your competitor's persistent efforts.
  • Create attitudes that are resistant to change.
  • Learn how to set Expectations, Criteria or Specifications that only you can meet.
  • Use the written "Interim Action Plan" closing strategy to further insulate your prospects and customers from the competition.

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Goal Setting for Success

Goal Setting CoverIt's easy to understand how people with goals accomplish significantly more than people without goals. People with goals have direction. They have a target. They have something to work towards. This provides motivation to achieve.

If the goal is something you really want, that strong positive emotional desire gives you a favorable edge to realizing the goal.

And, the more frequently you review the goal, the more you focus on it, the more you will recognize the resources and opportunities you need to move toward achieving your goal.

Motivation to achieve comes from having a clear target, developing a strong emotional desire, creating a doable action plan, allocating the resources (especially time) and taking action.

Business goals that are in alignment with personal goals are more motivating than goals that are not in alignment, not related in anyway, or are counter to personal goals. Goals that help cause you to stretch increase your motivation.

Goals that are written provide a mechanism to review, refresh, and stay focused on what you want. People with written goals accomplish significantly more than people who only have goals in their heads.

You might also want to be aware that to maintain balance you will set goals in many areas of your life such as personal, professional, family, social, financial, lifestyle and so on. This book will guide you through the entire process step-by-step.

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Time & Territory Management

Time and Territory Management book coverThis eBook will help you develop customer and prospect contact plans that will minimize travel time and maximize selling time with accounts with the greatest potential. This is classic Time and Territory Management with all the basics necessary to keep you on track.

Learning Objectives:

  • Categorize and classify customers and prospects
  • Determine the potential sales volume available in the territory
  • Develop criteria to determine frequency of contact by type of contact
  • Determine number of prospects available in the territory
  • Understand the time averages for different types of client / prospect contact methods
  • Develop a contact plan by type and frequency of contact
  • Design a territory traveling plan
  • Redistribute resources to meet goals

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Reseller Strategy

Amazon Top 100 Best Seller

Reseller Strategy book coverHave you ever wondered why some distributors are quick to focus their selling efforts on your behalf, while others just don't seem to get around to pulling your products out of the bag?

Reseller is the same as Distributor, Jobber, Wholesaler, Manufacturer's Rep, Value Added Reseller, Retailer, Dealer

Learning Objectives:

  • Identifying your key Reseller issues and challenges
  • Identifying your fundamental interaction strategy
  • Determining current and ideal depth of involvement with the Reseller’s organization
  • Profiling customers the Reseller will call on
  • Identifying the marketing, prospecting, sales and customer service activities necessary to sell and develop customers
  • Determining the sales and marketing support functions you can provide and which the Reseller must provide
  • Matching current challenges to solution characteristics
  • Looking at the triad of performance - how much do you own?
  • What Resellers must know about your prospects and products before they can sell hard
  • Reseller noise and why you want it blaring
  • Training issues, what can you provide?
  • Conducting “real time” Peer to Peer Performance (P3) Coaching and Strategy Sessions
  • Using P3 to train and coach for optimal performance
  • Access strategies to optimize performance

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Active Listening Skills for Business

Prevent errors and earn the right to be heard

Active Listening Skills book coverAmazon Top 100 Best Seller

Many misunderstandings leading to costly errors, arguments, and lost productivity occur because the person getting information in order to provide input, do a task, or problem-solve, did not "actively listen."

Knowing how to actively listen is a proven way to prevent errors and improve relationships with both internal and external customers.

Learning Objectives:

  • Use acceptance responses
  • Ask clarifying questions
  • Repeat key words, phrases and numbers
  • Paraphrase content
  • Reflect emotions
  • Summarize information
  • Earn the right to be heard
  • Use transition sentences

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Peer-to-Peer Sales Coaching

Peer to Peer Sales Coaching book coverImagine a meeting with your team where a member is talking about being concerned about an objection that might come up when s/he tries to set an appointment to see an important decision maker.  Now visualize other team members offering what they think might work in this situation.  See the entire team focus their energy, knowledge, skills and experience to help a single member develop a way to get that appointment.

Do you think that this person would get some workable ideas? 

Do you think that if we did this with each team member for each step they were experiencing difficulty with, they would in short order, be able to handle most of the obstacles and objections that came their way?

Tell your team that this session will be dedicated exclusively to reviewing the top prospects and projects to make sure that workable tactics are developed to ensure the strategies will be carried out according to plan.

The purpose of this sales meeting is to provide a mechanism to focus the knowledge, skill and experience of the entire sales team on developing strategies and tactics for individual priority prospects and projects to dramatically improve closing ratios.

Learning Objectives:

  • Facilitate "Peer to Peer" coaching.
  • Reduce the learning curve for new staff
  • Increase accuracy of sales forecasts
  • Promote team development
  • Improve closing ratios
  • Monitor priority customer development progress

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Psychology for Successful Selling

Psychology for Successful Selling book coverThis is the book that started it all. An application of psychology to the profession of selling. It is a psychology oriented text. Not light reading for sales people looking for a simple solution.

Amazon.com and Barnes and Nobel

If you can't find a copy available, contact the author for purchase at Bob@SalesHelp.com

Jeffry Chestnut's review on Amazon:

"Deep in psychology, not lightweight reading.

Excellent discussion of what it takes to really understand a sale and a purchase decision.

I recommend this book for all who are students of high end professional sales. This is not tactics and not quick fixes, it is not a johnny jump up motivational book. This is serious reading for the serious sales professional. It will take you to a new look at your individual sales performance."

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Sales Prospecting Series

The Hunt - Compilation of a dozen prospecting related eBooks

The Hunt book coverWhen it comes to prospecting for new business, as well as managing the process, “The Hunt” provides the novice and the pro with in-depth knowledge of not only what to do but also how to do it.

The Hunt is a compilation of a dozen prospecting related eBooks:

  1. Profile and Qualify
  2. Key Decision Maker Roles
  3. Telephone Cold Call
  4. Voice Mail Strategies
  5. Passive Letter Contact Series
  6. Interest Mailer Contact Series
  7. Keep In Touch Contact Series
  8. Networking Contact Strategy
  9. Asking for Referrals
  10. Teleblitz
  11. Funnel Management
  12. Ratio Management

Since each of these eBooks has to stand on its own, incorporation of support materials from other eBooks must sometimes be used. For example, the six Decision Maker roles are briefly summarized in some of the other eBooks as well as getting a full treatment in an eBook of its own. Please pardon some of the redundancies and consider them to be knowledge and skill reinforcement segments.

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Profile & Qualify Prospects

Profile and Qualify Prospects book coverThe purpose of this eBook is to show you how to quickly qualify prospects and identify the key buyer influences.

Learning Objectives:

  • List your current customers by actual sales volume, and then classify them based on potential volume.
  • Categorize your customers by market and market segment in descending order by size.
  • Identify the products and services you are currently selling by market, segment and business element.
  • Identify the customer's critical value systems that influence who they do business with and the manner in which they do business.
  • Determine the sales resource allocation based on the account profile.
  • Identify the people who influence your sale by the types of decisions they make.
  • Summarize the characteristics your most profitable customers have in common.
  • Develop questions that will determine the extent to which a current prospect meets the characteristics

Included in The Hunt

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Key Decision Maker Roles

Key Decision Maker Roles book coverIn every sale, there are different types of decisions that are made. Sometimes one person makes all the decisions and at other times, there can be several people clustered together to make one type of decision. One person could play many of the decision-making roles or you could find many people playing one role.

If it's one or two people playing the various roles, you can tell which role they're in by the types of questions they ask. By knowing about the different roles, you can begin to focus and structure your answers to the type of decision that needs to be made.

Decision Maker Roles:

  • Final Authority
  • Specifier
  • Negotiator
  • End User      
  • Coach
  • Recommender
  • Decision Influencers outside the Company

Included in The Hunt

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Research Prospect & Competitor

Research Prospect book coverThe purpose of this eBook is to introduce research methods that you can use to understand your prospect and your competitor before and during the sales process.

Learning Objectives:

  • Understand how the four business needs drive business buying decisions
  • Understand critical areas of your customer's business operations
  • Utilize the Competitor Guidance to focus your Research Questions
  • Competitively position yourself to provide a greater value
  • Know which objections to expect and how to offset them.
  • Know your Unique and Distinctive Selling Points that position and differentiate you in the Prospect's eyes.

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Telephone Cold Call and Voice Mail Strategy

Amazon Top 100 Best Seller

Telephone Cold Call with VM Strategies book coverPREVENT initial contact objections such as, "not interested...," "...just send me your literature," "...already have someone." Doing just that, will turn most cold callers ratios 180 degrees from 10% success to 90% success.

The telephone cold call strategies in this book will help you prevent these objections by turning "screeners" into "coaches" and by pre-defining the prospect's initial needs. In addition, the methods you'll learn in this eBook will enable you to set priority appointments for future meetings.

Additionally, you have voice mail to contend with. It’s almost rare that you can actually talk to the person the first time you call. This part of the book will present incredibly effective voice mail strategies and techniques that can help you reach the person you want, deliver important information in less than a minute to increase the number of times people return your calls.

Learning Objectives:

  • Use rapid rapport building methods
  • Use techniques that build a coaching role for the initial contact person
  • Use strategies that PREVENT initial contact objections
  • Develop opening remarks for telephone cold calls
  • Set priority appointments
  • Utilize an effective strategy to cold call in-person
  • Locate your prospect using the voice mail exit function
  • Use voice mail as an advertising medium
  • Compose a 10 to 30 second high impact commercial
  • Use a compelling reason to return your call in your voice mail message

Included in The Hunt

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Passive Letter Series

Passive Letter Series book coverThe purpose of this eBook is to explain how passive letters (email or Snail Mail) can be used to reach hard to reach decision makers. It will also show how to generate inbound leads from interested prospects with the passive letter.

Learning Objectives:

  • Define the Passive Letter Series
  • Describe the structures for three types of letters
  • Recognize the optimal mailing schedule
  • Describe how to create an automatic implementation of passive letters

Included in The Hunt

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Interest Mailer Series

Interest Mailer Series book coverThe purpose of this eBook is to help you generate leads by using interest mailers (email or Snail Mail). Some decision makers are nearly inaccessible and building a relationship based on an interest can be effective. This relationship built upon interest mailers can provide a way to move forward in the sales process. In this eBook you will learn to:

Learning Objectives:

  • Define "Interest Mailers"
  • Recognize the 10 critical buyer beliefs you are trying to influence
  • Select the right decision makers to contact with interest mailers
  • Describe the optimal mailing schedule for interest mailers
  • Describe how to make a manual implementation system automatic

Included in The Hunt

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keepIntouchKeep In Touch Contact Series

The purpose of this eBook is to provide you with an incredibly fast and effective low cost email or Text contact system that can be used with:

  • clients who have no current project
  • clients with no identified need
  • stalled projects or projects on hold
  • prospects who have turned you down for the current sales opportunity
  • non-responsive new prospects

Learning Objectives:

  • compose Keep in Touch (KIT) messages
  • use multiple methods of contact for the KIT messages
  • keep the content of the message on track
  • add power to the contacts by targeting "Buyer Beliefs" that may be missing

Included in The Hunt

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Networking Contact Strategy

Networking Prospect Strategy book coverThe purpose of this eBook is to help you improve your networking skills so that you have better access to both decision makers and referrals, have a platform to demonstrate your competency, and to improve your professional knowledge.

Learning Objectives:

  • Understand the networking process.
  • Learn how to network.
  • Select the right organizations to network.
  • Know the "don't do" items or risk getting expelled.
  • Increase your networking impact.

Included in The Hunt

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Asking for Referrals

Asking for Referrals book coverThe purpose of eBook is to learn about the process of asking for referrals. The advantages of referred leads are:

  • They are significantly easier to contact and get in to see
  • They take 30% fewer contacts to close a sale
  • They are 60% to 80% more likely to buy
  • They will buy on average 23% more
  • They are four times more likely to give additional referrals

Learning Objectives:

  • Ask a referred customer for referrals
  • Ask a non-referred customer for referrals
  • Write a brief thank you letter to customers that have given you referrals

With strong skills here, you may never use another contact method again - except the Keeping In Touch series.

Included in The Hunt

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Teleblitz

Teleblitz Contact Strategy book coverConducting a telephone cold call "blitz" will:

  • Rapidly fill your sales funnel with qualified prospects
  • Enable you to leverage your initial unsuccessful contact attempts by following up with the passive letter series, interest mailer series and the "keep in touch" series defined in other eBooks.

Learning Objectives:

  • Generate lead lists
  • Schedule prime time activities
  • Identify goals that motivate
  • Track progress with a Teleblitz form

Included in The Hunt

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Funnel Management

Funnel Management book coverThe purpose of this eBook is to help you use the concept of  "funnel management" to maintain the proper number of qualified prospects throughout the different phases of the sales process.

In this eBook you will learn how to be more effective in generating your prospect lists. The eBook also illustrates productive methods used to make contact with leads.

Learning Objectives:

  • Define the concept of funnel management
  • Differentiate between a sales cycle and a buying cycle
  • Give characteristics of A, B, and C accounts. Identify the characteristics that define a "pre-qualified lead"
  • Be familiar with sources for leads
  • Describe contact methods

Included in The Hunt

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