J J NOAD
About the series
The Sales Professional’s Handbook is written by Dr Beth Rogers and Dr Jeremy Noad.
Each volume covers a different stage of professional selling. The books can be read on their own or used together as a route from first customer contact through sales control, account growth and sales leadership.
Current volumes
Volume 1: Building the Foundations
From understanding to first contact
From understanding to first contact
For people starting in sales or building a structure for customer work.
The book covers how to:
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understand your company and what it offers
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identify the people involved in a customer decision
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decide where to spend your sales time
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prepare for customer contact
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set a purpose for each conversation
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review what happened and decide what comes next
Volume 2: Selling with Control
From contact to commitment
For salespeople who need more control over opportunities without relying on scripts or pressure.
The book covers how to:
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prepare for customer contact
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uncover customer needs
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distinguish needs from stated wants
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understand how customers make decisions
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build and communicate customer value
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qualify opportunities
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manage the sales pipeline
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develop a sales proposal
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prepare for negotiation
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manage objections and commercial terms
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move an opportunity towards a clear decision
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