The On The Bus™ Sales Training Workbook

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our courses

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Content Overview

The workbook is structured into 18 well-organized chapters, each addressing a critical component of the sales process. Here’s a brief overview of what to expect:

Chapter 1

Networking vs. Not Working sets the tone by highlighting the importance of networking in sales, laying a strong foundation for the rest of the workbook.

Chapter 1

Chapters 2-4

Focus on the art of communication, from making effective introductions to the necessity of having a structured sales system. The emphasis on varying introduction lengths (10 seconds to 4 minutes) is particularly useful for tailoring pitches to different contexts.

Chapters 2-4

Chapters 5-6

Delve into the psychology of selling, teaching readers how to turn a ‘no’ into an opportunity and the power of asking questions rather than providing answers. This mindset shift is invaluable for establishing deeper connections with prospects.

Chapters 5-6

Chapter 7

Discusses leveraging talks, conferences, and trade shows—an essential skill in today’s networking-centric sales environment. The practical tips here are actionable and relevant.

Chapter 7

Chapters 8-12

Cover personality traits, negotiation, and traditional prospecting methods. Lipper’s insights into behavioral goals and the impact of personal appearance in sales (Chapter 12) are thought-provoking and relevant in any sales strategy.

Chapters 8-12

Chapter 14-15

On Creating Raving Fans and Chapter 15 on Hiring and Managing Salespeople are critical discussions that help sales professionals not only attract clients but also build long-term relationships and effective teams.

Chapter 14-15

Chapter 16-17

The workbook also addresses modern challenges in sales with Chapters 16-17, focusing on communication and selling virtually. In an era where remote interactions are increasingly common, these chapters equip readers with the skills needed to thrive in a digital sales landscape.

Chapter 16-17

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About On The Bus™

We share our experience, strength, and hope with each other at weekly meetings with the intent of helping each other grow achieving success in a safe, kind environment. In addition to our monthly Bus meetings and private coaching, On The Bus™ offers weekly Bus Stop meetings.