SalesBURST!! World's Fastest

SalesBURST!! is a fast and effective training process that converts novice sales candidates into producers capable of effectively closing sales. In his book, Pat Evans leads sales candidates through his rapid sales training course and teaches them how to think like entrepreneurs. SalesBURST!! provides entrepreneurs and sales managers with the tools they need to train sales reps to sell, relying strictly on their intuition. He teaches them how to sell with more confidence by exposing them to the way a successful entrepreneur functions. Evans preaches that if you want your sales force to think outside the box, you had better treat them like there is no box from day one.

Patrick Evans is an Inc. 500 winner and the founder of EVCOR, a software integration firm that facilitated the shipping for GE, Intel, Dell, Abbott Labs, and 3,000 other firms. He started EVCOR in his house and eventually sold it for $60 million. He has trained thousands of sales representatives using his SalesBURST!! methodology.

Acknowledgments	p. xii
About the Author	p. xiii
Preface	p. xv
Late Show with David Letterman: FAST Close	p. xviii
What is the Object of Entrepreneurial Sales Training?	p. xix
Definitions	p. xxi
Secrets
Secret #1: Ask a Question When You Are Lost	p. 3
Secret #2: Prime the Pump	p. 7
Secret #3: Role-Play the 10 Perfect Closing Questions	p. 9
Secret #4: Call Back the Same Day	p. 19
Secret #5: Intercept	p. 23
Secret #6: Land Where You Planned	p. 27
Secret #7: Water, No Ice	p. 29
Secret #8: The Blame Game	p. 31
Secret #9: Give and Take	p. 33
Secret #10: Be a Contrarian	p. 37
Secret #11: Bet on Yourself	p. 41
Secret #12: Is Sales Art or Science?	p. 45
Secret #13: Immediate Action After Strategy	p. 49
Secret #14: Program Your Mind	p. 33
Questioning
Answer a Direct Question with a Question	p. 69
The Checklist Close	p. 63
Land Mines	p. 67
Cats, Dogs, or Fish?	p. 71
Alternative Ways to Cold Call	p. 75
Selling an Intangible	p. 79
Listening
Self-Monitoring	p. 87
How to Calm an Irate Customer	p. 91
Hiring
The Most Efficient Interview	p. 97
Rejection and Impression	p. 103
Initial Reaction versus Fact	p. 107
Organizing
21-Day Challenge	p. 113
Sell Like You Are a Business	p. 119
Start Up Capital?	p. 127
Six Degrees from Kevin Bacon	p. 131
Showing
Trade Shows: A Successful Way to Sell From a Booth	p. 137
More Booth Marketing Ideas	p. 141
Marketing
FREe-commerce	p. 147
Lease and Refinance	p. 153
Your Presentations	p. 157
Good Medicine	p. 163
Better Than New	p. 169
You versus Goliath	p. 173
Digitize Your Competition and Reposition	p. 177
Index	p. 183
Table of Contents provided by Ingram. All Rights Reserved.

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SalesBURST!! World's Fastest (entrepreneurial) Sales Training

Summary

Author Biography

Table of Contents

Supplemental Materials