SalesFish, The Consultative Sales Professional's Bible

The new Sales Professional's Forum is an online community for professional sales people that specifically addresses the sales skills and processes in the B2B environment, The forum is open to all Account Managers, Business Development Managers, Sales Managers, Sales Coaches and Sales Team Mentors.

While there are already several good general forums discussing sales issues we saw a need for a forum that specifically addressed the B2B environment as the issues, sales skills and processes in the B2B environment are very different (and often very contradictory with what works in the retail space).

To go directly to new The Sales Professional's Forum please click here.

SalesFish,'The Consultative Sales Professional' was originally only available as a companion manual to our training workshops. The 3rd edition of SalesFish has been written as a standalone 'sales bible' it has been forged and honed from extensive 'in the field' usage and feedback. It has also benefitted from input from the many sales professionals who have participated in our workshops..

The third edition includes several new chapters and much refinement. SalesFish is an ideal manual for Sales Managers, Sales Trainers and of course both new and very experienced Sales Professionals.

To make it easy for you to evaluate the quality of the 160 page sales bible you can download selected chapters from the first edition here.

You can now purchase the SalesFish sales bible online here for just $15.

You can also read references on the training workshops I run here.

....then SalesFish, 'The Consultative Sales Professional' could be the sales bible you are looking for. There are no magic bullets, secret tricks, or hype. SalesFish, 'The Consultative Sales Professional' advocates a simple straight forward methodical approach.

Most sales training is based around one central concept that is simple and attractive to market to prospective clients.
The CSP selling methodology is not. It combines elements of Process Selling, Customer Relationship Selling and Permission Marketing into a cohesive process. It recognises that a sale is made at the conclusion of a number of steps and that there must be a value exchange at each step. These steps typically are:

Marketing - lead & inquiry generation (monologue) - sales opening (dialogue) - consultative discovery process - solution value building - projected results assessment - proof/demonstration of concept - initial order - further business and sevice delivery.

Most sales training books focus on what to do when you visit the customer.
SalesFish covers all activities that take place between lead generation and rewarding your client after the sale.

Most sales books make no distinction between selling environments and try to cover all types of selling scenarios regardless of whether they are retail sales, or corporate environments selling simple 'boxes" or complex solutions.
SalesFish only focuses on B2B (Business-to-Business) solution selling. If you need retail sales or box selling skills, look elsewhere.

Most sales training focuses on giving you a wide range of skills that could be likened to giving you the ingredients and leaving you to invent the recipe.
The SalesFish sales manual provides the skills and step x step processes akin to giving you both the ingredients and the recipe.

Most training courses provide you with a skeleton manual when you arrive at the course. This is typically little more than an excellent list of action bullet points to guide the course and serve as a reminder of what you learnt for use after the course.
Everyone who registers for the SalesFish, Consultative Sales Professional workshops is sent a copy of SaleFish, 'The Consultative Sales Professional' two weeks before the course. The sales manual is a complete guide to the Consultative Sales Process. Instead of working through the 140 page book page by page during the workshops, the time on the course is devoted to instructor lead discussions and workshops based on the content in the manual.

Many sales training books and manual are written by academics.
SalesFish was written from 17 years of field experience. Every suggestion has been tried and tested in the field by the author.