Sales Techniques

ISBN-10: 0071430016
ISBN-13: 9780071430012
Edition: 2004
List price: $18.00 Buy it from $3.94
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Description: Sales Techniques is an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal. From selling solutions instead  More...

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Book details

List price: $18.00
Copyright year: 2004
Publisher: McGraw-Hill Education
Publication date: 3/2/2004
Binding: Paperback
Pages: 208
Size: 6.00" wide x 8.75" long x 0.75" tall
Weight: 0.682
Language: English

Sales Techniques is an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal. From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest addition to the popular Briefcase Books series will show salespeople how to organize their sales efforts, work successfully with today's more demanding customer base, efficiently and effectively close a sale, consistently follow up after the sale to encourage high-profit repeat business and referrals, and much more.

Bill Brooks is an author of eighteen novels of historical and frontier fiction. He lives in North Carolina.

William Brooks est professeur �m�rite � l'universit� de Bath. R�cemment il a publi� 'Philippe Quinault, Dramatist' (Peter Lang, 2009). Ayant collabor� � une traduction anglaise d'extraits choisis dans les 'M�moires' de la Grande Mademoiselle (2010), il se consacre actuellement � la pr�paration de quatre trag�dies de Thomas Corneille pour l'�dition du th��tre complet qui para�tra prochainement. Christine McCall Probes est professeur de litt�rature et culture fran�aises � l'universit� de Floride du Sud, Tampa, Florida. Membre des Conseils Ex�cutifs du CIR-17 et de la NASSCFL, elle publie r�guli�rement sur la bibliographie ('French 17'), la po�sie, l'�pistolaire, la rh�torique et l'embl�me de la Renaissance et du Grand Si�cle. Elle pr�pare actuellement une co-�dition du volume 'Emblems and Propaganda'. Rainer Zaiser est professeur de fran�ais et d'italien � l'universit� de Kiel. Auteur d'�tudes sur la litt�rature italienne de la Renaissance, sur Pascal, sur le roman fran�ais du dix-septi�me si�cle et le th��tre classique, il est aussi directeur des p�riodiques 'Papers on French Seventeenth Century Literature' et 'Oeuvres et Critiques' ainsi que de la collection 'Biblio 17'.

Preface
Acknowledgments
21st Century Selling
What Is Sales All About?
The 20 Biggest Errors in Selling
The Seven Universal Rules for Sales Success
The Universal Rules in Detail
Sales as a Profession and Where You Fit In
Checklist for Chapter 1
Professional Selling: The Insider Secrets
Selling's Biggest Success Secret Revealed
The Five Characteristics of Qualified Prospects
It's Not About When You Need to Make a Sale
The Two Most Essential Components of Professional Selling
The Importance of a Consistent Sales Approach
The Six Principles That Can Guide Your Sales Career
Checklist for Chapter 2
Focus, Alignment, and Leverage
It's All About Focus
Clarify Your Focus
Build Your Sales Philosophy
Leverage Your Time, Talent, Resources, and Advantage
Your Personal Sales Talent Audit
Checklist for Chapter 3
The Investigate Step (Part 1)--Positioning
The Power of Personal Positioning
10 Ways to Better Positioning
Six Ways to Misposition Yourself
How to Position Yourself as an Expert
Dress, Style, and Image
The Role of Self-Image and Positioning Yourself
Checklist for Chapter 4
The Investigate Step (Part 2)--Prospecting
The Differences Between Suspects and Qualified Prospects
The Three Most Essential Prospecting Principles
What Are Your Chances?
Six Ways to Stay Organized
Approaching Your Prospects
Where Do You Find Prospects?
The Telephone
Setting an Appointment
Checklist for Chapter 5
The Investigate Step (Part 3)--Pre-Call Planning
Do Your Research
Developing Internal Support
Your Prospect's Internal Support Team
Confirming Your Appointment
Mentally Prepare
Physically Prepare
Preparation: Positioning, Prospecting, and Pre-Call Planning
Checklist for Chapter 6
The Meet Step: Engaging Your Prospect Face to Face
Engaging Your Customers
It's All About First Impressions
Maximizing Trust
Don't Dominate--Participate
Putting It All Together
Building a Bridge
How to Cross the Bridge
Checklist for Chapter 7
The Probe Step: Asking Questions That Make the Sale
Avoid the Fatal Flaw
It All Starts with Listening
How to Discover What Your Prospect Will Buy
It's All About Solving Challenges
How Do Your Features and Benefits Stack Up?
Needs-Based Questions
Objection-Based Questions
14 Winning Questions
Prepare Completely Before You Continue
The Most Powerful Word You Can Use
Checklist for Chapter 8
The Apply Step: Making Your Product or Service Solve Problems
Application-Based Selling vs. Demonstration-Based Selling
Four Pointers That Guarantee Sales
How to Apply the Principles Behind Application-Based Selling
Four Proven Ways to Make a Better Presentation
How to Present Your Price and Get It
Price Pitfalls
Some Sample Feedback Questions
Checklist for Chapter 9
The Convince Step: Making Your Prospect Believe
Sales Is a Worthy Profession
What People Believe Enough, They Act Upon
Prove Your Claims
Bring Your Own Witnesses
Justify Your Price
Relieve Your Prospect's Fear of Buying
Checklist for Chapter 10
The Tie-It-Up Step: Concluding and Closing
Tie up the Sale, Not the Customer
Negotiate the Conditions of the Sale
Clear Away Objections
Ask for the Order
Reinforce and Cement the Sale
Checklist for Chapter 11
How to Build and Sustain Sales Momentum
Motivation, Resilience, and Optimism
The 10 Essential Success Truths in Professional Selling
Checklist for Chapter 12
Index

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