How to Sell Sell Anything to Anyone

Name: How to Sell Sell Anything to Anyone
Price: 16.69 USD
Availability: InStock
ISBN: 9780273731276

ISBN-10: 0273731270

ISBN-13: 9780273731276

Edition: 2010

Authors: Jo Owen

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Book details

Copyright year: 2010
Publisher: Pearson Education, Limited
Publication date: 7/15/2010
Binding: Paperback
Pages: 280
Size: 8.58" wide x 10.87" long x 0.31" tall
Weight: 1.056
Language: English



About the author


Introduction



The principles of selling



Preparing to succeed


The six key questions of a successful sale


What?


How?


When?


Who?


Where?


Why?



Persuasive conversations


Managing the emotional flow


Managing the logical flow


Preparation and purpose


Alignment and rapport


Situation review with the client


So what's in it for me, the client?


Idea suggested simply


Overcome any objections


Next steps and close



The principles and mindset of success


Trust


First impressions


Partner not vendor


Love your client


Raising the bar


Learning to succeed


Positive outlook


High aspirations: focus on outcomes


Escape the comfort zone


Take control



The sins of selling: how to fail


Fear of failure


The 'me' trap


The friend trap


Underselling


Overselling


The work trap


The wrong problem


Next steps and close



The principles and mindset of success


Trust


First impressions


Partner not vendor


Love your client


Raising the bar


Learning to succeed


Positive outlook


High aspirations: focus on outcomes


Escape the comfort zone


Take control



The sins of selling: how to fail


Fear of failure


The 'me' trap


The friend trap


Underselling


Overselling


The work trap


The wrong problem


The logic trap


The wrong firm, wrong boss


Excuses



The practice of selling



Key account management


Select the right client


Sell to the right buyer


Build your power hand


Negotiate well



Relationship management


Getting the first meeting


Managing the client life cycle


Sustaining the relationship


Dealing with CEOs



Bids and tenders


Knowing when to bid


Managing the formal response


Bidding in the public sector versus the private sector



Dealing with the tough stuff


Dealing with Mr Nasty


Dealing with the competition


Problems with price


Qualifying for price


Presenting your credentials


Corruption


Dealing with no


Handling objections


Using the telephone, email and the internet


Professional guard


Conclusion: the sales journey


Index