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How to Sell Sell Anything to Anyone

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ISBN-10: 0273731270

ISBN-13: 9780273731276

Edition: 2010

Authors: Jo Owen

List price: $12.99
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Book details

List price: $12.99
Copyright year: 2010
Publisher: Pearson Education, Limited
Publication date: 7/8/2010
Binding: Paperback
Pages: 280
Size: 5.00" wide x 8.50" long x 0.75" tall
Weight: 0.924
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