Selling to Win

Name: Selling to Win
Price: 2.66 USD
Availability: InStock
ISBN: 9780749466312

ISBN-10: 0749466316

ISBN-13: 9780749466312

Edition: 4th 2013

Authors: Richard Denny

List price: $21.99

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Description:

Selling to Winhas established itself as both an international best-seller and a classic sales text. An inspirational business speaker, Richard Denny has helped countless thousands of salespeople become high flyers and here he explains how to put his winning techniques into action.This 25th anniversary edition ofSelling to Winhas been fully revised and updated and is full of even more unbeatable sales tips and essential practical advice. It includes useful advice on how to: get a sale when you are not the cheapest, turn your customer into an ambassador, build a positive attitude that gets results, beat the competition and close a sale.Widely recognized as one of the most effective and…

Book details

List price: $21.99
Edition: 4th
Copyright year: 2013
Publisher: Kogan Page, Limited
Publication date: 2/3/2013
Binding: Paperback
Pages: 224
Size: 5.43" wide x 8.50" long x 0.47" tall
Weight: 0.550
Language: English

Richard Denny is one of the UK's foremost authorities on sales, management training and personal development. Chairman of the Richard Denny Group, he is highly sought after as a motivational speaker at company conventions and conferences throughout the world. He is also the author of Selling to Win, Communicate to Win, Motivate to Win and Succeed for Yourself, all published by Kogan Page. Further information on Richard Denny can be found on The Richard Denny Organisation's website at www.denny.co.uk



Foreword


About the author


Preface


Introduction



Selling in perspective


The classic presentation


'No no conditioning'


What not to do when the customer says 'No'


What are bad salespeople like?


How to get a customer to say 'Yes'


How do I become a professional?


What do sales professionals do?



Planning to win


The six cylinders of professional selling


What do you look like?


Organization tactics


Keeping good records



The vital ingredient



It's desire, not ability, that determines success



Set your goals



Planning your goals



Believe in you



Become a 'How can I do it better?' sort of person



See the oak tree in the acorn



Develop the habit of thanking and complimenting people



Build your confidence



Handle the difficult times



Be enthusiastic



Finding the time


E-mail - help or hindrance?



Finding the business


Existing customers


Newspapers


Home sales


Prospecting


Direct mail


E-mail


Website


Networking clubs


Referrals


Follow your customers


Research


Business cards


Sources of new business


The passive approaches



Getting the appointment


Stage 1


Stage 2


The cold telephone method


Voicemail


Some tips on making the most of your telephone calls



The rules of professional selling



Sell to people



Sell yourself



Ask the right questions



Listen



Link features to benefits



Sell the results



Don't rely on logic



Be selective in the use of product knowledge



Identify your unique sales points (USPs)



Don't catch 'priceitis'



Price condition



Don't just talk, show



Don't knock the competition



The sales presentation


The seven 'classical' stages



Closing the sale


The golden rule of closing the sale


Difficult closes


Not closing



The principles of professionalism


Make it easy to say 'Yes'


Use your prospects' terminology


Both win or both lose


Don't prejudge


Don't catch 'big-caseitis'


Replace that sale


Waterproof the sale


Plan each contact


Vary your voice


Be trustworthy


Tell the bad news


Welcome complaints


Sell others in


Buyer motivators


Use people's names


Say 'Thank you'


Sell the 'add-ons'


Good words


Don't talk down


Be remembered


Don't sit in receptions



Giving real service


The unexpected or the extra service


Recognizing clients' achievements


Helping your clients


Be positive


The personal approach


Handling your product



Handling objections


Prevention, not cure


The three-stage process to deflect objections


Common objections



Negotiation


The principles of negotiation



Letter writing


Short letters work


Short paragraphs work


Make your letters easy to read


Avoid over-complex language


Avoid jargon


Keep control


Be a good news carrier



Body language


Mirroring


Eyes


Space


Seating


Height


Posture


Lies


Groups



Avoiding the negative



Don't quit


Success Stories


References