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Professional selling : practical secrets for successful sales /

Annotation

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Morgan, Rebecca L.
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Los Altos, Calif. : Crisp, ©1988.
Colección:Fifty-Minute series.
Temas:
Acceso en línea:Texto completo
Tabla de Contenidos:
  • TITLE
  • COPYRIGHT
  • ABOUT THE AUTHOR
  • CONTENTS
  • THE SLIM MARGIN OF SUCCESS
  • INTRODUCTION
  • SALES SUCCESS: DO YOU HAVE WHAT IT TAKES?
  • CHARACTERISTICS OF SUCCESSFUL SALESPERSONS
  • 1. COMMITMENT
  • 2. HEALTHY EGO
  • 4. SENSE OF HUMOR AND ENTHUSIASM
  • PROFESSIONAL SALESPERSONâ€?S QUIZ
  • PROFESSIONAL SALESPERSONâ€?S ASSESSMENT
  • PART Iâ€?GETTING STARTED
  • FINDING PROSPECTS
  • ACQUIRING REFERRALS
  • USING THE TELEPHONE TO QUALIFY AND GET APPOINTMENTS
  • OVERCOMING TELEPHONE COLD CALL RELUCTANCE
  • DEFROSTING TELEPHONE COLD CALLS
  • THE PLAN
  • THE CALLTHE CONNECTION
  • SOME ADDITIONAL TIPS TO MAKE YOU MORE EFFECTIVE ON THE PHONE
  • WRITE YOUR OWN TELEPHONE OUTLINE
  • TELEPHONE COLD CALL CHECKLIST
  • CASE STUDY
  • PART IIA FACE-TO-FACE SELLING
  • UNDERSTANDING THE PROCESS
  • PRESENTATION STRATEGIES
  • PRESENTATION STRATEGIES WORKSHEET
  • STARTING THE INTERVIEW
  • ASKING QUESTIONS
  • Open-Ended Questions
  • Closed-ended Questions
  • CASE STUDY
  • FACTS/FEATURES, TRANSITIONS AND BENEFITS
  • FACT/FEATURES
  • FACTS VS. CLAIMS
  • TRANSITIONS
  • BENEFITS
  • Ten Common Benefits
  • 1. To Make Money2. To Save Money
  • 3. To Save Time
  • 4. For Recognition
  • 5. For Security/Peace of Mind
  • 6. For Convenience/Comfort
  • 7. For Flexibility
  • 8. For Satisfaction/Reliability/Pleasure
  • 9. For Status
  • 10. For Health
  • PART IIBâ€? CLOSING FOR COMMITMENT
  • TESTING FOR BUYING INTEREST
  • SAMPLE CLOSES
  • REDUCING RESISTANCE AND COUNTERING CONCERNS
  • PERSUASIVE WORDS
  • OVERCOMING OBJECTIONS
  • THE IMPORTANCE OF NONVERBAL COMMUNICATION
  • Eye contact
  • Posture
  • Gestures
  • Facial expression
  • Movement
  • Rate of Speech
  • Non-wordsProximics/spacial distance
  • Tone of voice/inflection
  • Professional appearance
  • For women
  • REVIEWING YOUR EFFORTS
  • EVALUATION OF SALES PRESENTATION
  • PART IIIâ€?FACE-TO-FACE SELLING Understanding Your Customer
  • SELLING TO DIFFERENT COMMUNICATION STYLES
  • THE FOUR COMMUNICATION STYLES
  • STYLE 1: Detail-Seeker
  • STYLE 2: Results-Seeker
  • STYLE 3: Excitement-Seeker
  • STYLE 4: Harmony-Seeker
  • UNDERSTAND YOUR STYLE
  • DETAIL-SEEKER
  • RESULTS-SEEKER
  • EXCITEMENT-SEEKER
  • HARMONY-SEEKER
  • WHAT DID I DISCOVER ABOUT MYSELF?
  • COMMUNICATION STYLES PRACTICEFOUR CASE SITUATIONS
  • Situation 1
  • Situation 2
  • Situation 3
  • Situation 4
  • Authorâ€?s responses:
  • PART IVâ€? ORGANIZE FOR GREATER SALES
  • PRIORITIZING YOUR CLIENTS/PROSPECTS
  • CONQUERING THE PAPERWORK MOUNTAIN
  • FOLLOW UP MADE EASY: A TICKLER/SUSPENSE FILE
  • SALVAGING SCRAP TIME
  • Make Notes
  • USING A PROSPECT LEAD FORM
  • PART V: REVIEW
  • WHAT DID WE COVER?
  • Characteristics of Success
  • Prospecting
  • The Sales Interview
  • The Four Communication Styles
  • Organization
  • CROSSWORD REVIEW