Professional selling : practical secrets for successful sales /
Annotation
Clasificación: | Libro Electrónico |
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Autor principal: | |
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 SALESPERSON�S QUIZ
- PROFESSIONAL SALESPERSON�S ASSESSMENT
- PART I�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 IIB� 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 III�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
- Author�s responses:
- PART IV� 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