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Selling to win /
Richard Denny is the ""godfather of salesmanship"" and Selling to Win has established itself as an international best-seller and classic sales text. One of the world's most inspirational business speakers, Richard has helped countless thousands of salespeople to become high...
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
London ; Philadelphia :
Kogan Page,
2013.
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| Edición: | 4th ed. |
| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- Praise for Selling to Win; Contents; Foreword; About the author; Preface; Introduction; How to get maximum results from this book; 01 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?; 02 Planning to win; The six cylinders of professional selling; What do you look like?; Organization tactics; Keeping good records; 03 The vital ingredient; 1 It's desire, not ability, that determines success.
- 2 Set your goals3 Planning your goals; 4 Believe in you; 5 Become a 'How can I do it better?' sort of person; 6 See the oak tree in the acorn; 7 Develop the habit of thanking and complimenting people; 8 Build your confidence; 9 Handle the difficult times; 10 Be enthusiastic; 04 Finding the time; E-mail
- help or hindrance?; 05 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; 06 Getting the appointment.
- Stage 1Stage 2; The cold telephone method; Voicemail; Some tips on making the most of your telephone calls; 07 The rules of professional selling; Rule 1: Sell to people; Rule 2: Sell yourself; Rule 3: Ask the right questions; Rule 4: Listen; Rule 5: Link features to benefits; Rule 6: Sell the results; Rule 7: Don't rely on logic; Rule 8: Be selective in the use of product knowledge; Rule 9: Identify your unique sales points (USPs); Rule 10: Don't catch 'priceitis'; Rule 11: Price condition; Rule 12: Don't just talk, show; Rule 13: Don't knock the competition; 08 The sales presentation.
- The seven 'classical' stages09 Closing the sale; The golden rule of closing the sale; Difficult closes; Not closing; 10 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; 11 Giving real service.
- The unexpected or the extra serviceRecognizing clients' achievements; Helping your clients; Be positive; The personal approach; Handling your product; 12 Handling objections; Prevention, not cure; The three-stage process to deflect objections; Common objections; 13 Negotiation; The principles of negotiation; 14 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; 15 Body language; Mirroring; Eyes; Space; Seating; Height; Posture; Lies; Groups; 16 Avoiding the negative.