Cargando…
Red-Hot Selling : Power Techniques That Win Even the Toughest Sale.
No matter what, where, and to whom you sell, everything you do fits into one of three phases of the sales process: Planning, Execution, and, Closing. True red-hot sellers know exactly what each phase encompasses, and the rest of us can learn in the time it takes to read this ultra-practical book. &q...
| Clasificación: | Libro Electrónico |
|---|---|
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Saranac Lake :
AMACOM,
2010.
|
| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- ""Contents""; ""Introduction: So You Want to Be a Sales Professional""; ""PART I: World-Class Sales Planning""; ""Chapter 1 Prospecting Plans: Keeping the Pipeline Full""; ""Planning Is a Natural Part of Living""; ""You Are the CEO of Your Own Territory""; ""Sales Planning Essentials""; ""Your Prospecting Business Plan""; ""Final Thoughts""; ""Chapter 2 Territory Plans: The Heart of the Sales Planning Process""; ""The Large-Account Strategy""; ""How the Large-Account Strategy Works""; ""Implementing the Large-Account Strategy""; ""Going from Here""
- ""Chapter 3 Account Plans: The Third Leg of the Triple Crown""""Your Account Plan""; ""The Account Development Cycle""; ""The Sales Discovery Process""; ""The Triple Crown Winner""; ""PART II: High-Performance Sales Execution""; ""Chapter 4 Prospecting: Eliminating the Peaks and Valleys of Selling""; ""Stay Current!""; ""Prioritize Your Prospects""; ""The ABC Call Cadence""; ""The Call Script""; ""Monitor Your Progress""; ""Compelling Reasons to Persevere""; ""Chapter 5 Sales Discovery: The One Thing That Does It""; ""An Overview of the Discovery Process""
- ""The Necessity of Getting Beyond Yes or No""""Preparation Is the Key""; ""The Meeting Management Worksheet""; ""Chapter 6 Handling Objections: The Easy Way!""; ""There Are a Limited Number of Objections""; ""The Right Model for Handling Objections""; ""The Price Objection""; ""The Competition Objection""; ""The ""Will It Work?"" Objection""; ""The ""Not Now"" Objection""; ""The Objection-Handling Matrix""; ""PART III: Closing Strategies That Win the Business""; ""Chapter 7 Closing the Sale: The Best-Kept Secrets""; ""Sales Planning as a Closing Technique""
- ""The Leverage Effect on Overall Sales""""Sales Execution as a Closing Technique""; ""Nurture, Not Closure""; ""The Closing Phrase""; ""Chapter 8 The Recipe for Winning Proposals""; ""The Introduction and the Customer�s Needs""; ""Your Solution""; ""Why Select You?""; ""Schedule of Events""; ""Investment Summary""; ""Reference Stories""; ""One Last, Great Point: Limited-Access Proposals""; ""Chapter 9 Winning Sales Presentations""; ""To Go First, or Not to Go First: That Is the Question""; ""Prepare a High-Impact Sales Presentation""; ""Present Your Solution""
- ""Summarize Why the Customer Should Select You""""Provide a Compelling Reason to Act""; ""Remember Your Follow-Through""; ""Chapter 10 The Ten Best Sales Strategies""; ""1. Sales Is a Process""; ""2. Sales Time Management""; ""3. A Full Sales Pipeline""; ""4. The Large-Account Strategy""; ""5. The Account Development Cycle""; ""6. Planning: The Best Closing Strategy""; ""7. Monitoring Your Progress""; ""8. Managing Customer Perceptions""; ""9. Being Prepared""; ""10. The Roadmap to Success""; ""Index""; ""A""; ""B""; ""C""; ""D""; ""E""; ""F""; ""G""; ""H""; ""I""; ""L""; ""M""; ""N""; ""O""