Selling is so easy, it's hard : 77 ways salespeople shoot themselves in the wallet /

Best-selling author and internationally respected sales consultant Dr. Gary S. Goodman reveals 77 ways to win more deals and to prosper.

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Goodman, Gary S.
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : G & D Media, 2019.
Temas:
Selling.
Vente.
selling.
BUSINESS & ECONOMICS > Industrial Management.
BUSINESS & ECONOMICS > Management.
BUSINESS & ECONOMICS > Management Science.
BUSINESS & ECONOMICS > Organizational Behavior.
Selling
Acceso en línea:Texto completo
Tabla de Contenidos:
  • Cover
  • Title Page
  • Copyright
  • Contents
  • Introduction
  • 77 Tips
  • Tip 1: Find the Right Sales Opportunities for You!
  • Tip 2: Choose the Best Sales Medium for You
  • Tip 3: Be Sure Your Pay Plan Makes Sense to You and Feels Right
  • Tip 4: Script Your Success
  • Tip 5: Avoid Secondary-Gain Traps
  • Tip 6: Always Ask for the Sale!
  • Tip 7: Before Cutting Your Prices, Defend Them
  • Tip 8: Follow Through or You'll Be Blue!
  • Tip 9: Be Willing to Cut Bait
  • Tip 10: Don't Worry about Results
  • Tip 11: Don't Be a Mind Reader
  • Tip 12: Don't Bring Your Friends
  • Tip 13: Don't Go Down with the Ship
  • Tip 14: Don't Hitch Your Wagon to a Failing Industry
  • Tip 15: Don't Press
  • Tip 16: Don't Be the Salesperson Who Knew Too Much
  • Tip 17: Develop High Frustration Tolerance
  • Tip 18: Get Back to the Basics and Thrive
  • Tip 19: Stay Employed!
  • Tip 20: Use a Bigger Voice
  • Tip 21: Don't Stereotype Your Prospects!
  • Tip 22: Do the Math of Success in the Sales Job Interview
  • Tip 23: Bargain for the Highest Possible Salary
  • Tip 24: Don't Spend Your Commissions before You Earn Them
  • Tip 25: Don't Gossip about Clients and Prospects
  • Tip 26: Save Your Energy and Avoid Energy Vampires
  • Tip 27: Always Swing a Lead Bat
  • Tip 28: If They Envy You, They Won't Buy from You
  • Tip 29: Take the Fastest Path to a YES!
  • Tip 30: The Deal Isn't Made Until the Money Is Paid
  • Tip 31: The Games Managers Play
  • Tip 32: Work Remotely and Sell Better
  • Tip 33: Keep Your Sales Secrets Your Secrets!
  • Tip 34: Negotiate in Advance to Be Paid Your Commissions and Residuals upon Leaving
  • Tip 35: Never Lose Your Cool
  • Tip 36: Make a Ceremonial Display of Working Hard to Reinforce Your Value
  • Tip 37: Never Sit on Your Money!
  • Tip 38: Continually Improve Your Sales Skills
  • Tip 39: If You Don't Make Them Feel, You Won't Get the Deal.
  • Tip 40: Style-Shift: Sell in and out of Your Comfort Zone
  • Tip 41: Remember Your Aristotle
  • Tip 42: Should You Succeed Immediately in a Sales Position?
  • Tip 43: Bad Courtships Signal Worse Marriages to Come
  • Tip 44: Don't Let Prospects Hypnotize You into Discounting
  • Tip 45: A Split Commission Beats No Commission
  • Tip 46: Should You Take That Vacation?
  • Tip 47: Just Say No to Capped Commissions
  • Tip 48: "Do You Smell That?" If You Don't, Move On!
  • Tip 49: When the Going Gets Tough, the Tough Kick Back
  • Tip 50: Hook Up with Companies That Offer Great Perks
  • Tip 51: Why Not Strike Out on Your Own?
  • Tip 52: Closing Is Great, but Make Sure to Open Them First
  • Tip 53: Provide Yourself with a Proper Work-and-Life Balance
  • Tip 54: Don't Let Them Turn You into a Clerk!
  • Tip 55: Want Better and More Profitable Clients? Do This
  • Tip 56: In a Slump? Blame the Bat!
  • Tip 57: Distinguish the Cherries from the Pits
  • Tip 58: You Can Get Rich Working for Someone Else, If ...
  • Tip 59: Chop Wood and Carry Water. Repeat
  • Tip 60: Work the Law of Large Numbers
  • Tip 61: There Is Always a Better Sales Job Waiting for You
  • Tip 62: In a Rut? Change Your Personal Routine
  • Tip 63: Better a Day Early
  • Tip 64: It's Too Easy to Get Spoiled
  • Tip 65: Would It Be Fair If I Made Ten Million and You Made One?
  • Tip 66: Use Propinquity to Build Trust and Credibility
  • Tip 67: Count Your Blessings as a Salesperson
  • Tip 68: Postulate Success!
  • Tip 69: Treat Yourself to Some Goodies
  • Tip 70: Keep Positive Reminders Nearby
  • Tip 71: There's Gold in Those Inactive Accounts!
  • Tip 72: Learn the Lesson of One Red Paper Clip
  • Tip 73: Create Your Own Leads
  • Tip 74: Make Cold Calls!
  • Tip 75: Be Open to Constructive Criticism
  • Tip 76: Get In and Spread Out
  • Tip 77: Would You Rather Be Right or Rich?
  • Epilogue.

Ejemplares similares