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Index
Cover
Title Page
Contents
Introduction
PART ONE: The principles of selling
Solution 1: What is selling?
Solution 2: Embrace your inner salesperson
Solution 3: Know what makes a good salesperson
Solution 4: The golden rule of sales
Solution 5: Understand the decision-making process
Solution 6: The art of persuasion
Solution 7: Help the buyer to make good choices
Solution 8: The power of the soft sell
Solution 9: Selling – the noble profession
Solution 10: Above all things, enjoy what you do
Summary: Part One The Principles of Selling
PART TWO: It’s all in the preparation
Solution 11: Know your competition
Solution 12: Reconnect with yesterday’s customers
Solution 13: Find tomorrow’s customers
Solution 14: Connect with customers online
Solution 15: Find out what your buyer wants
Solution 16: Be sure of your facts
Solution 17: Don’t neglect the paperwork
Solution 18: Know your career goals
Solution 19: Make a plan to succeed
Solution 20: Prioritize your time
Summary: Part Two It’s All in the Preparation
PART THREE: Getting a foot in the door
Solution 21: Following up on sales leads
Solution 22: Buying sales leads
Solution 23: Turning suspects into prospects
Solution 24: Know what you want to achieve
Solution 25: Make an opportunity to sell
Solution 26: Getting past the gatekeeper
Solution 27: Introducing who you are
Solution 28: When to make contact
Solution 29: Be persistent, but don’t be a pest
Solution 30: Learn from your failures
Summary: Part Three Getting a Foot in the Door
PART FOUR: The successful sale step by step
Solution 31: Pre-call planning
Solution 32: Making the most of your sales kit
Solution 33: Get your marketing tools ready
Solution 34: Open the meeting with confidence
Solution 35: Aim to solve the buyer’s problems
Solution 36: Let your buyer help you towards a solution
Solution 37: Step into your buyer’s shoes
Solution 38: Resolving conflict
Solution 39: Closing the sale
Solution 40: The golden rules of telesales
Summary: Part Four The Successful Sale Step by Step
PART FIVE: The art of presentation
Solution 41: Fail to plan, plan to fail
Solution 42: Structuring a winning presentation
Solution 43: Perfecting your presentation style
Solution 44: It’s the way that you say it
Solution 45: Making yourself clear
Solution 46: Winning them over
Solution 47: Sell on value, not on price
Solution 48: Sell features and benefits
Solution 49: Always be a friendly seller
Solution 50: Using the Internet to sell
Summary: Part Five The Art of Presentation
PART SIX: Follow up and follow through
Solution 51: The follow up call
Solution 52: Keep in touch with your customers
Solution 53: Selling to multiple buyers
Solution 54: Writing winning sales proposals
Solution 55: Taking to the road
Solution 56: Work smarter not harder
Solution 57: Protect your reputation
Solution 58: Revisit your goals
Solution 59: Getting the job you want
Solution 60: Getting on in sales
Summary: Part Six Follow Up and Follow Through
Copyright
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