Inspire, Influence, Sell: Master the psychology, skills and systems of the world’s best sales teams by Leigh, Justin -- Read -- Imperial Library of Trantor

Index

Front Cover Title Page Copyright Page Contents Introduction Selling is serving PART ONE Preparation

1 Selling: The Fundamentals

Become client-centred in your approach Process or personality? My ten commandments of sales Three important components of your client proposition Your personal vision

2 The Power Of Change

Commit to mastery and decide on your future role Gain future role experience now Set goals and take consistent action towards them Your career journey Initiating change

3 Setting Yourself Up To Win

Visualisation

4 Prepare2 – Be Ready For Success

The importance of preparation The framework Sales Mastery: Preparing for success and engaging your client

PART TWO Laying The Foundation

5 The INSPIRe Secret Sales System

Developing a model Get comfortable with a process Sales Mastery: Roles in your client’s organisation

6 Overcoming Challenges

Learning from difficult clients Sales Mastery: Your inner voice

7 Building Rapport

How do we build rapport? Sales Mastery: Deepening rapport and using emotions

PART THREE The Sales System

8 Insight And Impact

First impressions Generate and tailor Sales Mastery: Make yourself invaluable

9 Needs Discovery

Resist the urge to pitch Pre-framing and contracting for confidentiality Questioning (high-quality questions) Sales Mastery: Listen, take notes and summarise

10 Solutions Discussion

Why stories matter Discuss, don’t pitch Positioning your solution – features, advantages and benefits The solution loop Sales Mastery: Commit to expertise

11 Proposal Agreement

Checking in with the client Handling objections The proposal Sales Mastery: Proposal negotiation

12 Immediate Action

Getting commitment Sales Mastery: The power of feedback and gratitude

13 Reflection (Self-coaching)

Making big change with small steps Sales Mastery: Creative self-coaching

PART FOUR Looking ahead

14 Remote Sales and Influence 15 Future Success

Emotional banking Prioritise and execute Keep your client at the heart of everything you do Under-promise, over-deliver Gratitude: give and you shall receive Emotions are everything Park your ego Selling and social media Ask for referrals Be a lifelong learner Identify a mentor Control the temperature

Enjoy The Journey Acknowledgements The Author Contact