Unlimited Sales Success · 12 Simple Steps for Selling More than you Ever thought Possible by Tracy, Brian -- Read -- Imperial Library of Trantor

Index

UNLIMITED SALES SUCCESS

CONTENTS INTRODUCTION THE NEW REALITIES OF SELLING

A Life-Changing Event Selling in the Markets of Today and Tomorrow The Seven New Realities THERE ARE MORE SELLERS THAN BUYERS IN EVERY FIELD SELLING IS MORE COMPLEX CLARITY IS ESSENTIAL CREDIBILITY MEANS BEING PREPARED CUSTOMERS ARE MORE DEMANDING MULTIPLE-CALL SELLING CLOSING THE SALE Learn What You Have to Learn ACTION EXERCISES

CHAPTER ONE THE PSYCHOLOGY OF SELLING

Self-Confidence and Self-Esteem Seven Steps to Mental Fitness TOP SALESPEOPLE ARE AMBITIOUS TOP SALESPEOPLE ARE COURAGEOUS TOP SALESPEOPLE ARE COMMITTED TO THEIR WORK TOP SALESPEOPLE ARE PROFESSIONALS TOP SALESPEOPLE ARE RESPONSIBLE TOP SALESPEOPLE ARE THOROUGHLY PREPARED FOR EACH CALL TOP SALESPEOPLE ARE CONTINUOUS LEARNERS ACTION EXERCISES

CHAPTER TWO PERSONAL SALES PLANNING BE THE CEO OF YOU, INC.

Your Most Valuable Asset Your Most Precious Resource Personal Strategic Planning The GOSPA Strategy Control Your Activities The Sales Funnel Key Result Areas Your Limiting Skill ACTION EXERCISES

CHAPTER THREE PROSPECTING POWER

The Power of No The “100 Calls” Method Back to Basics Morning Is Best The More Experience, the Bigger the Customers Characteristics of a Good Prospect Recognize Poor Prospects Strategic Thinking Customer Analysis Who Are Your Noncustomers? Selling to Your Ideal Customer Convincing the Prospect to Buy ACTION EXERCISES

CHAPTER FOUR RELATIONSHIP SELLING

The Golden Triangle of Selling The IBM Story Three Selling Strategies RELATIONSHIP SELLING CONSULTATIVE SELLING EDUCATIONAL SELLING The Emotional Foundation of Relationships The Friendship Factor The Power of Reputation Your Personal Reputation The Reputations of Top Salespeople A Fatal Decision When Relationships Are Even More Important Relationships Lower Risk The New Model of Selling The Keys to Relationship Building STEP 1: ASK WELL-PREPARED QUESTIONS STEP 2: LISTEN ATTENTIVELY TO THE ANSWERS STEP 3: PAUSE BEFORE REPLYING STEP 4: QUESTION FOR CLARIFICATION STEP 5: FEED IT BACK Keeping the Relationship After the Sale Become a Relationship Expert ACTION EXERCISES

CHAPTER FIVE SELLING CONSULTATIVELY

The Importance of Image Qualities of Consultative Salespeople Three Types of Customers Do Your Homework Be a Financial Improvement Specialist Show the Expected Rate of Return Accept Responsibility for Results Create Your Positioning Earn the Right ACTION EXERCISES

CHAPTER SIX IDENTIFYING NEEDS ACCURATELY

Ask Questions Focused on Problems and Needs Adopt the Agenda Close Create a Positive Self-Image Become a Doctor of Selling Gap Analysis: Before and After Selling Expect Sales Resistance Ability to Pay and Willingness to Pay Qualifying Questions ACTION EXERCISES

CHAPTER SEVEN INFLUENCING CUSTOMER BEHAVIOR

What Pushes Customers to Buy The Friendship Factor The Power of Reciprocity Three Forms of Reciprocity Strike at the Heart of Their Needs The Desire for Consistency Who Else Has Done It? Social Proof Tools The Influence of Authority The Power of Scarcity The Contrast Principle Choose Your Words At the Supermarket ACTION EXERCISES

CHAPTER EIGHT MAKING PERSUASIVE PRESENTATIONS

Develop Presentation Skills The Encyclopedia Sales Presentation Timing Is Important Proper Prior Planning Prevents Poor Performance Presentation Methods SHOW, TELL, AND ASK QUESTIONS BECAUSE OF THIS…YOU CAN…WHICH MEANS… THE POWER OF VISUALIZATION GET THE PROSPECT ACTIVE AND INVOLVED THE TRIAL CLOSE ALWAYS BE POSITIVE Anecdotal Selling Plan, Prepare, Rehearse, and Improve ACTION EXERCISES

CHAPTER NINE OVERCOMING OBJECTIONS

Back to Basics The Law of Six Why or Why Not? When to Answer Objections The Preemptive Strike Remove the Mental Blocks Learn the Right Words Answer Objections with Questions Dealing with Price Objections The Feel, Felt, Found Method Dealing with Price on the Phone Eliminate Fuzzy Understanding Follow the Formula ACTION EXERCISES

CHAPTER TEN CLOSING THE SALE

Not Asking for the Order Learn to Close the Sale My Eyes Were Opened Why Closing Is Difficult The New Model of Selling Conditions to Be Satisfied Sales Closing Techniques THE INVITATIONAL CLOSE THE PREFERENCE CLOSE THE DIRECTIVE CLOSE THE AUTHORIZATION CLOSE THE SECONDARY CLOSE THE OBJECTION CLOSE THE “LET ME THINK IT OVER” CLOSE Never Give Up Courage Is the Key Practice, Practice, Practice ACTION EXERCISES

CHAPTER ELEVEN GETTING RESALES AND REFERRALS

Tougher to Sell The Second Sale Develop Customer Advocates Serve Your Customers Quickly Regular Follow-Up and Customer Contact By Referral Only Treat Them As If You Could Lose Them Why Customers Defect Respond Quickly to Customer Questions The Ultimate Question The Relationship Selling Strategy ACTION EXERCISES

CHAPTER TWELVE TIME MANAGEMENT FOR SALES PROFESSIONALS

Focus on High-Value Customers Practice Creative Procrastination Your Job Description Three Key Activities When Are You Working? A Corporate Experience The Minutes Principle How to Increase Your Face Time ARRANGE BREAKFAST MEETINGS CALL BACK LATER WORK ONE HOUR LATER CONTROL YOUR ACTIVITIES STAY ON TRACK The Big Turnaround You Determine Your Own Success ACTION EXERCISES

EPILOGUE THE SEVEN SECRETS TO SUCCESS IN SELLING INDEX 21ST CENTURY SALES TRAINING ABOUT THE AUTHORS Other titles by Brian Tracy available in ebook format: