How to Say It to Sell It by Hershkowitz-Coore, Sue -- Read -- Imperial Library of Trantor

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Introduction PART I. Keys to Successful Sales Conversations

1. Listening to Overcome Objections

Listen For Points of Agreement Listen For Their Hidden Question Talk About How You Agree When You Can’t Agree, Listen Again Offer Your Solution and the Next Step

2. Using Tools of Persuasion

Talk About the “Elephant in the Room” Tell Them What You Can Do—Not What You Can’t Eliminate Common Selling Mistakes Nobody Wins with Win-Win Align Your Body Language with Your Words

3. Become Your Customer to Sell It

Pay Attention to Your Prospect Sell to Customers the Way They Want to Buy Adapt Your Communication Style to Theirs

PART II. Selling It on the Phone

4. Cold Calling with Confidence

Expect Yes! Determine the Result You Want from the Call Prepare Relevant Questions to Keep The Prospect Engaged Plan Your Approach, Pitch, and Closing Step Find REAL Prospects Make the Call

5. Using Voice Mail to Start and Maintain the Sales Conversation

Create Messages They Want to Return Tips to Enhance Cold-Calling Success Make Your Outgoing Voice Message Sell

PART III. High-Impact Presentations That Sell

6. Structuring the High-Impact Sales Presentation

Open with a Compelling Argument Provide Your Solution Present Your Conclusion Ask For the Next Step Take Control of the Q & A

7. Preparing For a Powerful Presentation

Be Careful What You Tell Yourself Present Prepared and Poised Create Questions to Ask and Answer Prep the Room For Maximum Attention Set the Stage For a Professional First Impression Be Ready—For Anything

8. Making the Sales Presentation Come Alive

All Business Is Show Business! Get Them Involved Add Humor Presenting to “Friends”

PART IV. Selling It in Writing

9. The Secret to Persuasive Sales Writing

Step 1. Plan Your Message Step 2. Write It! Step 3. Check Your Writing Give Your Buyer a Reason to Respond to You Make Sure Your Message Is Clear to Them Give Good News Before Bad

10. Getting Your Email to Sell for You

Subject Lines That Sell Greetings Say It Clearly and Concisely Close with Care Mind Your Email Manners Conclusion

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