Sales Techniques

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ISBN: 9780071430012 | 0071430016
Cover: Paperback
Copyright: 3/2/2004

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Sales Techniquesis an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal.From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest addition to the popular Briefcase Books series will show salespeople how to organize their sales efforts, work successfully with today's more demanding customer base, efficiently and effectively close a sale, consistently follow up after the sale to encourage high-profit repeat business and referrals, and much more.

Preface	p. ix
Acknowledgments	p. xv
21st Century Selling	p. 1
What Is Sales All About?	p. 1
The 20 Biggest Errors in Selling	p. 2
The Seven Universal Rules for Sales Success	p. 3
The Universal Rules in Detail	p. 4
Sales as a Profession and Where You Fit In	p. 13
Checklist for Chapter 1	p. 14
Professional Selling: The Insider Secrets	p. 15
Selling's Biggest Success Secret Revealed	p. 16
The Five Characteristics of Qualified Prospects	p. 16
It's Not About When You Need to Make a Sale	p. 20
The Two Most Essential Components of Professional Selling	p. 20
The Importance of a Consistent Sales Approach	p. 23
The Six Principles That Can Guide Your Sales Career	p. 25
Checklist for Chapter 2	p. 34
Focus, Alignment, and Leverage	p. 36
It's All About Focus	p. 37
Clarify Your Focus	p. 38
Build Your Sales Philosophy	p. 40
Leverage Your Time, Talent, Resources, and Advantage	p. 42
Your Personal Sales Talent Audit	p. 44
Checklist for Chapter 3	p. 46
The Investigate Step (Part 1)--Positioning	p. 48
The Power of Personal Positioning	p. 49
10 Ways to Better Positioning	p. 50
Six Ways to Misposition Yourself	p. 51
How to Position Yourself as an Expert	p. 53
Dress, Style, and Image	p. 54
The Role of Self-Image and Positioning Yourself	p. 56
Checklist for Chapter 4	p. 57
The Investigate Step (Part 2)--Prospecting	p. 59
The Differences Between Suspects and Qualified Prospects	p. 59
The Three Most Essential Prospecting Principles	p. 61
What Are Your Chances?	p. 63
Six Ways to Stay Organized	p. 66
Approaching Your Prospects	p. 67
Where Do You Find Prospects?	p. 67
The Telephone	p. 69
Setting an Appointment	p. 72
Checklist for Chapter 5	p. 74
The Investigate Step (Part 3)--Pre-Call Planning	p. 76
Do Your Research	p. 76
Developing Internal Support	p. 79
Your Prospect's Internal Support Team	p. 80
Confirming Your Appointment	p. 83
Mentally Prepare	p. 83
Physically Prepare	p. 85
Preparation: Positioning, Prospecting, and Pre-Call Planning	p. 86
Checklist for Chapter 6	p. 87
The Meet Step: Engaging Your Prospect Face to Face	p. 89
Engaging Your Customers	p. 89
It's All About First Impressions	p. 91
Maximizing Trust	p. 93
Don't Dominate--Participate	p. 93
Putting It All Together	p. 95
Building a Bridge	p. 98
How to Cross the Bridge	p. 99
Checklist for Chapter 7	p. 100
The Probe Step: Asking Questions That Make the Sale	p. 102
Avoid the Fatal Flaw	p. 102
It All Starts with Listening	p. 103
How to Discover What Your Prospect Will Buy	p. 105
It's All About Solving Challenges	p. 107
How Do Your Features and Benefits Stack Up?	p. 108
Needs-Based Questions	p. 110
Objection-Based Questions	p. 111
14 Winning Questions	p. 113
Prepare Completely Before You Continue	p. 114
The Most Powerful Word You Can Use	p. 115
Checklist for Chapter 8	p. 116
The Apply Step: Making Your Product or Service Solve Problems	p. 118
Application-Based Selling vs. Demonstration-Based Selling	p. 118
Four Pointers That Guarantee Sales	p. 119
How to Apply the Principles Behind Application-Based Selling	p. 123
Four Proven Ways to Make a Better Presentation	p. 127
How to Present Your Price and Get It	p. 129
Price Pitfalls	p. 130
Some Sample Feedback Questions	p. 134
Checklist for Chapter 9	p. 136
The Convince Step: Making Your Prospect Believe	p. 138
Sales Is a Worthy Profession	p. 138
What People Believe Enough, They Act Upon	p. 139
Prove Your Claims	p. 140
Bring Your Own Witnesses	p. 143
Justify Your Price	p. 147
Relieve Your Prospect's Fear of Buying	p. 148
Checklist for Chapter 10	p. 151
The Tie-It-Up Step: Concluding and Closing	p. 153
Tie up the Sale, Not the Customer	p. 153
Negotiate the Conditions of the Sale	p. 154
Clear Away Objections	p. 158
Ask for the Order	p. 160
Reinforce and Cement the Sale	p. 163
Checklist for Chapter 11	p. 166
How to Build and Sustain Sales Momentum	p. 168
Motivation, Resilience, and Optimism	p. 168
The 10 Essential Success Truths in Professional Selling	p. 169
Checklist for Chapter 12	p. 176
Index	p. 179
Table of Contents provided by Ingram. All Rights Reserved.

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Sales Techniques

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