Brilliant selling what the best sales people know, do and say
Everyone has the potential to be brilliant at selling. Whether you are new to selling or want to take yourself to the next level, Brilliant Selling will give you a solid foundation of sales techniques to guarantee your success. Free from trademarked sales processes and models, youll read sound advi...
| Otros Autores: | , |
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Harlow, England :
Pearson
2009.
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| Edición: | 1st edition |
| Colección: | Brilliant
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| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009627974006719 |
Tabla de Contenidos:
- Cover
- Praise for Brilliant Selling
- Contents
- About the authors
- Acknowledgements
- How this book works
- Introduction
- Part 1 You
- The personality of a salesperson
- How beliefs and values impact sales success
- Performance and selling
- Continually improve through self-coaching
- Part 2 Process and planning
- The sales process as a tool for improvement
- Making the most of your time
- Planning for success
- Setting the right goals
- Managing sales information
- Part 3 Your power to influence
- Credibility and rapport - the foundations of effective influencing
- Managing your state - being confident whenever you want
- Asking the right questions
- Listening and learning
- Negotiating collaboratively
- Part 4 Understanding buyers and prospects
- How do you sell?
- The modern buyer
- Prospecting with purpose
- Initial meeting(s) with prospect
- Identifying what the prospect wants and needs
- Part 5 Presenting solutions
- Appealing to the customer
- Writing great sales proposals
- Preparing winning pitches
- Persuasive delivery
- Making the most of objections
- Closing and commitment
- Part 6 Developing customers
- The value of a customer
- Managing the 'relationship'
- Your priorities in managing customers
- Summary - your brilliant future.
