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Selling For Dummies

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en Limba Engleză Carte Paperback – 20 Mar 2015
Learn to:
  • Find, research, and win over potential clients
  • Create and give winning presentations
  • Close the sale
  • Follow up and build strong relationships
Get your hands on the most up–to–date selling strategies and techniques
If you′re brand new to sales or in the trenches and want to win more clients and close more sales, this book has you covered. You′ll find out how to make killer sales presentations, use the latest technologies to your advantage, establish goals and plan your time efficiently, and discover that selling is more than a job it′s an art!
  • Selling 101 get a grip on how selling is done, why it makes the world go ′round, and which goods or services you should sell to keep your job satisfaction on a high
  • Don′t sell ice cubes to an Eskimo do your homework before you sell a thing, understand your potential client′s psyche, and sell what your product does instead of what it is
  • Prospect, prospect, prospect find out how to connect with the people who want what you have, confidently deliver winning presentations, and close the sale
  • Plant a seed use social media to follow up (and keep in touch) with clients to grow your business
  • Ya gotta have faith stay upbeat when you don′t succeed, set goals to stay focused, and give yourself a pat on the back when you deserve it
Open the book and find:
  • The lowdown on the seven–step selling cycle
  • How to harness technology as a selling tool
  • Why it′s important to get referrals from satisfied clients
  • The latest info on social media sales approaches
  • Tips to avoid costly and timely mistakes in sales
  • The importance of mindfulness and willpower
  • Ten major selling fails to avoid
  • Proven strategies for improving your selling
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Specificații

ISBN-13: 9781118967232
ISBN-10: 1118967232
Pagini: 384
Dimensiuni: 188 x 234 x 20 mm
Greutate: 0.50 kg
Ediția: 4th Edition
Editura: Wiley
Locul publicării: Hoboken, United States

Public țintă

Anyone that wants to be successful in sales, old or new to the trade.

Textul de pe ultima copertă

Learn to:
  • Find, research, and win over potential clients
  • Create and give winning presentations
  • Close the sale
  • Follow up and build strong relationships
Get your hands on the most up–to–date selling strategies and techniques
If you′re brand new to sales or in the trenches and want to win more clients and close more sales, this book has you covered. You′ll find out how to make killer sales presentations, use the latest technologies to your advantage, establish goals and plan your time efficiently, and discover that selling is more than a job it′s an art!
  • Selling 101 get a grip on how selling is done, why it makes the world go ′round, and which goods or services you should sell to keep your job satisfaction on a high
  • Don′t sell ice cubes to an Eskimo do your homework before you sell a thing, understand your potential client′s psyche, and sell what your product does instead of what it is
  • Prospect, prospect, prospect find out how to connect with the people who want what you have, confidently deliver winning presentations, and close the sale
  • Plant a seed use social media to follow up (and keep in touch) with clients to grow your business
  • Ya gotta have faith stay upbeat when you don′t succeed, set goals to stay focused, and give yourself a pat on the back when you deserve it
Open the book and find:
  • The lowdown on the seven–step selling cycle
  • How to harness technology as a selling tool
  • Why it′s important to get referrals from satisfied clients
  • The latest info on social media sales approaches
  • Tips to avoid costly and timely mistakes in sales
  • The importance of mindfulness and willpower
  • Ten major selling fails to avoid
  • Proven strategies for improving your selling

Cuprins

Introduction 1 Part I: Laying a Solid Foundation for Selling 7
Chapter 1: Selling Makes the World Go Around 9
Chapter 2: The Seven–Step Selling Cycle 19
Chapter 3: What to Sell 29
Part II: Doing Your Homework Before You Sell a Thing 47
Chapter 4: Understanding Your Potential Clients 49
Chapter 5: Selling What Your Product Does Instead of What It Is 85
Chapter 6: Technology as a Sales Tool 95
Part III: The Anatomy of a Sale 105
Chapter 7: Connecting with the People Who Need What You Have 107
Chapter 8: Arranging to Meet and Putting Your Clients at Ease 129
Chapter 9: Qualifying Your Way to Success 159
Chapter 10: Delivering Winning Presentations 175
Chapter 11: Addressing Client Concerns 195
Chapter 12: Closing Sales 209
Chapter 13: Getting Referrals from Your Satisfied Clients 233
Part IV: Growing Your Business 247
Chapter 14: Following Up and Keeping in Touch 249
Chapter 15: Using the Internet to Make Sales 267
Chapter 16: Planning Your Time Efficiently 277
Part V: You Can t Win Em All: Keeping the Faith in Sales 295
Chapter 17: Staying Upbeat When You Don t Succeed 297
Chapter 18: Setting Goals to Stay Focused 311
Part VI: The Part of Tens 323
Chapter 19: The Ten Biggest Sales Mistakes to Avoid 325
Chapter 20: Ten (Plus One!) Ways to Master the Art of Selling 331
Chapter 21: Ten Alternative Closes 341
Index 347

Notă biografică

Tom Hopkins is the epitome of sales success. A millionaire by the time he reached the age of 27, he is now chairman of Tom Hopkins International Inc., one of the most prestigious sales–training organizations in the world.