Selling to Win

De (autor)
Notă GoodReads:
en Limba Engleză Paperback – February 2013

British inspirational business speaker, Richard Denny has helped numerous salespeople become successful, and in Selling to Win, he explains how to put his winning techniques into action.

This 25th anniversary edition has been revised and is full of sales tips and essential practical advice. It has been updated to reflect current selling techniques and includes success stories from readers of the previous editions who applied what they learned in the book. It includes useful advice on: getting a sale despite not being the cheapest, turning a customer into an ambassador, building a positive attitude that gets results, beating the competition and closing a sale.

Recognized as an effective sales improvement guide, Selling to Win is a valuable text for sales and marketing professionals.
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ISBN-13: 9780749466312
ISBN-10: 0749466316
Pagini: 202
Dimensiuni: 140 x 214 x 15 mm
Greutate: 0.26 kg
Ediția: -25th Anniversa
Editura: Kogan Page

Notă biografică

Richard Denny
is a highly successful businessman and renowned expert on all aspects of sales and selling.  He has been sharing his ideas on success and achievement around the world for over 20 years. He is also the author of Winning New Business, Motivate to Win, Succeed for Yourself and Successful Selling Skills (all published by Kogan Page).


Chapter - 00: Introduction; Chapter - 01: Selling in perspective; Chapter - 02: Planning to win; Chapter - 03: The vital ingredient; Chapter - 04: Finding the time; Chapter - 05: Finding the business; Chapter - 06: Getting the appointment; Chapter - 07: The rules of professional selling; Chapter - 08: The sales presentation; Chapter - 09: Closing the sale; Chapter - 10: The principles of professionalism; Chapter - 11: Giving real service; Chapter - 12: Handling objections; Chapter - 13: Negotiation; Chapter - 14: Letter writing; Chapter - 15: Body language; Chapter - 16: Avoiding the negative; Chapter - 17: Don't quit