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This book is packed with practical advice on how to boost sales, productivity and profits through the ...
This book is packed with practical advice on how to boost sales, productivity and profits through the full-court-press approach to marketing and sales. Unlike other books that claim to reveal the "secret" to selling, Advanced Selling For Dummies is based on the premise that no single secret exists. You need a positive attitude, a strong work ethic, a creative mind, and the "sticktoitism" to survive and thrive in today's competitive marketplace.
In the book, Ralph R. Roberts and a select group of the top sales people and trainers across the country give readers the necessary tools to become top-producers. Stressing the importance of focusing on your innate skill sets and creating a distinctive brand for yourself, Advanced Selling For Dummies teaches the tricks and habits that can benefit you both in your professional and personal life--things like:
· Believing in and motivating yourself
· Planning the work and then working the plan
· Techniques for honing your sales skills
· Hour of Power-100 phone calls, one hour a day
· Personal branding through shameless self-promotion
· Credibility building through websites, blogging, and social media
· Personal partnering for inspiration and accountability
· Tapping the un-served and under-served multicultural marketplace
· Embracing change and taking risks
· Implementing the latest productivity-boosting technologies
· Hiring an assistant so you can pursue your passions
· Tapping the power of R-Commerce (Relationship-Commerce
Roberts also tackles the process of running a sales operation, which requires deft maneuvering. Here, you'll learn to create solid partnerships with like-minded, talented people; set the right goals and reward yourself properly when you reach them; embrace change in your industry (and the world at large) to grow your business; create your own USP, a kind of personal resume and mission statement; "seed" your business cards; take a weekly "Hour of Power" to keep in touch with your contacts; and use the latest technology such as the Internet and blogs to grow sales.
Part I:Mastering the Sales Success Mindset.
Chapter 1: Boosting Sales with Advanced Selling.
Chapter 2: Visualizing Yourself as a Power Seller.
Chapter 3: Charting Your Roadmap to Sales Success.
Chapter 4: Making Selling Your Hobby and Your Habit.
Chapter 5: Setting the Stage for an Unlimited Upside.
Part II: Pumping Up Your Sales Muscle.
Chapter 6: Getting in Step with Your Customer.
Chapter 7: Teaming Up for Success with Personal Partnering.
Chapter 8: Embracing Change as a Growth Strategy.
Chapter 9: Branding Yourself through Shameless Self-Promotion.
Chapter 10: Stepping Out of Your Comfort Zone: Taking Risks.
Part III: Equipping Yourself with Advanced Selling Tools and Resources.
Chapter 11: Investing and Re-Investing in Your Success.
Chapter 12: Putting the Latest Technologies to Work for You.
Chapter 13: Picking the Right People to Fill the Gaps.
Part IV: Prospecting for Sales Opportunities.
Chapter 14: Harnessing People Power with R-Commerce.
Chapter 15: Prospecting for Untapped and Under-Tapped Markets.
Chapter 16: Tapping the Power of the Multimedia Marketplace.
Chapter 17: Exploring Opportunities in the Virtual World: Social Media.
Part V: Teaming Up with Your Customers . . .and Competitors.
Chapter 18: Focusing on Your Client’s Success.
Chapter 19: Selling to Multicultural Customers.
Chapter 20: Playing Nice with the Competition.
Part VI: The Part of Tens.
Chapter 21: Ten Power-Selling Tactics and Techniques.
Chapter 22: Ten Ways to Break Your Sales Slump . . . or Avoid It Entirely.