Close More Sales! Persuasion Skills That Boost Your Selling Power

Overview

As a veteran sales consultant and trainer, Mike Stewart has developed practical and powerful techniques for overcoming problems and achieving sales success. With a focus on real-life situations and solutions, Close More Sales! teaches business-to-business salespeople how to:

Build hard-driving closing techniques into soft-sell consultative strategies . use a customer-centered approach to identify customer buying motives and sell what the customer values . master the sales ...

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Overview

As a veteran sales consultant and trainer, Mike Stewart has developed practical and powerful techniques for overcoming problems and achieving sales success. With a focus on real-life situations and solutions, Close More Sales! teaches business-to-business salespeople how to:

Build hard-driving closing techniques into soft-sell consultative strategies . use a customer-centered approach to identify customer buying motives and sell what the customer values . master the sales process -- from proper planning to asking the right questions to active listening to presenting with conviction to overcoming objections to closing like a pro . build confidence and expertise that enables them to break out of their crippling comfort zones, close more sales, and earn more money.

Close More Sales! is fundamental enough to serve as a training text for entire sales teams, universal enough to serve as a reference work for veterans needing to get back on track, and comprehensive enough to serve as a performance coaching guide for sales managers everywhere in virtually every industry.

"It's surprising that a sales book can be so motivational." - Matt French, AMATEK

"It's all focused on helping you make the sale. The message couldn't be more clear." - Roger Herman, CSP, CMB, Strategic Business Futurist

"If you're going to read only one book on sales training, this is it!" - Dave Mosier, Wittnauer International Watch Company

"A real-life practical handbook. I highly recommend it!" Gail Roberts, Prudential HealthCare

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Editorial Reviews

Midwest Book Review
Whether you're new in sales or a seasoned veteran, this book is a treasure.
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Product Details

  • ISBN-13: 9780978665401
  • Publisher: Union Grove Publishing
  • Publication date: 5/26/2006
  • Pages: 276
  • Product dimensions: 0.58 (w) x 9.21 (h) x 6.14 (d)

Meet the Author

Michael M. Stewart (Atlanta, GA), an international speaker, professional sales trainer, and consultant, is president of Stewart & Stewart, Inc., a firm that focuses on personal performance development. He has also been a leading salesperson, award-winning sales manager, and vice president at E.K. Williams & Company East. He has written dozens of articles, training manuals, and workbooks.
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Table of Contents


Part I: Position Yourself for Success
Chapter 1: Your Attitude Determines Your Altitude
Chapter 2: Why People Will Buy from You Instead of Buying from Your Competition
Chapter 3: Substance, Sizzle, and Soul - Three Keys to Sales Success
Chapter 4: Always Sell What Your Customer Values
Chapter 5: Develop a Step-by-Step Incremental Selling Strategy
Chapter 6: The Single Most Important Thing You Can Do to Close More Sales
Part II: Develop Rapport and Build Relationships of Trust and Confidence
Chapter 7: More Sales Are Made Through Relationships Than Any Other Way
Chapter 8: Answer Two Simple Questions to Determine Your Buyer's Communication Style
Chapter 9: Don't Let Stress Cheat You Out of a Sale - Watch for These Red-Flag Warnings
Chapter 10: Treat Your Buyers the Way They Want to be Treated and Close More Sales
Part III: Pre-Call Planning and Preparation Pays Off
Chapter 11: A Pre-Call Planning Checklist That Produces Results
Chapter 12: Warm Up Before You Hit Your First Shot
Chapter 13: Use a Step-by-Step Management Process for Every Call
Part IV: Get Your Prospect Involved Early in Order to Close the Sale Later
Chapter 14: Use Your Opening Opportunity Wisely
Chapter 15: Handle Premature Invitations to Negotiate on the Spot and Save Your Sale
Chapter 16: Always Be Alert for Buying Decisions
Part V: The Most Important Part of the Sales Process Is Discovery
Chapter 17: Control the Sale by Using the Power of Questions
Chapter 18: Ask Good Questions Then Shut Up and Listen!
Chapter 19: Be aProblem Solver to Close More Sales
Chapter 20: "This Is What I Value"
Part VI: Powerful Presentations Create Conviction, Confidence, and Credibility
Chapter 21: Less Really Is More - Limit the Information You Present
Chapter 22: Plan Your Presentation to be Different and Build Value
Chapter 23: Make F-A-Bulous Presentations
Chapter 24: Don't Just Show Up and Throw Up, Make Memorable Presentations
Chapter 25: A Presentation Scenario to Use When You Don't Have a Clue - and Even When You Do
Part VII: Handling Objections Properly Is Usually the Bridge to the Close
Chapter 26: Why Buyers Object and What to Do About It
Chapter 27: Countering Techniques to Reposition the Buyer and the Objection
Chapter 28: How Many Objections Do You Really Have to Deal With?
Part VIII: You Must Close the Sale in Order to Go to the Bank
Chapter 29: Just Ask for the Darn Sale!
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