Close More Sales! Persuasion Skills That Boost Your Selling Power

Overview

What does it take to close more sales? It takes the skills and knowledge to quit making the same mistakes over and over--like failing to ask good questions or presenting desirable solutions or handling objections or making the customer feel comfortable.

As a professional sales trainer, Mike Stewart has targeted the most rampant selling errors. And he's developed a set of practical guidelines for overcoming the problems and achieving sales success. With a focus on real-life ...

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Overview

What does it take to close more sales? It takes the skills and knowledge to quit making the same mistakes over and over--like failing to ask good questions or presenting desirable solutions or handling objections or making the customer feel comfortable.

As a professional sales trainer, Mike Stewart has targeted the most rampant selling errors. And he's developed a set of practical guidelines for overcoming the problems and achieving sales success. With a focus on real-life problems and solutions, the book teaches business-to-business salespeople how to:

  • incorporate hard-driving closing strategies into softer, consultative selling techniques
  • use a customer-centered approach to identify and sell what the customer values
  • master the sales process--from properly planning to actively listening to asking for the sale
  • eliminate the crippling effect of fear by building confidence and expertise.
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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: 9780814479902
  • Publisher: AMACOM
  • Publication date: 11/2/1999
  • Pages: 208
  • Product dimensions: 5.84 (w) x 10.10 (h) x 0.41 (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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