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How to Double Your Sales: The ultimate masterclass in how to sell anything to anyone

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The most practical and effective advice on how to boost sales quickly that I’ve read in years. Anyone and everyone in sales should own a copy.’

Ivan R Misner PhD. New York Times best-selling author and founder of BNI.

This is the best book on selling I have ever read. So very inspiring! It’s practical, easy to follow and I would be very surprised if you did not double your sales very fast indeed.’

Thomas Power, Chairman – Ecademy

Taking a results focused approach How to double your sales is your ultimate action plan for stress-free success in sales. Combining powerful motivational techniques derived from NLP with practical step-by-step coaching, Bruce King guides you through the entire sales process, from initial contact through to closing the deal. As you follow each of the ten masterclasses in the book you will soon realise that doubling your sales is an achievable goal.


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Editorial Reviews

From the Publisher

"The author combines motivational practices with proven sales techniques to achieve extraordinary performance…This book if for everyone in the field, whether experienced or just starting out.”

Sidney Callis, Business Executive

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Product Details

  • ISBN-13: 9780273732617
  • Publisher: FT Press
  • Publication date: 7/22/2010
  • Series: Financial Times Series
  • Edition description: New Edition
  • Pages: 256
  • Product dimensions: 5.40 (w) x 8.40 (h) x 0.70 (d)

Meet the Author

Bruce King s recognized internationally as one of the world’s top sales and motivational coaches. He is a Fellow of The Institute of Sales & Marketing Management, a Fellow of the Institute of Directors, the UK’s most prestigious business organization, and a Member of The Professional Speakers Association.

In the past fifteen years, and since the publication of his first book by the BBC, Bruce has divided his time equally between presenting his ‘How To Double Your Sales’ program and keynote speeches to audiences at conferences, seminars and workshops in the UK, Sweden, Norway, South Africa and conducting in-house sales training workshops for organizations in these and other countries. In the United Kingdom, he has been hired by The Institute of Directors (IOD) to present the How To Double Your Sales conference every year for the last 14 years. It is the IOD’s best selling conference and is attended by one hundred and fifty to two hundred of the UK’s top sales directors.

The organizations Bruce has consulted to, or whose personnel have attended his presentations include Bank One (now J. P. Morgan), Barclays Bank, Lloyds Bank, Credit Suisse, UFB Humberclyde, American Express, First Chicago Bank, SBC Warburg Dillon Read, ITN (Independent Television News), Merrill Lynch, Durlacher, Morgan Grenfell et al as well as a multitude of smaller organizations, small business owners and self employed salespeople.

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Table of Contents

Foreword xiii

Preface xvii

How to use this book xxi

1 Train your brain to win the game - the game being to double your sales - fast! 1

2 Time management - double your selling time and why people buy 33

3 Prospecting for new business 1 - cold calling for appointments: the professional way 51

4 Prospecting for new business 2 - referral prospecting 95

5 NLP techniques for salespeople 1 - communication skills that will make people want to buy from you 117

6 NLP techniques for salespeople 2 - advanced communication skills that will make people want to buy from you even more 135

7 The ultimate selling system - putting you in control of the sales process 153

8 Win-win negotiating - the 16 golden rules of successful negotiating 175

9 Handling objections - turning objections into opportunities 191

10 Closing the sale - the 10 best closes 209

Final words 223

Index 225

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