How to Sell: Sell anything to anyone

Paperback (Print)
Used and New from Other Sellers
Used and New from Other Sellers
from $12.94
Usually ships in 1-2 business days
(Save 48%)
Other sellers (Paperback)
  • All (10) from $12.94   
  • New (5) from $13.76   
  • Used (5) from $12.94   

Overview

We all have to sell – every day we sell ideas, agendas, priorities. Our ability to do this is crucial to our success in and out of work.

How to Sell is the definitive book on selling. High on practice, low on theory, it demystifies the sales process. Keeping things simple, it distils selling into four core parts:

  • You – your image, your approach.
  • The conversation – the art of persuasion.
  • The relationship – how to nurture professional relationships.
  • Your network – how to grow from one relationship to the next.

How to Sell will teach readers the art of persuasion, relationship management, networking and personal impact – skills nobody can do without.

Read More Show Less

Product Details

  • ISBN-13: 9780273731276
  • Publisher: FT Press
  • Publication date: 8/19/2010
  • Edition description: New Edition
  • Pages: 272
  • Product dimensions: 5.40 (w) x 8.40 (h) x 1.00 (d)

Meet the Author

Jo Owen has an outstanding track record of leading and creating businesses in the UK and Japan. Most recently he is the founder and Director of Strategy for Teach First - a not for profit initiative that takes the top graduates from UK universities and places them in inner city primary schools for two years before going on to a corporate career. He writes the leadership column for the Institute of Directors and as Director of Strategy for Teach First is shaping their “Learning to Lead” programme for top UK graduates. Jo is the author of the bestselling How To Manage and How to Lead.

Read More Show Less

Table of Contents

About the author viii

Introduction ix

Part 1 The principles of selling 1

1 Preparing to succeed 9

The six key questions of a successful sale 11

What? 12

How? 19

When? 22

Who? 24

Where? 26

Why? 28

2 Persuasive conversations 31

Managing the emotional flow 35

Managing the logical flow 36

Preparation and purpose 39

Alignment and rapport 40

Situation review with the client 43

So what's in it for me, the client? 46

Idea suggested simply 54

Overcome any objections 55

Next steps and close 64

3 The principles and mindset of success 71

Trust 74

First impressions 81

Partner not vendor 85

Love your client 88

Raising the bar 89

Learning to succeed 93

Positive outlook 95

High aspirations: focus on outcomes 100

Escape the comfort zone 104

Take control 105

4 The sins of selling: how to fail 109

Fear of failure 112

The 'me' trap 113

The friend trap 114

Underselling 115

Overselling 116

The work trap 116

The wrong problem 118

Next steps and close 64

3 The principles and mindset of success 71

Trust 74

First impressions 81

Partner not vendor 85

Love your client 88

Raising the bar 89

Learning to succeed 93

Positive outlook 95

High aspirations: focus on outcomes 100

Escape the comfort zone 104

Take control 105

4 The sins of selling: how to fail 109

Fear of failure 112

The 'me' trap 113

The friend trap 114

Underselling 115

Overselling 116

The work trap 116

The wrong problem 118

The logic trap 119

The wrong firm, wrong boss 120

Excuses 120

Part 2 The practice of selling 123

5 Key account management 131

Select the right client 133

Sell to the right buyer 136

Build your power hand 142

Negotiate well 145

6 Relationship management 159

Getting the first meeting 163

Managing the client life cycle 174

Sustaining the relationship 181

Dealing with CEOs 185

7 Bids and tenders 189

Knowing when to bid 193

Managing the formal response 198

Bidding in the public sector versus the private sector 215

8 Dealing with the tough stuff 219

Dealing with Mr Nasty 222

Dealing with the competition 224

Problems with price 227

Qualifying for price 232

Presenting your credentials 233

Corruption 235

Dealing with no 237

Handling objections 239

Using the telephone, email and the internet 243

Professional guard 246

Conclusion: the sales journey 251

Index 253

Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)