Sales Techniques (Briefcase Books Series)

Overview

Sales

An Effective New Sales Program for Finding New Prospects, Uncovering Their Needs, and Writing Their Orders

You are a professional salesperson. And to improve your closing ratio, you must gain access to the right people, at the time they want to hear you, with the message they want to hear—every day.

Sales Techniques is filled with insightful, proven concepts, tools, and techniques for delivering superior...

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Sales Techniques

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Overview

Sales

An Effective New Sales Program for Finding New Prospects, Uncovering Their Needs, and Writing Their Orders

You are a professional salesperson. And to improve your closing ratio, you must gain access to the right people, at the time they want to hear you, with the message they want to hear—every day.

Sales Techniques is filled with insightful, proven concepts, tools, and techniques for delivering superior numbers to your company by first delivering compelling value to your customers. Whatever your product or service, this newest addition to McGraw-Hill's hands-on, results-focused Briefcase Books series will arm you with:

  • Step-by-step strategies for successfully implementing the all-new IMPACT Selling SystemTM
  • Powerful qualifying questions to determine whether someone is a buyer or a tire-kicker
  • 10 ways to position yourself more effectively, and 6 common but fatal mistakes

While breakthrough success in sales is extraordinarily difficult to achieve, the rules can be remarkably straightforward. Let Sales Techniques introduce you to those rules, and provide you with distinctive, up-to-date ideas and strategies for using them to consistently turn prospects into buyers.

Briefcase Books are written specifically for today's busy professional. Each book features eye-catching icons, checklists, and sidebars to guide professionals step-by-step through everyday workplace situations. Look for these innovative design features to help you navigate through each page:

Clear definitions of key selling terms and jargon

Ideas for intelligent management of your sales effort

How-to hints for effective, results-oriented sales

Advice for minimizing selling errors

Early warning signs of sales efforts going awry

Examples of sales success from numerous industries

Boxes where you'll find specific sales techniques and procedures

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Product Details

  • ISBN-13: 9780071430012
  • Publisher: McGraw-Hill Professional Publishing
  • Publication date: 2/10/2004
  • Series: Briefcase Books Series
  • Edition description: New Edition
  • Edition number: 1
  • Pages: 180
  • Sales rank: 435,091
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.60 (d)

Meet the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

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Table of Contents

Preface
Acknowledgments
1 21st Century Selling 1
2 Professional Selling: The Insider Secrets 15
3 Focus, Alignment, and Leverage 36
4 The Investigate Step (Part 1) - Positioning 48
5 The Investigate Step (Part 2) - Prospecting 59
6 The Investigate Step (Part 3) - Pre-Call Planning 76
7 The Meet Step: Engaging Your Prospect Face to Face 89
8 The Probe Step: Asking Questions That Make the Sale 102
9 The Apply Step: Making Your Product or Service Solve Problems 118
10 The Convince Step: Making Your Prospect Believe 138
11 The Tie-It-Up Step: Concluding and Closing 153
12 How to Build and Sustain Sales Momentum 168
Index 179
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