Selling All-in-One For Dummies [NOOK Book]

Overview

Tried-and-true information and tips for selling like a pro

Are you looking to enter the world of sales, or are you already a salesperson who's looking for new tips and tactics to expand your business? Whether you're in charge of your own selling career or you're responsible for training and managing a professional sales force, Selling All-In-One For Dummies features everything you need to know to improve your results.

This valuable selling ...

See more details below
Selling All-in-One For Dummies

Available on NOOK devices and apps  
  • NOOK Devices
  • Samsung Galaxy Tab 4 NOOK
  • NOOK HD/HD+ Tablet
  • NOOK
  • NOOK Color
  • NOOK Tablet
  • Tablet/Phone
  • NOOK for Windows 8 Tablet
  • NOOK for iOS
  • NOOK for Android
  • NOOK Kids for iPad
  • PC/Mac
  • NOOK for Windows 8
  • NOOK for PC
  • NOOK for Mac
  • NOOK for Web

Want a NOOK? Explore Now

NOOK Book (eBook)
$16.49
BN.com price
(Save 45%)$29.99 List Price
Note: This NOOK Book can be purchased in bulk. Please email us for more information.

Overview

Tried-and-true information and tips for selling like a pro

Are you looking to enter the world of sales, or are you already a salesperson who's looking for new tips and tactics to expand your business? Whether you're in charge of your own selling career or you're responsible for training and managing a professional sales force, Selling All-In-One For Dummies features everything you need to know to improve your results.

This valuable selling resource includes new ways to effectively network and prospect through the power of all the social media networking sites such as LinkedIn, Twitter, and Facebook, as well as ways to optimize sales success through Webinars; the latest tips and advice to build an appealing image; proven questioning methods that close sales; updated advice on keeping clients' business and building their loyalty; and how to adapt presentations and techniques.

  • Proven methods and techniques that will lead to bigger sales and more loyal customers
  • Advice on separating yourself from the pack
  • Plus four chapters on selling in specialized areas from biotechnology to real estate

Selling All-In-One For Dummies is the authoritative guide to navigating the ever-changing and growing sales arena.

Read More Show Less

Product Details

  • ISBN-13: 9781118236291
  • Publisher: Wiley
  • Publication date: 1/5/2012
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 696
  • Sales rank: 318,479
  • File size: 9 MB

Table of Contents

Introduction 1

Book I: Laying the Foundation for Selling Success 9

Chapter 1: The Seven-Step Selling Cycle 11

Chapter 2: Understanding and Connecting with Potential Clients 21

Chapter 3: Knowing Your Product 45

Book II: Prospecting for Gold 53

Chapter 1: An Introduction to Prospecting 55

Chapter 2: Prospecting Preliminaries 69

Chapter 3: Fishing for Prospects in the Likeliest — and Unlikeliest — Places 89

Chapter 4: Prospecting for Untapped and Under-Tapped Markets 109

Chapter 5: Approaching Potential Clients without Scaring Them Away 121

Book III: Turning Prospects into Customers and Clients 137

Chapter 1: Getting a Meeting and Putting Your Clients at Ease 139

Chapter 2: Qualifying Your Way to Success 163

Chapter 3: Winning Presentations 179

Chapter 4: Addressing Client Concerns 197

Book IV: Closing Like a Champ and Getting Referrals 209

Chapter 1: The Anatomy of a Close 211

Chapter 2: Questioning and Listening Strategies of Champion Closers 227

Chapter 3: The No-Frills Close 245

Chapter 4: Closes That Overcome Fear 253

Chapter 5: Closes That Put an End to Buyers' Procrastination 275

Chapter 6: Closing the Tough Customer 293

Chapter 7: Remote Closing 301

Chapter 8: Getting Referrals from Your Present Clients 315

Book V: Negotiating Skills Every Salesperson Should Have 333

Chapter 1: Preparing for Negotiating Success 335

Chapter 2: Choreographing the Negotiation 353

Chapter 3: Keeping Your Emotions in Check 365

Chapter 4: Telling It Like It Is 379

Chapter 5: Win-Win Negotiating 395

Book VI: Selling in Specialized and Growing Fields 409

Chapter 1: Selling Real Estate 411

Chapter 2: Selling Insurance 433

Chapter 3: Selling Financial Services 447

Chapter 4: Selling in the Medical Field 463

Chapter 5: Selling Biotechnology 479

Book VII: Becoming a Power Seller 491

Chapter 1: Becoming the Power Seller You Want to Be 493

Chapter 2: Getting in Step with Your Customer 513

Chapter 3: Teaming Up for Success with Personal Partnering 527

Chapter 4: Embracing Change as a Growth Strategy 539

Chapter 5: Branding Yourself through Shameless Self-Promotion 553

Chapter 6: Putting the Latest Technologies to Work for You 565

Chapter 7: Tapping the Power of Word-of-Mouth Advertising through Social Networking 581

Book VIII: The Book of Tens 599

Chapter 1: The Ten Biggest Sales Mistakes 601

Chapter 2: Ten Power-Selling Tactics and Techniques 607

Chapter 3: Ten Ways to Break a Sales Slump or Avoid It Entirely 613

Chapter 4: Ten Advanced Closes 619

Chapter 5: Ten (Or So) Ways to Sound Like a Pro on the Phone 625

Index 629

Read More Show Less

Customer Reviews

Average Rating 5
( 1 )
Rating Distribution

5 Star

(1)

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
Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted July 10, 2012

    Dusuuusj

    Fxsns

    0 out of 2 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
Sort by: Showing 1 Customer Reviews

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