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Persuading other people to say "yes" is an essential skill in life—whether you're selling a product, an idea, or yourself. Packed with tried-and-true tips and real-life examples, this revised edition ...
Persuading other people to say "yes" is an essential skill in life—whether you're selling a product, an idea, or yourself. Packed with tried-and-true tips and real-life examples, this revised edition walks you step by step through the fundamentals of successful selling, with an emphasis on the Internet. So take this valuable guide and close the deal!
Discover how to:
Using basic, common-sense ideas as well as proven, expert sales techniques, Hopkins demonstrates how anyone can become a sales champion. His five simple rules and "how-to" examples teach readers the keys to sales success. Hopkins offers tips on power closes that will ultimately close the sale without being overbearing or pushy.
PART I: The Art of Selling.
Chapter 1: You Don't Need a Plaid Sport Coat.
Chapter 2: The Seven-Step Selling Cycle.
Chapter 3: Making Selling Your Hobby: It's All in the Attitude.
PART II: Doing Your Homework.
Chapter 4: What You Don't Know about Your Clients Can Kill Your Chances of Success.
Chapter 5: Knowing Your Product.
Chapter 6: Taking Advantage of Technology.
PART III: The Anatomy of a Sale.
Chapter 7: Finding the People Who Need What You Have.
Chapter 8: Getting an Appointment and Putting Your Clients at Ease.
Chapter 9: Qualifying Your Way to Success.
Chapter 10: Winning Presentations.
Chapter 11: Addressing Customer Concerns.
Chapter 12: Closing the Sale.
Chapter 13: Getting Referrals from Your Present Clients.
PART IV: Growing Your Business.
Chapter 14: Following Up and Keeping in Touch.
Chapter 15: Using the Internet to Make More Sales.
Chapter 16: Planning Your Time Efficiently.
PART V: You Can't Win 'Em All.
Chapter 17: Handling Failure and Rejection.
Chapter 18: Setting Goals to Stay Focused.
PART VI: The Part of Tens.
Chapter 19: The Ten Biggest Sales Mistakes.
Chapter 20: Ten Ways to Improve Your Selling.
Chapter 21: Ten Ways to Master the Art of Selling.
Chapter 22: Ten Characteristics of Professional Persuaders.
Chapter 23: Ten Advanced Closes.
Chapter 24: Ten of the Best Web Sites for Sales Professionals.
Appendix: Recommended Resources.
Book Registration Information.
Posted May 2, 2009
This book was very informative. Even though at first I didn't think this book would be for me because I'm not in sales, I acquired a lot of information on how to conduct myself when facing certain situations I come across in life.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted January 22, 2002
If you're not sure if a sales career is your piece of cake, read this book! If you read, understand, and apply what's written in this book, you'll be way ahead of the game. There, of course, is no substitute for experience, but this is a very detailed outline of the actions taken by the top salespeople around!Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.