Teach Yourself Successful Selling with Audio CD

( 1 )

Overview

Learn the sales tricks that lead to success!

Uniquely arranged into 52 sections, Teach Yourself Successful Selling allows you to learn one new winning selling technique a week. It also includes an audio CD with an additional 22 sales pitches and techniques! Completely unique from anything on the market, you'll hear both sides of a sales pitch and see where potential pitfalls (and opportunities!) lie. You will never miss an lead again once you learn the secrets of body language, ...

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Overview

Learn the sales tricks that lead to success!

Uniquely arranged into 52 sections, Teach Yourself Successful Selling allows you to learn one new winning selling technique a week. It also includes an audio CD with an additional 22 sales pitches and techniques! Completely unique from anything on the market, you'll hear both sides of a sales pitch and see where potential pitfalls (and opportunities!) lie. You will never miss an lead again once you learn the secrets of body language, storytelling, price concessions, and tactics of last resort.

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Product Details

  • ISBN-13: 9780071636940
  • Publisher: McGraw-Hill Professional Publishing
  • Publication date: 4/15/2009
  • Series: Teach Yourself: Games/Hobbies/Sports Series
  • Edition number: 1
  • Pages: 240
  • Product dimensions: 5.10 (w) x 7.70 (h) x 0.50 (d)

Meet the Author

Roger Brooksbank (Hamilton, New Zealand) has more than 15 years' experience as a salesperson, sales and marketing manager, marketing director and business owner.

He is a speaker on strategic maketing planning, advertising, customer service and professional selling, and has

worked with large corporations as well as public sector organizations.

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Table of Contents

Acknowledgements
Preface
Introduction

Section One: Opening-phase selling Skills
1 Go through a set-up routine
2 Project your professionalism
3 Do the handshake one-two-three-four
4 Introduce your company as a ‘perfect partner’
5 Build STAR-quality rapport
6 Qualify your customer
7 Take control of your selling space
8 Use an appropriate attention-grabber
9 Set an agenda
10 Size up your customer

Section Two: Interviewing-phase selling skills
11 Ask plenty of open-style questions
12 Trigger your customer’s imagination
13 Use closed questions with pinpoint precision
14 Employ the SPOTS interviewing framework
15 Mirror the customer’s ‘personal vocabulary
16 Signal your questions
17 Communicate your empathy
18 Listen actively
19 Read your customer’s body language
20 Provide information-affirmation
21 Keep control of the interview

Section Three: Matching-phase selling skills
22 Apply the SELL formula
23 Sell matching benefits
24 Demonstrate your benefits
25 Translate benefits into dollars
26 Substantiate your claims
27 Master the art of storytelling
28 Handle your product with pride
29 Use your pen to help you sell well
30 Power-pack your benefits!
31 Know when & how to mention the competition
32 Sell your secret weapon

Chapter Four: Closing-phase selling skills
33 Tune in to buying signals
34 Trial close after a weak buying signal
35 Full close after a strong buying signal
36 ‘Manufacture’ a close
37 Deploy the summary-of-benefits close
38 Perfect the art of silence
39 Help your customer to make up their mind
40 Cultivate the right closing vocabulary
41 Ensure the sale is properly CLOSED
42 Time your exit

Chapter Five: Objection-handling-phase selling skills
43 Condition yourself positively to objections
44 Pre-handle predictable objections
45 Play CATCH with every objection raised
46 Flush out the real objection
47 Use arithmetic to handle price objections
48 Seek out your customer’s advice
49 Trade a minor price concession
50 Use the ATTACK formula
51 Resort to a tactic of last resort
52 Bring your customer back down the mountain

Where to from here?
Postscript: A Code of Ethics for the Professional Salesperson

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Customer Reviews

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Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted September 5, 2009

    Concise & substantive

    Enjoyed the brevity with the material being clear and applicable for novices in the subject.

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