Selling to Win

by Richard Denny

Overview

Recognized internationally as one of the most effective sales improvement guides ever written, Selling to Win is an invaluable text for sales and marketing professionals. It explains clearly how to put winning techniques into action, featuring advice on getting a sale despite not being the cheapest, turning a customer into an ambassador, building a positive attitude that gets results, beating the competition and closing a sale.
This 25th anniversary edition of Selling to Win has been revised and is full of even more sales tips and essential practical advice. With a foreword from James Caan, successful entrepreneur, author and former investor on BBC's Dragon's Den, it has been updated to reflect current selling techniques and includes success stories from readers of the previous editions who applied what they learned in the book.

Product Details

ISBN-13:	9780749466312
Publisher:	Kogan Page, Ltd.
Publication date:	02/26/2013
Edition description:	Fourth Edition
Pages:	224
Product dimensions:	5.50(w) x 8.40(h) x 0.40(d)

About the Author

Richard Denny is one of the foremost authorities on sales, management training and personal development. A highly sought—after inspirational speaker, he has been sharing his ideas on success and achievement around the world for over 20 years. He is also the author of Winning New Business, Motivate to Win, Communicate to Win and Succeed for Yourself (all published by Kogan Page). His books have sold over a quarter of a million copies worldwide.

Table of Contents

** Chapter — 00: Introduction; ** Chapter — 01: Selling in perspective; ** Chapter — 02: Planning to win; ** Chapter — 03: The vital ingredient; ** Chapter — 04: Finding the time; ** Chapter — 05: Finding the business; ** Chapter — 06: Getting the appointment; ** Chapter — 07: The rules of professional selling; ** Chapter — 08: The sales presentation; ** Chapter — 09: Closing the sale; ** Chapter — 10: The principles of professionalism; ** Chapter — 11: Giving real service; ** Chapter — 12: Handling objections; ** Chapter — 13: Negotiation; ** Chapter — 14: Letter writing; ** Chapter — 15: Body language; ** Chapter — 16: Avoiding the negative; ** Chapter — 17: Don’t quit

What People are Saying About This

From the Publisher

"British sales expert Richard Denny demystifies the sales process in this readable and easy-to-process text... getAbstract finds the book serves as a useful introduction to the ABC's of selling and suggests that up-and-coming salespeople can certainly benefit from its contents."

Editorial Reviews

"The master of professional salesmanship"

The Times