The Knack of Selling: Face to Face

The Knack of Selling: Face to Face

by Keith Rowe



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The Knack of Selling: Face to Face by Keith Rowe

Although a dose of charisma certainly helps, through learning, practice and plenty of dedication everyone can become good at selling, some very good, and a few truly brilliant.

Selling is not just about winning customers-it's about lasting relationships. Using real, everyday selling situations, Keith Rowe examines the face-to-face selling process, from the first encounter with a potential customer to the gratifying handshake that closes the sale. The Knack of Selling also shows you how to add value to the sale by selling add-ons like accessories, how to cope with disgruntled customers and most importantly how to follow-up and ensure your satisfied customers spread the good news about you. Top salespeople are never satisfied with just closing the sale, they know real success depends on referrals and satisfied customers returning for more.

The Knack of Selling is ideal for newcomers to selling and experienced sales staff from multinational corporations down to the small business owner.

Product Details

ISBN-13: 9781921024320
Publisher: New Holland Australia
Publication date: 08/10/2010
Pages: 160
Product dimensions: 5.90(w) x 9.20(h) x 0.60(d)

About the Author

Keith Rowe has had a distinguished career focused on consumer electronics, including roles in general management of Toshiba, Sanyo, and most recently Sharp, where he was corporate Director. For each of these major Japanese multi-nationals he headed the Australian sales and marketing operations, at the same time being directly involved in international produce development and the global marketing of emerging technologies.

Table of Contents

Foreword 4

Preface 5

Chapter 1 Introduction 8

Understanding the supply chain 8

Defining the selling role 13

Assessing our suitability 17

Chapter 2 Our Personal Prerequisites 23

Monitoring our selling attitude 23

Maintaining our knowledge bank 28

Blueprinting our customer 40

Chapter 3 Understanding Our Customer 49

Recognising different styles 49

Focussing our customer service 63

Identifying the buying issues 66

Chapter 4 The Communication Process 73

Reviewing the communication model 73

Tuning our questioning and listening skills 82

Developing the watching skills 90

Chapter 5 Preparing to Sell 96

Opening the sale 96

Qualifying our customer 101

Making our presentation convincing 108

Chapter 6 The Sales Process 117

Trial closing 117

Handling objections 120

Closing the sale 129

Chapter 7 Completing the Job 140

Adding value to the sale 140

Managing referrals 146

Following up 155

References 160

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