Teach Yourself Successful Selling Book + CDAre you looking to be the
best in selling?
Do you want to learn how to
close more sales?
Successful selling is based on a simple five stage selling model that shows you, with practicality and humour, how to progress from opening the sale all the way through to successfully closing it.
Neatly presented in 52 skill-honing sections, with skill enhancing exercises,
Teach Yourself Successful Selling is perfect for anyone with a busy life in sales in today's challenging market. The accompanying CD contains 22 top tips for successful selling.
- Sharpen your face to face selling skills
- Understand the selling process
- Close the sale
Teach Yourself Successful Selling Book and audio CD
Author Roger Brooksbank PhD is an internationally known author, educator and speaker with extensive experience as a salesperson, sales manager, marketing director and business owner.
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Business Related Tutorials and Training to go back a level
Teach Yourself Successful Selling Book and CD
Acknowledgements/Preface/Introduction
Chapter 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/
Chapter 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/
Chapter 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
Publisher: Teach Yourself
Publish Date: 27 March 2009
Author: Roger Brooksbank
Media Type: Paperback Book with CD
Pages: 240
ISBN-13: 9780340987230
Language: English
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