How to sell without being a jerk! : the foolproof approach to the world's second oldest profession / John Klymshyn.

Format:

Book

Author/Creator:

Klymshyn, John.

Language:

English

Subjects (All):

Selling.

Sales management.

Physical Description:

1 online resource (226 p.)

Edition:

1st ed.

Place of Publication:

Hoboken, N.J. : John Wiley & Sons, c2008.

Language Note:

English

Summary:

In this practical, enlightening guide, master salesman John Klymshyn reveals how you can be assertive and effective without rubbing people the wrong way or fulfilling the stereotype of the jerk salesperson. He detonates traditional sales methods and replaces them with modern techniques for reading customer behavior and regulating your own behavior to make more sales without having to get pushy. If you want to sell more and be a nicer person, this is an ideal sales resource.

Contents:

How to Sell without Being a JERK!: The Foolproof Approach to the World's Second Oldest Profession; Contents; Foreword; Acknowledgments; Introduction; Chapter 1: WHAT EXACTLY IS WRONG WITH SALESPEOPLE?; WHERE YOU AND I WILL GO TOGETHER; WHY YOU SHOULD LISTEN TO ME; TWO VIEWS, ONE GOAL; A LASTING IMPACT; HOW SELLING WORKS; THE BOUNDARIES; Chapter 2: RESPECT IS EARNED; RESIST SPINNING; BE WILLING TO FAIL; MECHANICS AND NUANCE; BASIC VOCABULARY; SIMPLE GESTURES; Chapter 3: FOOLPROOF APPROACHES TO THE WORLD'S SECOND OLDEST PROFESSION; TAKE A DIFFERENT PERSPECTIVE; HOW TO SPOT A JERK

Chapter 4: MOVING CONVERSATIONS FORWARDTHE PROCESS; REVIEW; Chapter 5: PROCESS AND COMPLETION; YOUR QUOTA, YOUR PROBLEM; CONTAGIOUS ENTHUSIASM; ENTER THE 20 CALL BURST; PLANNING A 20 CALL BURST; Chapter 6: MILLION-DOLLAR QUESTIONS; MILLION-DOLLAR QUESTION FRAMEWORK; FORMULATING MILLION-DOLLAR QUESTIONS; CONCLUSION; Chapter 7: HANDLING OBJECTIONS; HANDLING OBJECTIONS VERSUS OVERCOMING THEM; THE FOUR TRUE OBJECTIONS; TESTIMONIALS THAT SPEAK FOR YOU; CONCLUSION; Chapter 8: SELLING HONESTLY AND USING APPROPRIATE LANGUAGE; BEING UP FRONT ABOUT SELLING; RECOGNIZING THE POWER OF WORDS; CONCLUSION

Chapter 9: CLOSED SALES AND CLOSING SALESCLOSING: KEEPING YOUR EYE ON THE PRIZE; GETTING EMOTIONAL; VISION PRECEDES EVERYTHING; Chapter 10: BRINGING IT ALL TOGETHER; EIGHT WORDS THAT BRING IT ALL TOGETHER; LOVE IT OR LEAVE IT; Index; About the Author

Notes:

Includes index.

Description based on metadata supplied by the publisher and other sources.

ISBN:

9786611284893

9781281284891

1281284890

9780470267691

0470267690

OCLC:

608623892