Red-hot selling : power techniques that win even the toughest sale / Paul S. Goldner.

Format:

Book

Author/Creator:

Goldner, Paul S.

Language:

English

Subjects (All):

Selling.

Sales presentations.

Physical Description:

1 online resource (237 p.)

Edition:

1st edition

Place of Publication:

New York : American Management Association, 2010.

Language Note:

English

System Details:

text file

Summary:

"Plan, execute, close. With Red-Hot Selling, yes--it is that easy!"--Resource description page.

Contents:

Intro

Contents

Introduction: So You Want to Be a Sales Professional

PART I: World-Class Sales Planning

Chapter 1 Prospecting Plans: Keeping the Pipeline Full

Planning Is a Natural Part of Living

You Are the CEO of Your Own Territory

Sales Planning Essentials

Your Prospecting Business Plan

Final Thoughts

Chapter 2 Territory Plans: The Heart of the Sales Planning Process

The Large-Account Strategy

How the Large-Account Strategy Works

Implementing the Large-Account Strategy

Going from Here

Chapter 3 Account Plans: The Third Leg of the Triple Crown

Your Account Plan

The Account Development Cycle

The Sales Discovery Process

The Triple Crown Winner

PART II: High-Performance Sales Execution

Chapter 4 Prospecting: Eliminating the Peaks and Valleys of Selling

Stay Current!

Prioritize Your Prospects

The ABC Call Cadence

The Call Script

Monitor Your Progress

Compelling Reasons to Persevere

Chapter 5 Sales Discovery: The One Thing That Does It

An Overview of the Discovery Process

The Necessity of Getting Beyond Yes or No

Preparation Is the Key

The Meeting Management Worksheet

Chapter 6 Handling Objections: The Easy Way!

There Are a Limited Number of Objections

The Right Model for Handling Objections

The Price Objection

The Competition Objection

The "Will It Work?" Objection

The "Not Now" Objection

The Objection-Handling Matrix

PART III: Closing Strategies That Win the Business

Chapter 7 Closing the Sale: The Best-Kept Secrets

Sales Planning as a Closing Technique

The Leverage Effect on Overall Sales

Sales Execution as a Closing Technique

Nurture, Not Closure

The Closing Phrase

Chapter 8 The Recipe for Winning Proposals

The Introduction and the Customer's Needs

Your Solution

Why Select You?.

Schedule of Events

Investment Summary

Reference Stories

One Last, Great Point: Limited-Access Proposals

Chapter 9 Winning Sales Presentations

To Go First, or Not to Go First: That Is the Question

Prepare a High-Impact Sales Presentation

Present Your Solution

Summarize Why the Customer Should Select You

Provide a Compelling Reason to Act

Remember Your Follow-Through

Chapter 10 The Ten Best Sales Strategies

1. Sales Is a Process

2. Sales Time Management

3. A Full Sales Pipeline

4. The Large-Account Strategy

5. The Account Development Cycle

6. Planning: The Best Closing Strategy

7. Monitoring Your Progress

8. Managing Customer Perceptions

9. Being Prepared

10. The Roadmap to Success

Index

A

B

C

D

E

F

G

H

I

L

M

N

O

P

Q

R

S

T

U

V

W

Z.

Notes:

Bibliographic Level Mode of Issuance: Monograph

Includes bibliographical references and index.

ISBN:

9786612657764

9781282657762

1282657763

9780814410288

0814410286

OCLC:

656359198