Brilliant selling : what the best salespeople know, do and say / Jeremy Cassell, Tom Bird.

Format:

Book

Author/Creator:

Cassell, Jeremy.

Contributor:

Bird, Tom, 1964-

Language:

English

Subjects (All):

Selling.

Success in business.

Sales personnel.

Physical Description:

1 online resource (xvi, 335 p. ) ill.

Edition:

2nd ed.

Place of Publication:

Harlow : Pearson, 2012.

Language Note:

English

System Details:

text file

Summary:

Whether you are new to selling or want to take yourself to the next level, 'Brilliant Selling' gives you a solid foundation of sales techniques to guarantee your success. The UK s number one sales book in 2010 - this new edition will give you the lowdown on how to be a brilliant salesperson. Brilliant Selling will show you how to instantly improve your sales performance. Packed with practical tips and advice from sales professionals who know what works and what doesn t, you will discover trade secrets that will guarantee sales success. As well as learning all the key skills, you will find out how to use your personality to perfect your technique and understand customer s needs so that you are always one step ahead.

Contents:

About the authors Introduction to the second edition How this book works Part 1 You 1. The personality of a salesperson 2. How beliefs and values impact sales success 3. Your personal brand 4. Performance and selling 5. Continually improve through self coaching Part 2 Process and planning 6. The sales process as a tool for improvement 7. Making the most of your time 8. Planning for success 9. Setting the right goals 10. Managing sales information Part 3 Your power to influence 11. The C3 Model the foundations of effective influencing 12. Asking the right questions 13. Listening and learning 14. Negotiating collaboratively Part 4 Understanding buyers and prospects 15. How do you sell? 16. The modern buyer 17. Prospecting with purpose 18. Initial meeting(s) with prospect 19. Identifying what the prospect wants and needs Part 5 Presenting solutions 20. Appealing to the customer 21. Writing great sales proposals 22. Preparing winning pitches 23. Persuasive delivery 24. Making the most of objections 25. Closing and commitment Part 6 Developing customers 26. The value of a customer 27. Managing the relationship 28. Your priorities in managing customers Summary your brilliant future Index

Notes:

Previous ed.: 2009.

Includes index.

Description based on publisher supplied metadata and other sources.

ISBN:

9786613903853

9781283591409

1283591405

9780273771265

0273771264

OCLC:

1027177304