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

Format:

Book

Author/Creator:

Cassell, Jeremy, author.

Contributor:

Bird, Tom, 1964-

Series:

Brilliant

Language:

English

Subjects (All):

Selling.

Physical Description:

1 online resource (317 pages)

Edition:

1st edition

Other Title:

Selling

What the best sales people know, do and say

Place of Publication:

Harlow, England : Pearson, 2009.

Language Note:

English

System Details:

text file

Summary:

Everyone has the potential to be brilliant at selling. Whether you are new to selling or want to take yourself to the next level, Brilliant Selling will give you a solid foundation of sales techniques to guarantee your success. Free from trademarked sales processes and models, you’ll read sound advice from sales professionals who know exactly what works and what doesn’t in the real world. As well as all the key selling skills, you’ll find out exactly what it takes to get the mindset and attitude of a brilliant sales person – you’ll discover you can sell anything you want and targets are always achievable. It’s easy if you know how! Plan Persuade Negotiate Collaborate Sell! Outstanding features: How to influence anyone - includes building credibility (through knowledge, personal impact, preparation, managing meetings, etc) and establishing rapport (match, pace and lead body language, voice and words, etc) Give before getting - to establish strong and long-lasting customer relationships. Truly understand what your customer wants and how to put this into practice.

Contents:

Cover

Praise for Brilliant Selling

Contents

About the authors

Acknowledgements

How this book works

Introduction

Part 1 You

The personality of a salesperson

How beliefs and values impact sales success

Performance and selling

Continually improve through self-coaching

Part 2 Process and planning

The sales process as a tool for improvement

Making the most of your time

Planning for success

Setting the right goals

Managing sales information

Part 3 Your power to influence

Credibility and rapport - the foundations of effective influencing

Managing your state - being confident whenever you want

Asking the right questions

Listening and learning

Negotiating collaboratively

Part 4 Understanding buyers and prospects

How do you sell?

The modern buyer

Prospecting with purpose

Initial meeting(s) with prospect

Identifying what the prospect wants and needs

Part 5 Presenting solutions

Appealing to the customer

Writing great sales proposals

Preparing winning pitches

Persuasive delivery

Making the most of objections

Closing and commitment

Part 6 Developing customers

The value of a customer

Managing the 'relationship'

Your priorities in managing customers

Summary - your brilliant future.

Notes:

Bibliographic Level Mode of Issuance: Monograph

Description based on online resource; title from PDF title page (EBC, viewed January 4, 2018).

Description based on publisher supplied metadata and other sources.

ISBN:

9786612530081

9781282530089

1282530089

9780273726470

0273726471

OCLC:

1015884135