Coffee's for closers : the best real life sales book you'll ever read / Tony Morris.

Format:

Book

Author/Creator:

Morris, Tony (Sales consultant), author.

Language:

English

Subjects (All):

Selling.

Sales management.

Physical Description:

1 online resource (397 pages)

Place of Publication:

Hoboken, NJ : Wiley, [2023]

Summary:

"After reading over two hundred and sixty sales books and listening to over a hundred on Audible, it became frustratingly apparent that there were no answers to everyday sales challenges. There were some good techniques and interesting ideas; however, I personally struggled to put them into practice in my everyday life as a salesman"-- Provided by publisher.

Contents:

Cover Page

Title Page

Copyright

Contents

Foreword

Preface

About the Author

Chapter 1 Introduction to Sales

Do Not Listen to Respond, Listen to Learn

Asking Intelligent Questions

Mindset

Which Person Are You?

Which Salesperson Would You Have Been?

The Lesson

The Whale

Tenacity

Why Do People Buy?

Why?

Chapter 2 It Is Not Just About the Destination

Chapter 3 Give, and You Shall Gain

Chapter 4 Every Second Counts

Chapter 5 Preparation

Preparation for a Call

What's in It for Me?

The A-Z of Success

Prepare for a Meeting

Chapter 6 My Best Sales Lesson Yet

Chapter 7 Motivation

Reflect on Past Triumphs

Chapter 8 Building Rapport

What Is Rapport?

What Did I Match?

Using Keywords

The Two Golden Rules of Rapport

Like Them

Chapter 9 Who Is Your Ideal Client?

Building Your Hit List

Strategic Alliances

How to Be Seen as the Expert in Their Field

Use Their Language

Google Alerts

Trade Publications

Exhibitions

Facebook Groups

Chapter 10 Getting Past the Gatekeepers

Voice Mails

Chapter 11 Smart Calling

Funnelling Process

Chapter 12 Direct Marketing

Chapter 13 I Only Have Capacity for Seven Clients

Chapter 14 Questioning

Tag-On Questions

Statement Question

Opinion Question

Replay Question

Clarification Question

Future Pace Question

Pain Questions

Benchmarking Question

Decision-Maker Questions

Thought-Provoking Questions

Discovery Questions

Why Do We Ask Closed-Ended Questions?

Chapter 15 Listening

A Smart Salesperson Listens to Emotions, Not Facts

Limit the Time You Speak

Reflective Listening

Improving Active Listening Skills

Clarification

Confirmation

Nonverbal

Opportunity Antenna

Listening to What Is 'Not' Shared

Listen to Learn.

Chapter 16 As Nike Says, 'Just Do It'

Chapter 17 Conducting a Meeting

Chapter 18 Proposals

Chapter 19 Selling with NLP

What Is NLP?

Preferred Modes of Thinking

How People Buy

NLP Epistemology - The Communication Model

Internal Representation

Eye Movements Exercise

Selling to Visual Learners

Selling to Auditory Learners

Selling to Kinaesthetic Learners

Selling to a Group

Visual

Auditory

Kinaesthetic

Chapter 20 Handle the Person, Not the Objection

Why Do You Think People Object?

What Do We Do if the Client Has an Objection?

Market Is Not Good at the Moment (Property)

Bad Experience

Need to Speak to My Partner

I Am Happy with My Current Supplier

Feedback

Review

Backup

Your Product Is too Expensive

Send Me Information

Your Competitor, Who Is Very Similar to You, Is Cheaper

Chapter 21 Positive Words and Language

Chapter 22 Lead Generation

Lead Generation Ideas If You Work in Recruitment

Pipeline

Chapter 23 Gaining Referrals

Chapter 24 FAB Selling

Chapter 25 Cross-Selling and Upselling

Create the Need and Fill It

Chapter 26 Handling Rejection

Chapter 27 Six Components of Success

Talent

Chapter 28 Negotiations

Rule 1

Rule 2

Rule 3

Rule 4

Rule 5

Rule 6

Rule 7

Rule 8

Rule 9

Sell the Difference

Chapter 29 Time Management

Unnecessary Meetings

Elephant Tasks

Chapter 30 Gaining Commitment and Closing

Examples of Some Closing Techniques

Chapter 31 Howlers

My First B2B Sales Job

My First Field Meeting

Call Centre Selling Gas and Electric

Double Glazing

Door-to-Door Sales

Chapter 32 Conclusion

Complimentary Resources

Tony Morris International

Book Mentions

Index

EULA.

Notes:

Includes index.

Description based on print version record.

ISBN:

9780857089625

0857089625

9780857089618

0857089617

OCLC:

1381095644