Close that Sale! [electronic resource] : Teach Yourself

Format:

Book

Author/Creator:

Brooksbank, Roger.

Series:

TY Business Skills

Language:

English

Subjects (All):

Selling.

Local Subjects:

Selling.

Physical Description:

1 online resource (161 p.)

Place of Publication:

London : Hodder Education, 2010.

Language Note:

English

Summary:

Learn from an expert in 52 easy lessons how to get that sale, from opening to closing! With an accompanying CD, this is a handy carry-in-the-pocket guide to top selling techniques.

Contents:

Cover; Book title; Contents; Meet the author; Only got a minute?; Introduction; Acknowledgements; 1 Opening-phase selling skills; 1 Go through a set-up routine; 2 Project your professionalism; 3 Do the handshake one-two-three-four; 4 Introduce your company as a 'perfect partner'; 5 Build STAR-quality rapport; 6 Qualify your customer; 7 Take control of your selling space; 8 Use an appropriate attention-grabber; 9 Set an agenda; 10 Size up your customer; 2 Interviewing-phase selling skills; 11 Ask plenty of open-style questions; 12 Trigger your customer's imagination

13 Use closed questions with pinpoint precision14 Employ the SPOTS interviewing framework; 15 Mirror the customer's 'personal vocabulary'; 16 Signal your questions; 17 Listen actively; 18 Read your customer's body language; 19 Provide information-affirmation; 20 Keep control of the interview; 3 Matching-phase selling skills; 21 Apply the SELL formula; 22 Sell matching benefits; 23 Demonstrate your benefits; 24 Translate benefits into pounds and pence; 25 Substantiate your claims; 26 Master the art of storytelling; 27 Handle your product with pride; 28 Power-pack your benefits

29 Know when and how to mention the competition30 Sell your secret weapon; 4 Closing-phase selling skills; 31 Tune in to buying signals; 32 Trial close after a weak buying signal; 33 Full close after a strong buying signal; 34 'Manufacture' a close; 35 Deploy the summary-of-benefits close; 36 Perfect the art of silence; 37 Help your customer to make up their mind; 38 Cultivate the right closing vocabulary; 39 Ensure the sale is properly CLOSED; 40 Time your exit; 5 Objection-handling-phase selling skills; 41 Condition yourself positively to objections; 42 Pre-handle predictable objections

43 Play CATCH with every objection raised44 Flush out the real objection; 45 Use arithmetic to handle price objections; 46 Seek out your customer's advice; 47 Trade a minor price concession; 48 Use the ATTACK formula; 49 Resort to a tactic of last resort; 50 Bring your customer back down the mountain; Where to from here?; Selling skills self-assessment questionnaire; Postscript: a code of ethics for the professional salesperson; Index; A; B; C; D; E; F; G; H; I; J; K; L; M; N; O; P; Q; R; S; T; U; V; W; Y

Notes:

Description based upon print version of record.

Description based on publisher supplied metadata and other sources.

ISBN:

1-283-01046-1

9786613010469

1-4441-2559-1

OCLC:

703137810