Selling in the Real World : Why Everything's Changed, Why Nothing's Changed / Larry Sternlieb.

Format:

Book

Author/Creator:

Sternlieb, Larry, author.

Language:

English

Subjects (All):

Economics.

Selling.

Success in business.

Physical Description:

1 online resource (189 pages)

Place of Publication:

New York, NY : Morgan James Publishing, [2023]

Summary:

Selling in the Real World is an invaluable business resource of stress-tested principles that are easier, faster, and unbeatable-and produce better sales!.

Contents:

Intro

Title

Copyright

Contents

Introduction

Chapter One: THE PSYCHOLOGY OF SELLING

Chapter Two: YOUR MANAGEMENT, YOUR COMPANY

Chapter Three: DEVELOPING YOUR ACTION PLAN, TERRITORY, AND TIME MANAGEMENT

Chapter Four: LAYING OUT THE REQUIREMENTS

Chapter Five: SOCIAL SELLING

Chapter Six: PROSPECTING AND SETTING INITIAL APPOINTMENTS

Chapter Seven: QUALIFYING: TURNING SUSPECTS INTO PROSPECTS

Chapter Eight: STRATEGIZING, ORGANIZING, AND PLANNING FOR THE BUYING DECISION

Chapter Nine: SELLING OBSTACLES IN THE TWENTY-FIRST CENTURY

Chapter Ten: STRUCTURING THE INITIAL SALES CALL

Chapter Eleven: ENGAGING THE PROSPECT

Chapter Twelve: THE SALES OR PRODUCT PRESENTATION

Chapter Thirteen: SURVEYING CUSTOMER REQUIREMENTS AND THE ART OF LISTENING

Chapter Fourteen: UNDERSTANDING THE ORGANIZATIONAL CHART OF YOUR CLIENT

Chapter Fifteen: DECISION-MAKERS AND THEIR PERSONALITY TRAITS

Chapter Sixteen: CREATING VALUE FOR LARGE SALES OPPORTUNITIES

Chapter Seventeen: OFFERING CLIENT SOLUTIONS

Chapter Eighteen: THE RETURN ON INVESTMENT

Chapter Nineteen: CLOSING OUT THE COMPETITION

Chapter Twenty: OVERCOMING OBSTACLES

Chapter Twenty-One: IS THIS GOOD BUSINESS?

Chapter Twenty-Two: CLOSING THE DEAL

Chapter Twenty-Three: STAGING THE FINAL CONTRACT

Chapter Twenty-Four: IMPLEMENTING THE SALE

Chapter Twenty-Five: ACCOUNT REVIEW AND RECAP

Chapter Twenty-Six: GOOD WORK HABITS FOR SELLING IN THE REAL WORLD

Conclusion: THE REALITY OF SELLING IN THE REAL WORLD

The Author

Acknowledgments

Bibliography

Index.

Notes:

Description based on print version record.

Includes bibliographical references and index.

ISBN:

9781636980775

1636980775