Brilliant Selling: Brilliant Business
Autor Tom Bird, Jeremy Cassellen Limba Engleză Paperback – 22 dec 2021
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Specificații
ISBN-13: 9781292139012
ISBN-10: 1292139013
Pagini: 344
Dimensiuni: 139 x 216 x 22 mm
Greutate: 0.43 kg
Ediția:3. Auflage
Editura: Pearson
Colecția Brilliant Business
Seria Brilliant Business
ISBN-10: 1292139013
Pagini: 344
Dimensiuni: 139 x 216 x 22 mm
Greutate: 0.43 kg
Ediția:3. Auflage
Editura: Pearson
Colecția Brilliant Business
Seria Brilliant Business
Cuprins
Table of Contents
Part 1 - You
1. The personality of a salesperson
2. How beliefs and values impact sales success
3. Performance and selling
4. Continually improve through self coaching
Part 2 - Process and planning
5. The sales process as a tool for improvement
6. Making the most of your time
7. Planning for success
8. Setting the right goals
9. Managing sales information
Part 3 - Your power to influence
10. Credibility and rapport - the foundations of effective influencing
11. Managing your state - being confident whenever you want
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
Part 1 - You
1. The personality of a salesperson
2. How beliefs and values impact sales success
3. Performance and selling
4. Continually improve through self coaching
Part 2 - Process and planning
5. The sales process as a tool for improvement
6. Making the most of your time
7. Planning for success
8. Setting the right goals
9. Managing sales information
Part 3 - Your power to influence
10. Credibility and rapport - the foundations of effective influencing
11. Managing your state - being confident whenever you want
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
Notă biografică
Jeremy Cassell has worked as a freelance trainer for 12 years. Before that he was National Training Manager for L'Oreal and National Sales Training Manager for Walker's, part of Pepsi. Before entering the business world, he gained experience in teaching English and history. He has worked as a TEFL teacher and is an NLP Master Practitioner and trainer.
Tom Bird's business career stretches over 20 years and spans sales and sales management as well as personal development and performance improvement. He is a director of RTP and has been involved professionally in developing people to realise more of their potential since 2000. To supplement his business experience Tom qualified as a Master Practitioner of NLP (the study of modelling success) and achieved a Post Graduate Diploma in Coaching and Development.
Tom Bird's business career stretches over 20 years and spans sales and sales management as well as personal development and performance improvement. He is a director of RTP and has been involved professionally in developing people to realise more of their potential since 2000. To supplement his business experience Tom qualified as a Master Practitioner of NLP (the study of modelling success) and achieved a Post Graduate Diploma in Coaching and Development.