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The Secrets of Selling: How to Win in Any Sales Situation

Autor Geoff King
en Limba Engleză Paperback – 30 noi 2010
In order to succeed in business you have to be able to sell whether it's selling your products, your services or even yourself. This book will equip you for sales success no matter what the situation. It will show you how to win work consistently, from new clients as well as existing ones. Successful selling is based on first understanding your prospective client's motives and needs and then matching your own company's strengths to those needs and motives. To do this well takes considerable skill and you need to know the clues and signals to watch out for and how best to respond.
The rules of selling rarely change. In some areas of business fashions and buzzwords come and go at the speed of light, but in sales there is a gold standard that changes little over time. This book describes that gold standard for you.
All the tips, tricks and techniques you need to make sure you win in every sales situation.
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Specificații

ISBN-13: 9780273742326
ISBN-10: 0273742329
Pagini: 264
Dimensiuni: 137 x 213 x 18 mm
Greutate: 0.36 kg
Ediția:Nouă
Editura: FT Press
Locul publicării:Harlow, United Kingdom

Descriere

Want to beat your sales target? Buy this book. The new edition of this highly successful sales bible is full of practical tips, tricks and advice and now comes in a smaller, more accessible package.
 The Secrets of Selling, 2nd edition covers all the key areas in a concise and snappy style and is easy to navigate - essential features for the time pressured modern sales professional. It covers the full range of situations that sales people at all levels will encounter, from how to size up your prospective client quickly, to the best time to mention your price. It has a genuinely practical approach - providing you with the tips, tricks and techniques that will help you improve your sales performance.
This new edition has been completely revised and updated throughout. Key changes include:.
  • Summaries, in the form of checklists included at each of the three sections.
  • A chapter on Body Language, including new information on how to spot lying.
  • New information on icebreakers in meetings.
 

Cuprins

 
Table of Contents:
 
Introduction: The Secrets of Selling  
Section 1: Sales meetings and sales proposals
 1. What to say in sales meetings
Preparing for sales meetings
The structure of a typical sales meeting 
Dealing with objections  
Closing
2. How to assess the character of your prospect quickly and accurately
How to make these judgements
The most common reasons why people misjudge the characters of others
3. Using emotion in selling
Honesty Charm
Using emotion correctly
 The emotions behind buying decisions
4. Body language in sales meetings
The importance of body language in selling
Persuasive and non-persuasive body language
What to look for in others
5. How to write proposals
The best way to write a proposal
The management summary
The introduction
Your understanding of their requirements
Your company’s suitability for the work
The proposed way forward
The costs
Possible next steps
6. Writing words that sell
The rules for writing good English
How to write case studies
How to write one page summaries
 Section 2: How to find new business
Choosing your targets
The theory behind finding new business
Maximising the efficiency of your lead-searching
The four main ways to find new business
 7. Finding new business through mailshots
How to get good lists
The message in your mailshot
Knowing how many to send
E-mailshotting
Measuring the success of mailshots
The mailshot idea that usually fails
Running newsletters
8. Finding new business through seminars
Attending other people’s seminars
Speed networking events
Running your own seminars
Alternatives to full blown seminars
Following up after seminars
9. How to use the telephone to make appointments
The secret to successfully selling on the phone
The four possible responses to your call
The words you should use
Getting past gatekeepers
Common issues when phoning
10. Finding new business through partners
The three types of partner
How to make your partnerships effective
How to choose the right partners for you
How to spot the partners you should avoid
Keeping your partnerships healthy
 Section 3: Becoming a complete salesperson
11. How to brand and advertise your company effectively
How to create a brand
Colours and branding
Advertising
How to choose a tagline
How to place your adverts
Dealing with advertising agencies
12. Presentations, away days and exhibitions
The best way to present
Things to remember when you are preparing to present
Things to remember when you are presenting
How the size of the audience affects your presentation
Client away days
Manning an exhibition stand
Following it all up
13.  Getting the most from the media
Getting articles into the press
Finding journalists and publications that specialise in your area
Press releases
Other ways of contacting the press
Doing media interviews
Dealing with adverse publicity
PR agencies
Professional associations
14. Tips on beating the competition
What buyers are looking for
Avoiding the biggest waste of a salesperson’s time
Four general rules for competitive situations
Dealing with specific types of competition 
Timing your visits when you are part of a formal bid process
The waiting room
15. Tips on managing your contacts
Why you need a contact management system
How to choose the right one
16.  Tips on managing large accounts
How to network around an account
How to get extra work from the account
Shaping the strategy of their senior managers
When a team runs the account
17. Tips on negotiation
Five rules for preparing negotiations
Nine rules for the actual negotiations
Group negotiation
Common situations when negotiating
How professional buyers buy
18. How to sort the contract stage painlessly
What you need in a heads of agreement
Some general considerations for contracts
Tips for dealing with lawyers
Frequently occurring problems with commercial contracts
Getting the legal side right in the real world
19. How to measure performance (formerly chapter 15)
Measuring your performance against the competition
Measuring your own performance
Your real chances of winning the work
Sales reporting
Rewarding sales achievement
20. So what makes the difference between average and top flight sales performance?
Motivation and goals
The seven ways you can create luck
 

Textul de pe ultima copertă

'The tips, tricks and techniques described in this book amount to uncommon wisdom. It is without doubt the Rolls Royce of sales books.'

Chris Dadd, Senior Manager, Royal Bank of Scotland

Without doubt, the most practical and useful sales book that I have read.'
Vance Withers, Group Sales Director, Worlds Apart Ltd

Does your job involve selling? Would you like to increase your numbers so that you regularly meet, and beat, your sales targets? Of course you would. And this is the book that will help you make that happen.

Now in its second edition, The Secrets of Selling gives you all the practical skills you need to excel in selling, from finding leads and setting up meetings with prospective buyers, right through to closing the deal.

All you need to make sure you win in every sales situation.


Notă biografică

Geoff King started at the bottom of the sales ladder--selling pest control products on the streets of South London. After this inauspicious start, he climbed steadily through the ranks of professional service organisations until he reached the top of the ladder. By the end of his in-house career, he was routinely selling multi-million pound deals in outsourcing services for multinationals. He now works as a freelance consultant on sales methods and strategies.