COMPLETE BOOK OF PP SALES

Erscheinungsjahr 2009
ISBN: 978-0-07-163609-4
Verlag: McGraw-Hill Education

Buch, Englisch, 736 Seiten, Format (B × H): 127 mm x 203 mm, Gewicht: 769 g

The Right Phrase forEvery Sales SituationA powerful command of words is the number one requirement for succeeding in the field of sales. Whether you’re cold-calling a prospect, presenting to a group of decision makers, or dealing with price objection, the make-or-break point of every transaction lies in sayingthe right thing to the right person at the right time.The CompleteBook of Perfect Phrases for High-Performing Sales Professionals isthe ultimate field guide for speaking and writing your way to salessuccess. You’ll find perfect phrases for:Lead Generation - Turn cold calls into profitable relationships - Expand your customer base - Write engaging letters and e-mailsSales Calls - Get access to decision makers - Present your product in compelling language - Resist objections and stalling tacticsCustomer Service - Develop a rapport with every client - Handle the most difficult of customers - Close every conversation on a positive note

Autoren/Hrsg.

Bacal

Bacal, Robert

Brooks, William

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb

Inhaltsverzeichnis

Perfect Phrases for Lead Generation
•Customize phrases for the 25 types of clients
•Phrases for direct prospecting-using the right words to turn cold calls into cash

•What to say to expand your customer base-and grow your sales-faster, bigger, and better
Perfect Phrases for the Sales Call
•Get past gatekeepers and sell to the decision makers
•Present your product or service in the best light
•Handle objections, stalling, and other delaying tactics
•Build trust and cultivate relationships

Perfect Phrases for Customer Service
•Clear explanations of the reasons for difficult customer behaviors
•Successfully handle even the most cantankerous customers
•101 dialogues and scripts organized according to types of difficult behaviors, usable as is or as part of a training program, and easily tailored to any industry and company culture

Über Autor(innen)

Brooks, William
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Bacal, Robert
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Robert Bacal is the bestselling author of Perfect Phrases for Performance Reviews. For over 15 years, he has owned his own consulting firm and has been active in providing help on performance management and customer service issues. His books have been translated into a number of languages, including Chinese, French and Spanish, and are in use around the world.

Bill Brooks was CEO of The Brooks Group, one of the world's premiere resources for sales and business leadership. Renowned as a corporate coach, sales visionary, consultant, speaker, and entrepreneur, Bill has taught companies how to build exceptional sales teams and achieve dramatic business development growth.