Kench Selling For Dummies, 2nd UK Edition

2. Auflage 2013
ISBN: 978-1-118-48944-4
Verlag: John Wiley & Sons
Format: PDF
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 376 Seiten, E-Book

Get a handle on the most up-to-date sellingstrategies and techniques that will help you grow yourbusiness.
Are you looking to enter the world of sales, or are you lookingfor new tips and tactics to expand your business? Selling ForDummies gives you the latest information on how to researchyour prospects, master the steps of the sales process, follow upwith happy customers, and much more. This straight-talkingguide helps you develop the sales, communication, and negotiatingskills you need to deliver successful presentations, win and retaincustomers, and get the results you want.
* Discover what selling is - and isn't!
* Find out how knowing your clients sets you apart from the restand helps you get to 'yes'
* Use the seven steps of the selling cycle to score appointments,make a good impression, give winning presentations, address clientconcerns, close sales and more
* Get valuable tips on how to follow up and build a long-termrelationship with clients
* Learn how you can sell well in any economy

Autoren/Hrsg.

Kench, Ben

Inhaltsverzeichnis

Introduction 1
Part I: Laying a Solid Foundation for Selling 9
Chapter 1: Selling Is All Around You 11
Chapter 2: Working Through the Seven-Step Selling Cycle 23
Chapter 3: Selling and Your Mindset for Success 37
Part II: Doing Your Homework before You Sell a Thing 55
Chapter 4: Understanding Your Potential Clients 57
Chapter 5: Knowing Your Product 91
Chapter 6: Making Technology Your Friend 99
Part III: The Anatomy of a Sale 111
Chapter 7: Finding the People Who Want What You Sell 113
Chapter 8: Arranging Appointments That Stick 131
Chapter 9: Building Relationships and Gathering Information toEnsure Success 145
Chapter 10: Making Winning Presentations 169
Chapter 11: Handling Client Objections 191
Chapter 12: Winning the Business and Closing the Sale 205
Chapter 13: Getting Referrals from Your Present Clients 221
Part IV: Growing Your Business 233
Chapter 14: Following Up and Keeping in Touch 235
Chapter 15: Managing Your Time Efficiently 253
Chapter 16: Partnering Your Way to Success 275
Part V: You Can't Win 'Em All: Keeping the Faith inSales 283
Chapter 17: Staying Focused and Positive 285
Chapter 18: Setting Goals to Stay Focused 297
Chapter 19: Selling in a Challenging Economy 309
Part VI: The Part of Tens 321
Chapter 20: The Ten Biggest Sales Mistakes to Avoid 323
Chapter 21: Ten Strategies for Improving Your Selling 329
Index 335

Über Autor(innen)

Tom Hopkins is a bestselling author and world-renownedsales trainer. Ben Kench is a business coach, motivationalspeaker and sales trainer who specialises in business growth.