The Art of Influencing and Selling

1. Auflage 2013
ISBN: 978-0-7494-6448-6
Verlag: Kogan Page

Buch, Englisch, 304 Seiten, Format (B × H): 154 mm x 233 mm, Gewicht: 463 g

Whether you're new to sales or have at least one year's experience in selling, this book will leapfrog your selling skills and understanding of sales techniques to a more sophisticated, satisfying and more genuinely customer and client-oriented level. If you're more experienced, then this book provides a comprehensive refresher which uses fresh insights, the latest ideas and practical useable tools like checklists to help you sell more and sell better.

Fully reference and researched, The Art of Influencing and Selling covers:

The psychology of selling a product or service; the sales pipeline and how to ensure it's realistic; making an effective sales presentation; up-selling, cross-selling, cold-calling and warm calling; effective approaches to prospective customers and clients; how to interrogate a database of contacts to get more sales; how to write effective sales materials; the power of business networking; how to get senior level appointments in your diary and closing a sale and follow up.

If you want to improve your sales performance by learning how to listen to your customer and client and collaborate with them profitably, The Art of Influencing and Selling is the book for you.

Autoren/Hrsg.

Kolah, Ardi

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb
• Wirtschaftswissenschaften Wirtschaftswissenschaften Wirtschaft: Sachbuch, Ratgeber

Inhaltsverzeichnis

Chapter - 00: Introduction; Chapter - 01: Psychology of selling a product or service or yourself; Chapter - 02: The sales pipeline and how to ensure it's realistic; Chapter - 03: Up-selling, cross-selling, cold calling and warm calling; Chapter - 04: Effective approaches to prospective customers and clients; Chapter - 05: How to interrogate a database of contacts to get more sales; Chapter - 06: Making an effective sales presentation; Chapter - 07: How to write effective sales materials; Chapter - 08: The power of business networking; Chapter - 09: How to get senior-level appointments in your diary; Chapter - 10: Closing a sale and follow-up

Über Autor(innen)

Kolah, Ardi
Ardi Kolah is Executive Fellow and Director of the GDPR Transition Programme at Henley Business School and the founder of GO DPO®, which is the strategic partner for many multi-national clients in the area of GDPR compliance. He is recognised as one of the leading data protection practitioners in Europe and has provided advice to the Scottish Government, the Shadow Minister for Digital Economy and senior civil servants as well as delivering training at Nationwide, HSBC, Accenture, Santander, Hitachi Consulting, Sainsbury's, John Lewis Partnership, Marks & Spencer, Lloyds Bank and Capita Asset Services. He is Editor in Chief, Journal of Data Protection & Privacy, and is a keynote speaker on GDPR and for many organisations including the British Bankers' Association, the International Association of Privacy Professionals, HR Directors Forum, General Counsel's Briefing (Switzerland), IT Directors Forum, HR Director's Forum, Marketing Directors Forum, BFI Annual Conference 2017, FT Europe Cyber Security Summit 2016, 2017, Thomson Reuters Annual Data Protection Conference 2017. He is Chairman of the Law & Marketing Committee for the Worshipful Company of Marketors, and was listed in the BAME100 in October 2017.

Ardi Kolah LL.M is prolific author and one of the most respected marketing and communication practitioners in the world. He holds a masters degree in law and is a fellow of the Chartered Institutes of Marketing and Public Relations, and a Liveryman of the Worshipful Company of Marketors. His unique approach had made Guru in a Bottle extremely popular throughout Europe, the USA and India.