Sales Therapy

Effective Selling for the Small Business Owner
1. Auflage 2007
ISBN: 978-1-84112-778-1
Verlag: Wiley

Buch, Englisch, 208 Seiten, Format (B × H): 140 mm x 216 mm, Gewicht: 271 g

If you work in a small business, you have to know how to sell. Full stop. But selling as most people know it doesn’t work anymore. It’s relationships that count.

Real selling is about understanding customers’ goals and helping them to buy, not topping off a template presentation with a pushy attitude. So how do you put relationships first and still get results?

Sales Therapy smashes the age-old sales model with an effective new approach grounded in behavioural psychology. It is natural and effortless to use because it mirrors the way people actually interact with each other. And it really works.

Thomas Power, Chairman of Ecademy, describes it as ‘One of the finest pieces of content on how to sell better in the 21st Century.’

At last, you can commit those terrible ‘closing techniques’ to the recycle bin. Sales Therapy will help you build great relationships with your customers while making the art of selling fun and effective and helping your business to grow.

PRAISE FOR SALES THERAPY

‘This is one of the finest pieces of content on how to sell better in the 21st Century. Grant you are absolutely right with your judgment’ Thomas Power, Chairman of Ecademy

Autoren/Hrsg.

Leboff, Grant

Fachgebiete

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

Inhaltsverzeichnis

1 Moving Away from the Transactional Model 1

2 Selling Snow to the Eskimos 11

3 Putting the Relationship First 19

4 Deconstructing the Myth of Benefit Selling

Part I: The buyer’s motivation 35

Part II: Benefits don’t work 39

5 Stop Using Benefits – Start Using Problem Maps™ 49

6 Why the USP Stops you Selling 63

7 Your Emotional Selling Point and Giving Value 69

8 Building Pipeline

Part I: Managing the process 81

Part II: Engaging your prospect 89

9 Routes to Market 95

10 Empowering your Buyer 105

11 Understanding your Purchasers 117

12 Asking Questions – the Diagnosis

Part I: The doctor/patient relationship 129

Part II: The fallacy of open and closed questions 135

Part III: Clarity using Problem Maps™ 138

Part IV: Problems and solutions are not enough 145

13 When It’s Time to Talk 155

14 Objections and Concerns 165

15 Traditionally It’s Called Closing 175

16 Following Up – Continuing the Relationship 185

Epilogue 191

Index 195

Über Autor(innen)

Frustrated at the way the traditional methods of selling are being taught and conducted within the workplace, Grant Leboff formalised his own sales philosophy Sales Therapy, a new sales methodology for the 21st Century. As the Managing Director of two companies, Leboff puts what he says into practice, every day. Phone Intelligence Ltd is a business-to-business telemarketing company. Its services include market research, appointment making and lead generation as well as training and consultancy in the telemarketing arena. The Intelligent Sales Club Ltd provides sales and marketing support to business owners through seminars, training and resource materials. It also provides consultancy helping companies build brands, refine their sales message and approach, and determine their best routes to market. Grant Leboff spends a significant amount of time giving talks about sales and marketing for a variety of business groups. He is also a regular contributor to many business magazines and newspapers.