Sales Success

Special
ISBN: 978-0-8144-4919-6
Verlag: HARPERCOLLINS LEADERSHIP

Buch, Englisch, 112 Seiten, Format (B × H): 113 mm x 165 mm, Gewicht: 161 g

Reihe: Brian Tracy Success Library

Eighty percent of all sales are made by just twenty percentof sales people. What’s surprising to discover is that those top professionals perform only a bit better than their peers in certain critical areas. By excelling in these capabilities, you can earn money faster, have more success, and gain greater career satisfaction than you ever thought possible.In this compact and convenient guide, sales trainer extraordinaire Brian Tracy reveals how anyone can get that winning edge. He shares 21 tried-and-true techniques to: - Set clear goals and achieve them - Develop a sense of urgency and make every minute count - Stay motivated - Know your products inside and out - Analyze your competition - Identify competitive advantage - Develop your sales strategy - Find and quickly qualify prospects - Create rapport early and build trust - Understand the three keys to persuasion - Master the elements of an effective presentation - Use the power of suggestion - Establish ‘megacredibility’ - Overcome the six major objections - Ask for action - Advance your career by following upPacked with proven strategies and priceless insights, this handy little book will help you take your sales game to unprecedented new heights.

Autoren/Hrsg.

Tracy, Brian

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Betriebswirtschaft: Theorie & Allgemeines

Inhaltsverzeichnis

CONTENTS Introduction 1 1 Become Brilliant on the Basics 7 2 Stay Enthusiastic 13 3 Personal Management Skills: The Inner Game 20 4 Personal Management Skills: The Outer Game 25 5 Develop Excellent Product Knowledge 32 6 Analyze Your Competition 36 7 Develop Competitive Advantage 41 8 Develop an Effective Sales Strategy 46 9 Prospect Like a Professional 52 10 Qualify Your Prospects 58 11 The Friendship Factor 63 12 Three Keys to Persuasion 68 13 Make Effective Presentations 73 14 Practice the Power of Suggestion 77 15 Establish Megacredibility 82 16 Handle Objections Effectively 87 17 Ask the Customer to Take Action 92 18 Provide Excellent Customer Service 97 19 Keep Customers for Life 102 20 Manage Your Time Effectively 107 21 There Are No Limits! 112 Index 117

Über Autor(innen)

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

Brian Tracy is the Chairman and CEO of Brian Tracy Inter-national, a company specializing in training and development. One of the top business speakers and authorities in the world today, he has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the United States and more than 60 countries worldwide.