Efnisyfirlit

• Contents at a Glance
• Table of Contents
• Introduction
  • About This Book
  • Conventions Used in This Book
  • What You’re Not to Read
  • Foolish Assumptions
  • How This Book Is Organised
  • Icons Used in This Book
  • Where to Go from Here
• Part I: Laying a Solid Foundation for Selling
  • Chapter 1: Selling Is All Around You
    • Understanding What Selling Is
    • Identifying Key Selling Methods
    • Appreciating What Selling Skills Can Do for You
  • Chapter 2: Working Through the Seven-Step Selling Cycle
    • Step1: Prospecting Effectively
    • Step 2: Qualifying Your Prospect and Making Appointments
    • Step 3: Building Relationships
    • Step 4: Delivering Your Sales Presentation
    • Step 5: Handling Objections
    • Step 6: Winning the Business
    • Step 7: Getting Referrals
  • Chapter 3: Selling and Your Mindset for Success
    • Making Sure You Get Job Satisfaction
    • Thinking of Your Job as a Hobby
    • Becoming a Lifelong Student of Selling
    • Rome Wasn’t Built in a Day: Understanding Your Development Process
    • Knowing How to Sell What Your Customers Want to Own
• Part II: Doing Your Homework before You Sell a Thing
  • Chapter 4: Understanding Your Potential Clients
    • Understanding Why Research Is Important
    • Getting to Know Your Clients Inside and Out
    • Working with Different Types of Buyer
    • Being Aware of Unique Cultural Needs
    • Responding to Your Clients’ Fears
    • Choosing Your Words Wisely
    • Becoming a Better Listener
  • Chapter 5: Knowing Your Product
    • Knowing What You Need to Know about Your Product
  • Chapter 6: Making Technology Your Friend
    • Readjusting Your Perceptions about Technology
    • Using Technology to Make Your Life Less Complicated (Not More)
• Part III: The Anatomy of a Sale
  • Chapter 7: Finding the People Who Want What You Sell
    • Knowing Where to Start Looking for Prospects
    • Finding the Right People: Proven Prospecting Strategies
  • Chapter 8: Arranging Appointments That Stick
    • Getting the Basics Right
    • Reaching Your Prospects by Telephone First
    • Putting Mail, Email and Face-to-Face Interactions to Work for You
    • Getting to the Elusive Decision-Maker
  • Chapter 9: Building Relationships and Gathering Information to Ensure Success
    • Making a Good First Impression at Your Meeting
    • Establishing Rapport with Your Potential Clients
    • Fact-finding: Asking the Right Questions
    • Knowing How to Approach Prospects in a Retail Setting
  • Chapter 10: Making Winning Presentations
    • Getting More Than a Foot in the Door
    • Knowing How to Present More Effectively
    • Letting the Product Be the Star
    • Mastering the Art of Visuals
    • Demonstrating Products to Your Prospective Clients
    • Presenting Intangible Goods
    • Avoiding Nightmare Presentations
  • Chapter 11: Handling Client Objections
    • Understanding What Clients Are Really Saying
    • Addressing Your Prospects’ Concerns with Some Simple Strategies
    • Knowing the Do’s and Don’ts of Objection Handling
    • Handling Objections in Six Easy Steps
  • Chapter 12: Winning the Business and Closing the Sale
    • Knowing When to Ask for the Order
    • Recognising That Sometimes All You Need to Do Is Ask
    • Overcoming Your Prospect’s Hesitations and Fears
  • Chapter 13: Getting Referrals from Your Present Clients
    • Understanding Where, How and When Referrals Arise
    • Getting Referrals in Five Powerful Steps
    • Setting Up Meetings with Referrals
    • Aiming to Get Referrals Even When the Going Gets Tough
• Part IV: Growing Your Business
  • Chapter 14: Following Up and Keeping in Touch
    • Knowing When (And with Whom) to Follow Up
    • Paying Attention to What Your Clients Want from Follow-Ups
    • Recognising How to Follow Up
    • Remembering the Importance of Thankyou Notes and Gifts
    • Maximising Results from Your Follow-Ups
  • Chapter 15: Managing Your Time Efficiently
    • Investing Your Time Rather Than Spending It
    • Avoiding ‘Fluffy Time’ by Planning Thoroughly
    • Accounting for Your Time
    • Organising Your Workspace
    • Avoiding the Most Common Time Traps
    • Handling Physical Interruptions
  • Chapter 16: Partnering Your Way to Success
    • Knowing What You Want Before You Partner with Anyone
    • Arranging Joint Ventures
    • Benefiting from Affiliate Programmes
• Part V: You Can’t Win ’Em All: Keeping the Faith in Sales
  • Chapter 17: Staying Focused and Positive
    • Finding Out What Motivates You
    • Knowing What De-motivates You
    • Surveying Strategies for Overcoming Failure
    • Doing the Opposite of What Average Salespeople Do
    • Mixing Your Personal Life with Your Professional Life
  • Chapter 18: Setting Goals to Stay Focused
    • Setting Realistic and Effective Goals
    • Breaking Down Your Goals into Smaller Steps
    • Looking at Particular Types of Goals
    • Fulfilling Your Goals
    • Figuring Out What to Do When You Achieve Your Goals
  • Chapter 19: Selling in a Challenging Economy
    • Understanding the Economic Cycle
    • Spotting Thriving Economies
    • Smoothing Out the Dip with Technology
    • Keeping Your Clients Loyal
    • Finding the Upsides to Downturns
    • Staying Poised for Economic Recovery
• Part VI: The Part of Tens
  • Chapter 20: The Ten Biggest Sales Mistakes to Avoid
    • Misunderstanding Selling
    • Thinking You’re a Sales Natural
    • Talking Too Much and Not Listening Enough
    • Using Words That Kill Sales
    • Not Knowing When to Close the Sale
    • Not Knowing How to Close the Sale
    • Being Insincere
    • Failing to Pay Attention to Details
    • Letting Yourself Slump
    • Neglecting to Keep in Touch
  • Chapter 21: Ten Strategies for Improving Your Selling
    • Prepare Yourself
    • Be Disciplined
    • Rehearse, Perform and Critique Your New Skills
    • Make a Good First Impression
    • Quickly Determine Whether You Can Help Your Client
    • Give Every Presentation 110 Per Cent
    • Address Concerns Completely
    • Confirm Everything
    • Ask for the Decision
    • Tell Your Clients about Others
    • Make a Commitment to Lifelong Learning
• Index
• About the Authors

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