Selling for Dummies - 2nd Edition

Informationen zum Autor Tom Hopkins is a bestselling author and world-renowned sales trainer. Ben Kench is a business coach! motivational speaker and sales trainer who specialises in business growth. Klappentext Get a handle on the most up-to-date selling strategies and techniques that will help you grow your business.Are you looking to enter the world of sales! or are you looking for new tips and tactics to expand your business? Selling For Dummies gives you the latest information on how to research your prospects! master the steps of the sales process! follow up with happy customers! and much more. This straight-talking guide helps you develop the sales! communication! and negotiating skills you need to deliver successful presentations! win and retain customers! and get the results you want.* Discover what selling is - and isn't!* Find out how knowing your clients sets you apart from the rest and helps you get to 'yes'* Use the seven steps of the selling cycle to score appointments! make a good impression! give winning presentations! address client concerns! close sales and more* Get valuable tips on how to follow up and build a long-term relationship with clients* Learn how you can sell well in any economy Zusammenfassung Get a handle on the most up-to-date selling strategies and techniques that will help you grow your business.Are you looking to enter the world of sales, or are you looking for new tips and tactics to expand your business? Selling For Dummies gives you the latest information on how to research your prospects, master the steps of the sales process, follow up with happy customers, and much more. This straight-talking guide helps you develop the sales, communication, and negotiating skills you need to deliver successful presentations, win and retain customers, and get the results you want.* Discover what selling is - and isn't!* Find out how knowing your clients sets you apart from the rest and helps you get to 'yes'* Use the seven steps of the selling cycle to score appointments, make a good impression, give winning presentations, address client concerns, close sales and more* Get valuable tips on how to follow up and build a long-term relationship with clients* Learn how you can sell well in any economy Inhaltsverzeichnis Introduction 1Part I: Laying a Solid Foundation for Selling 9Chapter 1: Selling Is All Around You 11Chapter 2: Working Through the Seven-Step Selling Cycle 23Chapter 3: Selling and Your Mindset for Success 37Part II: Doing Your Homework before You Sell a Thing 55Chapter 4: Understanding Your Potential Clients 57Chapter 5: Knowing Your Product 91Chapter 6: Making Technology Your Friend 99Part III: The Anatomy of a Sale 111Chapter 7: Finding the People Who Want What You Sell 113Chapter 8: Arranging Appointments That Stick 131Chapter 9: Building Relationships and Gathering Information to Ensure Success 145Chapter 10: Making Winning Presentations 169Chapter 11: Handling Client Objections 191Chapter 12: Winning the Business and Closing the Sale 205Chapter 13: Getting Referrals from Your Present Clients 221Part IV: Growing Your Business 233Chapter 14: Following Up and Keeping in Touch 235Chapter 15: Managing Your Time Efficiently 253Chapter 16: Partnering Your Way to Success 275Part V: You Can't Win 'Em All: Keeping the Faith in Sales 283Chapter 17: Staying Focused and Positive 285Chapter 18: Setting Goals to Stay Focused 297Chapter 19: Selling in a Challenging Economy 309Part VI: The Part of Tens 321Chapter 20: The Ten Biggest Sales Mistakes to Avoid 323Chapter 21: Ten Strategies for Improving Your Selling 329Index 335 ...

List of contents

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 to Ensure 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 in Sales 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

Product details

• Authors: B Kench, Ben Kench, Kench Ben
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Paperback / Softback
• Released: 18.01.2013
• EAN: 9781118489437
• ISBN: 978-1-118-48943-7
• No. of pages: 366
• Series: For Dummies; For Dummies
• Subjects: Non-fiction book > Politics, society, business > Business administration, companies; Social sciences, law, business > Business; Verkauf, Business & management, sales management, Wirtschaft u. Management, Verkaufsleitung