Sales Mind

Informationen zum Autor Helen Kensett Klappentext We're all selling something every day, whether at work or closer to home. But with advanced technology and mass competition, it's never been harder to capture people's attention. That's why we need to develop our sales mind: mastering our innate selling skills will help us cut through the noise in any situation.Drawing on the wisdom of psychology, mindfulness and cultural history, as well as a lifetime in sales, Helen Kensett has created 48 beautifully illustrated tools to help you:- become more focused, and develop a more mindful approach - gather crucial knowledge about your buyer, market and what you're selling - identify and communicate clearly the key aspects of your pitch- up your creativity, generate the best ideas and close the deal. From quick tricks for getting focused to simple skills like writing killer emails, Sales Mind is full of practical tools, real world tips and psychological insights to help you improve your selling at every step.48 tools, tips and psychological insights to help you step up your selling. Zusammenfassung We're all selling something every day, whether at work or closer to home. But with advanced technology and mass competition, it's never been harder to capture people's attention. That's why we need to develop our sales mind: mastering our innate selling skills will help us cut through the noise in any situation.Drawing on the wisdom of psychology, mindfulness and cultural history, as well as a lifetime in sales, Helen Kensett has created 48 beautifully illustrated tools to help you:- become more focused, and develop a more mindful approach - gather crucial knowledge about your buyer, market and what you're selling - identify and communicate clearly the key aspects of your pitch- up your creativity, generate the best ideas and close the deal. From quick tricks for getting focused to simple skills like writing killer emails, Sales Mind is full of practical tools, real world tips and psychological insights to help you improve your selling at every step. Inhaltsverzeichnis PART I: THE GROUNDWORK1. Meet Your Sales Mind 2. The Brain: A Seller's Guide PART II: THE TOOLS3. The Seller Mindshift 4. To See 5. To Think 6. To Improve 7. Closing the Sale Concluding Thoughts Bibliography Acknowledgements THE 48 TOOLSThe Seller MindshiftTool 1: Strengthen the Mind 44Tool 2: Detox the Mind 48Tool 3: Load the Mind 49Tool 4: The Pen 55To SeeTool 5: Four Things 63Tool 6: ABI Organisational 68Tool 7: ABI Personal 74Tool 8: The Passive Buyer Impression 83Tool 9: De-chunk 91Tool 10: What and Why 95Tool 11: The Edge 98Tool 12: Three Buckets 99To Think: Synthesising Your SellTool 13: The Bow Tie 111Tool 14: In Their Shoes 116Tool 15: Ethos, Pathos, Logos 116Tool 16: The Hook 124Tool 17: The Stretch 130Tool 18: The Magnify 134Tool 19: Think Big and Small 138Tool 20: The POV 142To Think: Communicating Your SellTool 21: The Story Star 150Tool 22: The Reality Check 154Tool 23: What You're Not 155Tool 24: Three Steps 160Tool 25: Get Physical 165Tool 26: The Metaphor 168Tool 27: Spice It Up 168Tool 28: Do, Doing, Done 174Tool 29: The Killer Subject Line 178Tool 30: The Squeeze 183Tool 31: The Them Scale 188Tool 32: The Emotional Scale 189Tool 33: Draw It: Three Steps 196Tool 34: Draw It: Them 197To ImproveTool 35: The Shark's Teeth 211Tool 36: The Coil 214Tool 37: The Spider Brief 220Tool 38: Sketch Your Brief 221Tool 39: Access the Feeler: Three Things 226Tool 40: Unlimited Budget 227Tool 41: What's Now? 232Tool 42: Find Your Third Place 233Tool 43: Up the Tempo 238Tool 44: Look Up 239Tool 45: Access the Feeler: Pens at the Ready 244Tool 46: The Reality Scale 245Closing the SaleTool 47: The Ladder 253Tool 48: Taste It 261...

Product details

• Authors: Helen Kensett
• Assisted by: Kat Leuzinger (Illustration)
• Publisher: Profile Books
• Languages: English
• Product format: Hardback
• Released: 04.02.2016
• EAN: 9781781256312
• ISBN: 978-1-78125-631-2
• No. of pages: 272
• Dimensions: 115 mm x 185 mm x 25 mm
• Subject: Social sciences, law, business > Business > Advertising, marketing