Coffee''s for Closers - The Best Real Life Sales Book You''ll Ever Read

Informationen zum Autor TONY MORRIS has over 22 years of success in B2B and B2C sales. He has trained over 36,000 sales professionals in 43 different industries. He is the Founder of Tony Morris International, a leading sales training organisation, and an international communications speaker, speaking at sales kick off conferences in 31 countries. His passion is helping transform the mindset of salespeople and improving their skills, to exceed their sales goals. Klappentext Practical, real-world sales advice you can apply immediately to improve your numbersIn Coffee's For Closers: The Best Real Life Sales Book You'll Ever Read, veteran sales leader and coach Tony Morris delivers a can't-miss, hands-on guide to becoming the best salesperson you can be. This is not a book filled with high-level theories - rather it is a book that offers innovative and easy-to-understand sales techniques you can apply immediately and integrate into your daily life as a salesperson.In the book, you'll explore tried-and-true, step-by-step tutorials on getting past gatekeepers, cold-calling, questioning, listening to customers, and crafting airtight proposals. You'll also find:* Expert tips on gaining commitment and closing, as well as advice on how to handle prospects' objections and stalling tactics* Ways to generate leads, build rapport with customers, prepare for your next sales call, and even manage your time wisely* Strategies for handling rejection - a frequently encountered experience for every salespersonA practical blueprint for sales success that is heavily informed by real-world experience and commonsense, Coffee's For Closers will become one of those essential resources you rely on to inform your everyday approach to sales. Zusammenfassung Practical, real-world sales advice you can apply immediately to improve your numbersIn Coffee's For Closers: The Best Real Life Sales Book You'll Ever Read, veteran sales leader and coach Tony Morris delivers a can't-miss, hands-on guide to becoming the best salesperson you can be. This is not a book filled with high-level theories - rather it is a book that offers innovative and easy-to-understand sales techniques you can apply immediately and integrate into your daily life as a salesperson.In the book, you'll explore tried-and-true, step-by-step tutorials on getting past gatekeepers, cold-calling, questioning, listening to customers, and crafting airtight proposals. You'll also find:* Expert tips on gaining commitment and closing, as well as advice on how to handle prospects' objections and stalling tactics* Ways to generate leads, build rapport with customers, prepare for your next sales call, and even manage your time wisely* Strategies for handling rejection - a frequently encountered experience for every salespersonA practical blueprint for sales success that is heavily informed by real-world experience and commonsense, Coffee's For Closers will become one of those essential resources you rely on to inform your everyday approach to sales. Inhaltsverzeichnis Foreword xvii Preface xxi About the Author xxv 1 Introduction to Sales 1 Do Not Listen to Respond, Listen to Learn 4 Asking Intelligent Questions 4 Mindset 5 The Lesson 7 The Whale 8 Tenacity 18 Why Do People Buy? 25 2 It Is Not Just About the Destination 29 3 Give, and You Shall Gain 37 4 Every Second Counts 43 5 Preparation 51 Preparation for a Call 57 The A-Z of Success 61 Prepare for a Meeting 71 6 My Best Sales Lesson Yet 77 7 Motivation 91 Reflect on Past Triumphs 99 8 Building Rapport 105 What Is Rapport? 105 Using Keywords 114 The Two Golden Rules of Rapport 116 9 Who Is Your Ideal Client? 123 Building Your Hit List 128 Strateg...

List of contents

Foreword xvii
 
Preface xxi
 
About the Author xxv
 
1 Introduction to Sales 1
 
Do Not Listen to Respond, Listen to Learn 4
 
Asking Intelligent Questions 4
 
Mindset 5
 
The Lesson 7
 
The Whale 8
 
Tenacity 18
 
Why Do People Buy? 25
 
2 It Is Not Just About the Destination 29
 
3 Give, and You Shall Gain 37
 
4 Every Second Counts 43
 
5 Preparation 51
 
Preparation for a Call 57
 
The A-Z of Success 61
 
Prepare for a Meeting 71
 
6 My Best Sales Lesson Yet 77
 
7 Motivation 91
 
Reflect on Past Triumphs 99
 
8 Building Rapport 105
 
What Is Rapport? 105
 
Using Keywords 114
 
The Two Golden Rules of Rapport 116
 
9 Who Is Your Ideal Client? 123
 
Building Your Hit List 128
 
Strategic Alliances 129
 
How to Be Seen as the Expert in Their Field 132
 
10 Getting Past the Gatekeepers 139
 
Voice Mails 144
 
11 Smart Calling 147
 
Funnelling Process 157
 
12 Direct Marketing 159
 
13 I Only Have Capacity for Seven Clients 171
 
14 Questioning 183
 
Tag- On Questions 187
 
Statement Question 188
 
Opinion Question 188
 
Replay Question 188
 
Clarification Question 189
 
Future Pace Question 189
 
Pain Questions 190
 
Benchmarking Question 191
 
Decision- Maker Questions 191
 
Thought- Provoking Questions 192
 
Discovery Questions 193
 
Why Do We Ask Closed- Ended Questions? 194
 
15 Listening 195
 
A Smart Salesperson Listens to Emotions, Not Facts 195
 
Limit the Time You Speak 196
 
Reflective Listening 196
 
Tag- On Questions 197
 
Improving Active Listening Skills 199
 
Opportunity Antenna 201
 
Listening to What Is 'Not' Shared 202
 
Listen to Learn 206
 
16 As Nike Says, 'Just Do It' 209
 
17 Conducting a Meeting 213
 
18 Proposals 219
 
19 Selling with NLP 223
 
What Is NLP? 223
 
How People Buy 228
 
NLP Epistemology - The Communication Model 229
 
Internal Representation 229
 
Selling to Visual Learners 233
 
Selling to Auditory Learners 234
 
Selling to Kinaesthetic Learners 234
 
Selling to a Group 235
 
20 Handle the Person, Not the Objection 239
 
Why Do You Think People Object? 240
 
What Do We Do if the Client Has an Objection? 241
 
Market Is Not Good at the Moment (Property) 242
 
Bad Experience 243
 
Need to Speak to My Partner 244
 
I Am Happy with My Current Supplier 245
 
Your Product Is too Expensive 249
 
Send Me Information 250
 
Your Competitor, Who Is Very Similar to You, Is Cheaper 251
 
21 Positive Words and Language 253
 
22 Lead Generation 259
 
Lead Generation Ideas If You Work in Recruitment 263
 
Pipeline 264
 
23 Gaining Referrals 267
 
24 FAB Selling 275
 
25 Cross- Selling and Upselling 283
 
Create the Need and Fill It 285
 
26 Handling Rejection 289
 
27 Six Components of Success 293
 
Talent 294
 
28 Negotiations 297
 
Rule 1 300
 
Rule 2 302
 
Rule 3 302
 
Rule 4 303
 
Rule 5 304
 
Rule 6 305
 
Rule 7 305
 
Rule 8 306
 
Rule 9 306
 
Sell the Difference 307
 
29 Time Management 309
 
Unn

Product details

• Authors: T Morris, Tony Morris, Morris Tony
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Hardback
• Released: 13.04.2023
• EAN: 9780857089557
• ISBN: 978-0-85708-955-7
• No. of pages: 400
• Subjects: Social sciences, law, business > Business > Management; Marketing, Verkauf, Verkaufen, Business & management, sales management, Wirtschaft u. Management, Marketing & Sales, Marketing u. Vertrieb, Training u. Personalentwicklung, Training & Development, Verkaufsleitung