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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...
