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Informationen zum Autor Roger Brooksbank PhD is an internationally known author and speaker with extensive experience as a sales manager, marketing director and business owner.Learn from an expert in 52 easy lessons how to get that sale, from opening to closing! With an accompanying CD, this is a handy carry-in-the-pocket guide to top selling techniques. Zusammenfassung Learn from an expert in 52 easy lessons how to get that sale, from opening to closing! With an accompanying CD, this is a handy carry-in-the-pocket guide to top selling techniques. Inhaltsverzeichnis : Meet the author : Only got a minute? : Introduction : Acknowledgements : Ch 1 Opening-phase selling skills : 1 Go through a set-up routine : 2 Project your professionalism : 3 Do the handshake one-two-three-four : 4 Introduce your company as a ‘perfect partner’ : 5 Build STAR-quality rapport : 6 Qualify your customer : 7 Take control of your selling space : 8 Use an appropriate attention-grabber : 9 Set an agenda : 10 Size up your customer : Ch 2 Interviewing-phase selling skills : 11 Ask plenty of open-style questions : 12 Trigger your customer’s imagination : 13 Use closed questions with pinpoint precision : 14 Employ the SPOTS interviewing framework : 15 Mirror the customer’s ‘personal vocabulary’ : 16 Signal your questions : 17 Listen actively : 18 Read your customer’s body language : 19 Provide information-affirmation : 20 Keep control of the interview : Ch 3 Matching-phase selling skills : 21 Apply the SELL formula : 22 Sell matching benefits : 23 Demonstrate your benefits : 24 Translate benefits into pounds and pence : 25 Substantiate your claims : 26 Master the art of storytelling : 27 Handle your product with pride : 28 Power-pack your benefits : 29 Know when and how to mention the competition : 30 Sell your secret weapon : Ch 4 Closing-phase selling skills : 31 Tune in to buying signals : 32 Trial close after a weak buying signal : 33 Full close after a strong buying signal : 34 ‘Manufacture’ a close : 35 Deploy the summary-of-benefits close : 36 Perfect the art of silence : 37 Help your customer to make up their mind : 38 Cultivate the right closing vocabulary : 39 Ensure the sale is properly CLOSED : 40 Time your exit : Ch 5 Objection-handling-phase selling skills : 41 Condition yourself positively to objections : 42 Pre-handle predictable objections : 43 Play CATCH with every objection raised : 44 Flush out the real objection : 45 Use arithmetic to handle price objections : 46 Seek out your customer’s advice : 47 Trade a minor price concession : 48 Use the ATTACK formula : 49 Resort to a tactic of last resort : 50 Bring your customer back down the mountain : Where to from here? : Selling skills self-assessment questionnaire : Postscript: a code of ethics for the professional salesperson : Index ...
