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Sales
An Effective New Sales Program for Finding New Prospects, Uncovering Their Needs, and Writing Their Orders
You are a professional salesperson. And to improve your closing ratio, you must gain access to the right people, at the time they want to hear you, with the message they want to hear--every day.
Sales Techniques is filled with insightful, proven concepts, tools, and techniques for delivering superior numbers to your company by first delivering compelling value to your customers. Whatever your product or service, this newest addition to McGraw-Hill's hands-on, results-focused Briefcase Books series will arm you with:
Step-by-step strategies for successfully implementing the all-new IMPACT Selling System TM
Powerful qualifying questions to determine whether someone is a buyer or a tire-kicker
10 ways to position yourself more effectively, and 6 common but fatal mistakes
While breakthrough success in sales is extraordinarily difficult to achieve, the rules can be remarkably straightforward. Let Sales Techniques introduce you to those rules, and provide you with distinctive, up-to-date ideas and strategies for using them to consistently turn prospects into buyers.
Briefcase Books are written specifically for today's busy professional. Each book features eye-catching icons, checklists, and sidebars to guide professionals step-by-step through everyday workplace situations. Look for these innovative design features to help you navigate through each page:
Clear definitions of key selling terms and jargon
Ideas for intelligent management of your sales effort
How-to hints for effective, results-oriented sales
Advice for minimizing selling errors
Early warning signs of sales efforts going awry
Examples of sales success from numerous industries
Boxes where you'll find specific sales techniques and procedures
About the author
William (Bill) T. Brooks (Greensboro, NC) is the founder and CEO of The Brooks Group, an internationally recognized consulting firm with such clients as BMW, Hewlett-Packard, Volvo Trucks of North America, and Chase Automotive Finance. He is one of the world's leading experts in the fields of business growth, sales, and sales management. He delivers more than 150 keynote speeches annually to sales organizations.
Summary
Presents a sales program for finding new prospects, uncovering their needs, and writing their orders. This book offers definitions of key selling terms and jargon; ideas for intelligent management of your sales effort; how-to hints for effective, results-oriented sales; and advice for minimizing selling errors.
