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Eighty percent of all sales are made by just twenty percentof sales people. What's surprising to discover is that those top professionals perform only a bit better than their peers in certain critical areas. By excelling in these capabilities, you can earn money faster, have more success, and gain greater career satisfaction than you ever thought possible.In this compact and convenient guide, sales trainer extraordinaire Brian Tracy reveals how anyone can get that winning edge. He shares 21 tried-and-true techniques to:
- Set clear goals and achieve them
- Develop a sense of urgency and make every minute count
- Stay motivated
- Know your products inside and out
- Analyze your competition
- Identify competitive advantage
- Develop your sales strategy
- Find and quickly qualify prospects
- Create rapport early and build trust
- Understand the three keys to persuasion
- Master the elements of an effective presentation
- Use the power of suggestion
- Establish 'megacredibility'
- Overcome the six major objections
- Ask for action
- Advance your career by following up
Packed with proven strategies and priceless insights, this handy little book will help you take your sales game to unprecedented new heights.
Table des matières
CONTENTS
Introduction 1
1 Become Brilliant on the Basics 7
2 Stay Enthusiastic 13
3 Personal Management Skills: The Inner Game 20
4 Personal Management Skills: The Outer Game 25
5 Develop Excellent Product Knowledge 32
6 Analyze Your Competition 36
7 Develop Competitive Advantage 41
8 Develop an Effective Sales Strategy 46
9 Prospect Like a Professional 52
10 Qualify Your Prospects 58
11 The Friendship Factor 63
12 Three Keys to Persuasion 68
13 Make Effective Presentations 73
14 Practice the Power of Suggestion 77
15 Establish Megacredibility 82
16 Handle Objections Effectively 87
17 Ask the Customer to Take Action 92
18 Provide Excellent Customer Service 97
19 Keep Customers for Life 102
20 Manage Your Time Effectively 107
21 There Are No Limits! 112
Index 117
A propos de l'auteur
BRIAN TRACY is the Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. One of the top business speakers and authorities in the world today, he has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the United States and more than 60 countries worldwide. He has written 55 books and produced more than 500 audio and video learning programs on management, motivation, and personal success.
Résumé
The performance difference between the top salespeople in the world and the rest is smaller than you may think. Learn where you can elevate your game today and reach unprecedented new heights.
