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Informationen zum Autor KEN LANGDON has worked for many major computer companies world-wide, including Hewlett Packard and DEC, and is presently the non-executive chairman for SofTools, a supplier of electronic Integrated Support Systems, and Glenhurst Ltd, an air conditioning supplier and contractor. Ken is a prolific writer whose books include Key Accounts are Different and a contribution to the The FT Handbook of Management , as well as several books in Capstone's Smart and Express Exec and 100 Greatest Ideas series. Klappentext Die Geheimnisse der weltweit besten Verkaufsgenies - Jim Cowden enthüllt sie in diesem einzigartigen Buch! Es ist eine Sammlung der 100 besten Verkaufstipps, Ideen und Praktiken von über Tausend erfahrenen Verkäufern und Vertriebsleitern, professionellen Einkäufern und Führungskräften, die mit der Budgetierung größerer Ausgaben betraut sind. Viele der hier aufgeführten Ideen sind zwar nicht immer hundertprozentig ernst gemeint, kommen aber aus einer Vielzahl von Branchen und haben eines gemeinsam: Sie stammen aus der Praxis und ihr Erfolg ist unbestritten.Kennen Sie z.B. die 8 besten Möglichkeiten, an Empfangsdamen und Sekretärinnen vorbei zu kommen, die 6 besten Tipps, die Konkurrenz auszutricksen, die 5 besten Wege, Unentschlossenen zur Kaufentscheidung zu verhelfen, ohne dass sie es überhaupt merken, die 7 besten Methoden zu schummeln, ohne aufzufallen, die 4 besten Techniken, die Angst des Kunden so zu schüren, dass er schließlich doch kauft? Wenn Sie alle diese Fragen mit "Nein" beantwortet haben, dann wird es höchste Zeit, dass Sie die Maschen der Profis kennenlernen - damit Ihre Verkaufszahlen Ihnen nie mehr schlaflose Nächte bereiten. Zusammenfassung The secrets of the real sales wizards are revealed in this inspirational book. Never again will you have that feeling of just missing a sale. Here are 100 failsafe techniques for driving your sales up and up and smashing your targets. Inhaltsverzeichnis Background. Introduction. Contributors. The Top Two Greatest Sales Ideas of All Time and Five that Make Them Useable, Plus the Start to Selling Value. Idea 1 - Never interrupt a customer to make a point. Idea 2 - Focus on milestones and progress targets. Idea 3 - ABC: Always Be Closing. Idea 4 - STEP: Signal The End Point. Idea 5 - SMART: Stretching, Measurable, Achievable, Related to the customer and Time-targeted. Idea 6 - Listen to and learn from other people's jargon. Idea 7 - Understanding the real need. Idea 8 - Remember that nobody said life was easy. Idea 9 - Start thinking about selling value. The Ten Greatest Sales Ideas for Creating Interest. Idea 10 - Use surprise to demonstrate technological excellence. Idea 11 - Use surprise to get people to read your mailshot. Idea 12 - Keep your marketing up to date with real trends. Idea 13 - Follow the right fads. Idea 14 - Use technological progress in every part of your marketing effort. Idea 15 - Make sure new products fit the brand name. Idea 16 - Make your friends your customers. Idea 17 - The old ones are sometimes the best ones. Idea 18 - Use your own money to sell your goods. Idea 19 - Use channels. The Ten Greatest Sales Ideas for Establishing Need. Idea 20 - Avoid a major gaffe. Idea 21 - Ask your customers about their business case. Idea 22 - Think like a fish. Idea 23 - Don't push if he doesn't want it. Idea 24 - Make the product irrelevant to the sale. Idea 25 - Don't miss the main need. Idea 26 - Use endorsements. Idea 27 - Make sure you want as well as need the business. Idea 28 - Where there is a need there is an opportunity. Idea 29 - As a last resort take action to create the need. The Seven Greatest Sa...
Table des matières
Background.
Introduction.
The Top 2 Greatest Sales Ideas of all time and 5 that make them useable, plus the start to selling value.
The 10 Greatest Sales Ideas for Creating Interest.
The 10 Greatest Sales Ideas for establishing need.
The 7 Greatest Sales Ideas for Selling through an Agreed Basis of Decision.
The 8 Greatest Sales Ideas for presenting your case.
The 5 Greatest Sales Ideas for Remembering that There is Always a Way.
The 4 Greatest Sales Ideas for Selling in a Small Retail Outlet.
The 6 Greatest Sales Ideas for Dealing with Difficult Products and Markets.
The 7 Greatest Sales Tips for Salespeople.
The 6 Greatest Sales Ideas for planning a complex sale.
The 4 Greatest Sales Ideas for Qualifying out proactively.
The 3 Greatest Sales Ideas for Closing the Deal Softly, Softly.
10 Greatest ideas for implementing account management.
The 10 Greatest Sales Tops for Sales Managers.
Contributors.
Index.
