Successful Selling Solutions
Overview
Many books simply list prescribed techniques and leave the reader to interpret them. What makes this book different is that it provides clear, practical advice on every aspect of making a sale, but you’ll also find much more: templates, tables, exercises and stimulating ideas to develop your sales techniques and monitor your progress in each particular sale. Every chapter ends with a summary, key points and coaching advice on developing a particular part of the sales cycle.
If you’ve ever found yourself thinking ‘How can I be sure to maximise my chances of success?’ – this book is for you.
Book Details
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Content
Introduction
- Factors that will affect your level of success
- Topic reference table
- Coaching
- Glossary of sales terms
Chapter one: Preparation and sales development
- Introduction
- Your products and your competitors
- Recording sales-call information
- Forecasting future sales
- Other sales models
Chapter two: Targeting new accounts
- Background information on a target account
- Differentiating yourself from your competitors
- Written introduction techniques
- Examples of introductory letters 54
Chapter three: Telephone and personal introductions
- Introductory telephone techniques
- Cold calling on the telephone
- Overcoming objections on the telephone
- Common telephone objections
- Key questions
Chapter four: Turning interest into commitment
- Questioning and listening
- Having a structure
- Advanced questioning techniques
Chapter five: Developing a sale correctly
- Ensuring that you have ‘genuine’ commitment
- Presenting the benefits of your solution
- Other sales development factors 118
- Presentations and demonstrations
- Preparing presentation material
- Informal and formal presentations
- You – the presenter
- Establishing that you are at the proposal stage
- Difference between quotations, proposals and tenders
- Structuring a quotation and a proposal
- Proposal to IT Marketing Limited
Chapter eight: Negotiation
- Bargaining or negotiation?
- Setting out your objectives
- The principles of negotiation
- Understanding the person you are selling to 187
- Different types of ‘Close’
- Buying signals and overcoming objections
- Good closing techniques
Chapter ten: Managing your accounts and your sales performance
- Managing target accounts and relationships
- Developing an account strategy
- Gaining an advantage
- Analysing your sales performance