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Successful Selling Solutions

This book goes beyond mere sales techniques: using self-assessment models, it shows you how to monitor your progress in an actual sales project against where you need to be and includes templates, tables and exercises.


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GBP 14.99
EUR 17.99
USD 24.95

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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.


  1. Preparation and sales development
  2. Targeting new accounts
  3. Telephone and personal introductions
  4. Turning interest into commitment
  5. Developing a sale correctly
  6. The presentation
  7. The sales proposal
  8. Negotiation
  9. Closing the sale
  10. Managing your accounts and your sales performance
  11. The 10 do’s and don’ts of selling


‘Innovative and extremely beneficial to our performance both in terms of skill sets but particularly in increasing confidence levels within our teams of sales people.’

Andrew Pendrigh, Director, James McNaughton Group

‘One of those rare people in sales… knows what has made him successful and is able to transfer these skills to others.’
Andrew Mills, Sales Director, Applied Optical Technologies

‘Julian Clay is a master of the selling process. By coupling powerful questioning techniques with his sales forecasting method we have revolutionised our sales process.’

Lawrie Siteman, Managing Director, IDS Group

The author

Julian Clay is a Management Consultant specialising in selling techniques. After a successful career with Kodak, he developed his own consultancy. His clients have included the James McNaughton Group, ICI, Racal, Gillette and Novartis. He is co-author of The Sales Manager’s Desktop Guide, also published by Thorogood.

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Paperback ISBN-10: 1 85418 242 0
ISBN-13: 978 185418242 5
Pages: 272
GBP 14.99
EUR 17.99
USD 24.95
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Hardback ISBN-10: 1 85418 298 6
ISBN-13: 978 185418298 2
Pages: 272
GBP 22.99
EUR 27.99
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