Sales Techniques (Briefcase Books Series)

by William T. Brooks, John Woods

Overview

Sales Techniques is an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal.

From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest addition to the popular Briefcase Books series will show salespeople how to organize their sales efforts, work successfully with today's more demanding customer base, efficiently and effectively close a sale, consistently follow up after the sale to encourage high-profit repeat business and referrals, and much more.

Product Details

ISBN-13:	9780071430012
Publisher:	McGraw Hill LLC
Publication date:	02/10/2004
Series:	Briefcase Books Series
Edition description:	New Edition
Pages:	208
Sales rank:	316,325
Product dimensions:	6.00(w) x 9.00(h) x 0.60(d)

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Table of Contents

	Preface	ix
	Acknowledgments	xv
1.	21st Century Selling	1
	What Is Sales All About?	1
	The 20 Biggest Errors in Selling	2
	The Seven Universal Rules for Sales Success	3
	The Universal Rules in Detail	4
	Sales as a Profession and Where You Fit In	13
	Checklist for Chapter 1	14
2.	Professional Selling: The Insider Secrets	15
	Selling's Biggest Success Secret Revealed	16
	The Five Characteristics of Qualified Prospects	16
	It's Not About When You Need to Make a Sale	20
	The Two Most Essential Components of Professional Selling	20
	The Importance of a Consistent Sales Approach	23
	The Six Principles That Can Guide Your Sales Career	25
	Checklist for Chapter 2	34
3.	Focus, Alignment, and Leverage	36
	It's All About Focus	37
	Clarify Your Focus	38
	Build Your Sales Philosophy	40
	Leverage Your Time, Talent, Resources, and Advantage	42
	Your Personal Sales Talent Audit	44
	Checklist for Chapter 3	46
4.	The Investigate Step (Part 1)--Positioning	48
	The Power of Personal Positioning	49
	10 Ways to Better Positioning	50
	Six Ways to Misposition Yourself	51
	How to Position Yourself as an Expert	53
	Dress, Style, and Image	54
	The Role of Self-Image and Positioning Yourself	56
	Checklist for Chapter 4	57
5.	The Investigate Step (Part 2)--Prospecting	59
	The Differences Between Suspects and Qualified Prospects	59
	The Three Most Essential Prospecting Principles	61
	What Are Your Chances?	63
	Six Ways to Stay Organized	66
	Approaching Your Prospects	67
	Where Do You Find Prospects?	67
	The Telephone	69
	Setting an Appointment	72
	Checklist for Chapter 5	74
6.	The Investigate Step (Part 3)--Pre-Call Planning	76
	Do Your Research	76
	Developing Internal Support	79
	Your Prospect's Internal Support Team	80
	Confirming Your Appointment	83
	Mentally Prepare	83
	Physically Prepare	85
	Preparation: Positioning, Prospecting, and Pre-Call Planning	86
	Checklist for Chapter 6	87
7.	The Meet Step: Engaging Your Prospect Face to Face	89
	Engaging Your Customers	89
	It's All About First Impressions	91
	Maximizing Trust	93
	Don't Dominate--Participate	93
	Putting It All Together	95
	Building a Bridge	98
	How to Cross the Bridge	99
	Checklist for Chapter 7	100
8.	The Probe Step: Asking Questions That Make the Sale	102
	Avoid the Fatal Flaw	102
	It All Starts with Listening	103
	How to Discover What Your Prospect Will Buy	105
	It's All About Solving Challenges	107
	How Do Your Features and Benefits Stack Up?	108
	Needs-Based Questions	110
	Objection-Based Questions	111
	14 Winning Questions	113
	Prepare Completely Before You Continue	114
	The Most Powerful Word You Can Use	115
	Checklist for Chapter 8	116
9.	The Apply Step: Making Your Product or Service Solve Problems	118
	Application-Based Selling vs. Demonstration-Based Selling	118
	Four Pointers That Guarantee Sales	119
	How to Apply the Principles Behind Application-Based Selling	123
	Four Proven Ways to Make a Better Presentation	127
	How to Present Your Price and Get It	129
	Price Pitfalls	130
	Some Sample Feedback Questions	134
	Checklist for Chapter 9	136
10.	The Convince Step: Making Your Prospect Believe	138
	Sales Is a Worthy Profession	138
	What People Believe Enough, They Act Upon	139
	Prove Your Claims	140
	Bring Your Own Witnesses	143
	Justify Your Price	147
	Relieve Your Prospect's Fear of Buying	148
	Checklist for Chapter 10	151
11.	The Tie-It-Up Step: Concluding and Closing	153
	Tie up the Sale, Not the Customer	153
	Negotiate the Conditions of the Sale	154
	Clear Away Objections	158
	Ask for the Order	160
	Reinforce and Cement the Sale	163
	Checklist for Chapter 11	166
12.	How to Build and Sustain Sales Momentum	168
	Motivation, Resilience, and Optimism	168
	The 10 Essential Success Truths in Professional Selling	169
	Checklist for Chapter 12	176
	Index	179