The Secrets of Selling: How To Win In Any Sales Situation

Description

Want to beat your sales target? Buy this book. The new edition of this highly successful sales bible is full of practical tips, tricks and advice and now comes in a smaller, more accessible package.  The Secrets of Selling, 2nd edition covers all the key areas in a concise and snappy style and is easy to navigate - essential features for the time pressured modern sales professional. It covers the full range of situations that sales people at all levels will encounter, from how to size up your prospective client quickly, to the best time to mention your price. It has a genuinely practical approach - providing you with the tips, tricks and techniques that will help you improve your sales performance. This new edition has been completely revised and updated throughout. Key changes include:. Summaries, in the form of checklists included at each of the three sections.A chapter on Body Language, including new information on how to spot lying.New information on icebreakers in meetings.   Cover The Secrets of Selling Contents Acknowledgements Introduction: so what is this book about and how will it help you? Part 1 Sales meetings and sales proposals What to say in sales meetings Preparing for sales meetings The structure of a typical sales meeting Dealing with objections Closing How to assess the character of your prospect quickly and accurately How to make these judgements The most common reasons why people misjudge the characters of others Using emotion in selling Honestly Charm Using emotion correctly The emotions behind buying decisions Body language in sales meetings The importance of body language in selling Persuasive and non-persuasive body language What to look for in others How to write proposals The best way to write a proposal Management summary Introduction Your understanding of their requirements Your company’s suitability for the work The proposed way forward Costs Possible next steps Writing words that sell The rules for writing good English How to write case studies How to write one-page summaries Part 2 How to find new business Choosing your targets The theory behind finding new business Maximising the efficiency of your lead-searching The four main ways to find new business Finding new business through mailshots How to get good lists The message in your mailshot Knowing how many to send E-mailshots Measuring the success of mailshots The mailshot idea that usually fails Running newsletters Finding new business through seminars Attending other people’s seminars Speed-networking events Running your own seminars Alternatives to full-blown seminars Following up after seminars How to use the telephone for selling The secret to selling successfully on the phone The four possible responses to your call The words you should use Getting past gatekeepers Common issues when phoning Finding new business through partners The three types of partner How you make your partnerships effective? How to choose the right partners for you How to spot the partners you should avoid Keeping your partnerships healthy Part 3 Becoming a complete salesperson How to brand and advertise your company effectively How to create a brand Colours and branding Advertising How to choose a tagline How to place your adverts Dealing with advertising agencies Presentations, away-days and exhibitions The best ways to present Things to remember when you are preparing to present Things to remember when you are presenting How the size of the audience affect your presentation? Client away-days Managing an exhibition stand Follow it all up Getting the most from the media Getting articles into the press Finding journalists and publications that specialise in your area Press releases Other ways of contacting the press Doing media interviews Dealing with adverse publicity PR agencies Professional associations Tips on beating the competition What buyers are looking for Avoiding the biggest waste of a salesperson’s time Four general rules for competitive situations Timing your visits when you are part of a formal bid process The waiting room How to sort the contracts stage painlessly What you need in a heads of agreement Some general considerations for contracts Tips for dealing with lawyers Frequently occurring problems with commercial contracts Getting the legal side right in the real world Tips on managing your contacts Why you need a contact management system? How to choose the right one Tips on managing large accounts How to network around an account How to get extra work from the account Shaping the strategy of their senior managers When a team runs the account Tips on negotiation Five questions that will prepare your negotiation position Nine rules for the actual negotiations Group negotiation Common situations when negotiating How professional buyers buy How to measure performance Measuring your performance against the competition Measuring your own performance Your real chances of winning the work Sales reporting Rewarding sales achievement So what makes the difference between average and top-flight sales performance? Motivation and goals The seven ways you can create luck Bibliography Index Would you like to know more?