ENGLISH

Brilliant Selling (Brilliant Business)

By Tom Bird

Book information

Publisher
Pearson Business
Year
2014
ISBN
1292083247, 9781292083247
Language
english
Format
PDF
Filesize
7 MB (7860560 bytes)
Edition
2
Pages
352\352
Time added
2020-04-08 14:11:27

Description

You can sell anything you want and targets are always achievable – Brilliant Selling will show you how. Whether you’re new to selling or want to take yourself to the next level, this bestelling, and definitive guide will show you how to instantly improve your sales performance. Cover Title Page Copyright Contents About the authors Introduction to the second edition How this book works Part 1 You Chapter 1 The personality of a salesperson Chapter 2 How beliefs and values impact sales success Chapter 3 Your personal ‘brand’ Chapter 4 Performance and selling Chapter 5 Continually improving through self-coaching Part 2 Process and planning Chapter 6 The sales process as a tool for improvement Chapter 7 Making the most of your time Chapter 8 Planning for success Chapter 9 Setting the right goals Chapter 10 Managing sales information Part 3 Your power to influence Chapter 11 The C3 model – the foundations of effective influencing Chapter 12 Asking the right questions Chapter 13 Listening and learning Chapter 14 Negotiating collaboratively Part 4 Understanding buyers and prospects Chapter 15 How do you sell? Chapter 16 The modern buyer Chapter 17 Prospecting with purpose Chapter 18 Initial meeting(s) with the prospect Chapter 19 Identifying what the prospect wants and needs Part 5 Presenting solutions Chapter 20 Appealing to the customer Chapter 21 Writing great sales proposals Chapter 22 Preparing winning pitches Chapter 23 Persuasive delivery Chapter 24 Making the most of objections Chapter 25 Closing and commitment Part 6 Developing customers Chapter 26 The value of a customer Chapter 27 Managing the relationship Chapter 28 Your priorities in managing customers Summary – your brilliant future Index

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