The ultimate book of sales techniques: 75 ways to master cold calling, sharpen your unique selling proposition, and close the sale
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Avon, Mass.
Adams Media
2013
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | Includes index. |
| Beschreibung: | 219 S. |
| ISBN: | 1440550247 9781440550249 |
Internformat
MARC
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Datensatz im Suchindex
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| adam_text | Titel: The ultimate book of sales techniques
Autor: Schiffman, Stephan
Jahr: 2013
Contents
INTRODUCTION............................................13
PART I:
MY SALES PHILOSOPHY.....................................19
1. Know What You Want Before You Walk in the Door ... 20
2. Prepare Questions Ahead of Time..................21
3. Ask Six Types of Questions.......................23
4. Be Punctual..................................27
5. Find Out What s Changed.......................29
6. Use Fallbacks..................................31
7. Don t Focus on Negatives........................33
8. Show Your Competitive Spirit.....................35
9. Take Pride in Your Work.........................37
10. Keep Up to Date..............................39
PART II:
PROSPECTING FOR CLIENTS AND EXPANDING YOUR BASE .. 41
11. Keep Prospecting at the Front of Your Activity.......42
12. New Leads Mean New Opportunities..............44
13. Listen, Learn, and Lead.........................45
14. Read Industry Publications......................47
15. Make a New Plan for Each New Prospect...........48
16. Find a Compelling Opening Statement.............49
17. Listen to the Prospect............................51
18. Make Sure the Prospect Comes First...............53
19. Understand the Prospect s Viewpoint...............54
20. Make Fifteen Cold Calls a Day...................56
21. Look at Your Numbers.........................58
22. Call from a Script.............................59
23. Master Third-Party and Referral Calls..............60
24. Use Voice Mail Creatively.......................64
25. Remember Why People Buy.....................68
26. Anticipate Common Responses...................70
27. Show Enthusiasm.............................74
28. Tell Others Who You Are.......................76
29. Use Company Events to Move the Relationship Forward 78
30. Get Prospects to Open Up to You.................80
31. Give Speeches to Civic and Business Groups.........82
32. Ask for Referrals..............................84
33. Be a Messenger of Change.......................86
PART III:
MAKING THE SALE.........................................89
34. Plan Your Day Efficiently.......................90
35. Get Organized!...............................92
36. Don t Product Dump..........................93
37. Know Your Objective..........................95
38. Master PIPA.................................97
39. Communicate Trust...........................101
40. Ask the Right Questions........................103
41. Give Credit to the Client s Intelligence.............106
42. Beware of Bad Assumptions.....................108
43. Raise the Hard Issues Yourself....................110
44. Develop Conversations, Not Lectures..............112
45. Don t Rush..................................114
46. Always Try to Move the Sale to the Next Step........116
47. Sell Yourself on Yourself........................119
48. Know When to Retreat..........................121
49. Know When to Ask for Help.....................124
50. Follow Up the Next Day........................127
PART IV:
E-MAIL SELLING...........................................129
51. Setting E-Mail Sales Goals......................130
52. Craft the Perfect Message.......................131
53. Break Up the Text.............................133
54. Use the Subject Line.......................... .135
55. Be Careful with Your Signature Line ..............138
56. Develop a Brand with E-Mail....................140
57. Start an E-Mail Newsletter......................141
58. Use E-Mails to Spread Information about
Your Company...............................143
59. Build Your Website............................145
60. Start a Blog..................................147
61. E-Mail Selling to Executives.....................149
62. Five E-Mail Mistakes..........................152
PARTV:
CLOSING THE DEAL.......................................157
63. Ask for the Sale...............................158
64. An Objection Is an Opportunity..................161
65. Overcome the Money Objection..................164
66. Overcome I ll Have to Think about It ............166
67. Deal with an Outright No .....................168
68. Keep the Closing Positive.......................169
69. Know When to Stop Talking....................170
70. Be a Leader..................................172
71. Write the Contract............................175
72. Always Come Back to the Table..................177
73. Don t Take It Personally........................180
74. Win Well, Lose Better..........................182
75. Look Beyond the Close.........................185
Conclusion.....................................187
Appendix A: Sample Cold Calling Scripts..............189
Appendix B: Nine Key Principles of Sales Success........193
Appendix C: Ten Traits of Successful Salespeople............199
Appendix D: Seven Questions You Should Be Able to Answer
Before You Try to Close the Deal.................203
Appendix E: The Five Stages of the Sales Career........207
Index.........................................211
|
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| discipline | Wirtschaftswissenschaften |
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| id | DE-604.BV041060469 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-10T00:38:42Z |
| institution | BVB |
| isbn | 1440550247 9781440550249 |
| language | English |
| lccn | 2012030649 |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-026037601 |
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| physical | 219 S. |
| publishDate | 2013 |
| publishDateSearch | 2013 |
| publishDateSort | 2013 |
| publisher | Adams Media |
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| spelling | Schiffman, Stephan Verfasser aut The ultimate book of sales techniques 75 ways to master cold calling, sharpen your unique selling proposition, and close the sale Stephan Schiffman Avon, Mass. Adams Media 2013 219 S. txt rdacontent n rdamedia nc rdacarrier Includes index. Selling Erscheint auch als Online-Ausgabe 1-440-55025-5 Erscheint auch als Online-Ausgabe 978-1-440-55025-6 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=026037601&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Schiffman, Stephan The ultimate book of sales techniques 75 ways to master cold calling, sharpen your unique selling proposition, and close the sale Selling |
| title | The ultimate book of sales techniques 75 ways to master cold calling, sharpen your unique selling proposition, and close the sale |
| title_auth | The ultimate book of sales techniques 75 ways to master cold calling, sharpen your unique selling proposition, and close the sale |
| title_exact_search | The ultimate book of sales techniques 75 ways to master cold calling, sharpen your unique selling proposition, and close the sale |
| title_full | The ultimate book of sales techniques 75 ways to master cold calling, sharpen your unique selling proposition, and close the sale Stephan Schiffman |
| title_fullStr | The ultimate book of sales techniques 75 ways to master cold calling, sharpen your unique selling proposition, and close the sale Stephan Schiffman |
| title_full_unstemmed | The ultimate book of sales techniques 75 ways to master cold calling, sharpen your unique selling proposition, and close the sale Stephan Schiffman |
| title_short | The ultimate book of sales techniques |
| title_sort | the ultimate book of sales techniques 75 ways to master cold calling sharpen your unique selling proposition and close the sale |
| title_sub | 75 ways to master cold calling, sharpen your unique selling proposition, and close the sale |
| topic | Selling |
| topic_facet | Selling |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=026037601&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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