Coffee's for Closers: The Best Real Life Sales Book You'll Ever Read
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Newark
John Wiley & Sons, Incorporated
2023
|
| Schlagworte: | |
| Online-Zugang: | HWR01 |
| Beschreibung: | Description based on publisher supplied metadata and other sources |
| Beschreibung: | 1 Online-Ressource (397 Seiten) |
| ISBN: | 9780857089625 |
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| 505 | 8 | |a Cover Page -- Title Page -- Copyright -- Contents -- Foreword -- Preface -- About the Author -- Chapter 1 Introduction to Sales -- Do Not Listen to Respond, Listen to Learn -- Asking Intelligent Questions -- Mindset -- Which Person Are You? -- Which Salesperson Would You Have Been? -- The Lesson -- The Whale -- Tenacity -- Why Do People Buy? -- Why? -- Chapter 2 It Is Not Just About the Destination -- Chapter 3 Give, and You Shall Gain -- Chapter 4 Every Second Counts -- Chapter 5 Preparation -- Preparation for a Call -- What's in It for Me? -- The A-Z of Success -- Prepare for a Meeting -- Chapter 6 My Best Sales Lesson Yet -- Chapter 7 Motivation -- Reflect on Past Triumphs -- Chapter 8 Building Rapport -- What Is Rapport? -- What Did I Match? -- Using Keywords -- The Two Golden Rules of Rapport -- Like Them -- Chapter 9 Who Is Your Ideal Client? -- Building Your Hit List -- Strategic Alliances -- How to Be Seen as the Expert in Their Field -- Use Their Language -- Google Alerts -- Trade Publications -- Exhibitions -- Facebook Groups -- Chapter 10 Getting Past the Gatekeepers -- Voice Mails -- Chapter 11 Smart Calling -- Funnelling Process -- Chapter 12 Direct Marketing -- Chapter 13 I Only Have Capacity for Seven Clients -- Chapter 14 Questioning -- Tag-On Questions -- Statement Question -- Opinion Question -- Replay Question -- Clarification Question -- Future Pace Question -- Pain Questions -- Benchmarking Question -- Decision-Maker Questions -- Thought-Provoking Questions -- Discovery Questions -- Why Do We Ask Closed-Ended Questions? -- Chapter 15 Listening -- A Smart Salesperson Listens to Emotions, Not Facts -- Limit the Time You Speak -- Reflective Listening -- Tag-On Questions -- Improving Active Listening Skills -- Clarification -- Confirmation -- Nonverbal -- Opportunity Antenna -- Listening to What Is 'Not' Shared -- Listen to Learn | |
| 505 | 8 | |a Chapter 16 As Nike Says, 'Just Do It' -- Chapter 17 Conducting a Meeting -- Chapter 18 Proposals -- Chapter 19 Selling with NLP -- What Is NLP? -- Preferred Modes of Thinking -- How People Buy -- NLP Epistemology - The Communication Model -- Internal Representation -- Eye Movements Exercise -- Selling to Visual Learners -- Selling to Auditory Learners -- Selling to Kinaesthetic Learners -- Selling to a Group -- Visual -- Auditory -- Kinaesthetic -- Chapter 20 Handle the Person, Not the Objection -- Why Do You Think People Object? -- What Do We Do if the Client Has an Objection? -- Market Is Not Good at the Moment (Property) -- Bad Experience -- Need to Speak to My Partner -- I Am Happy with My Current Supplier -- Feedback -- Review -- Backup -- Your Product Is too Expensive -- Send Me Information -- Your Competitor, Who Is Very Similar to You, Is Cheaper -- Chapter 21 Positive Words and Language -- Chapter 22 Lead Generation -- Lead Generation Ideas If You Work in Recruitment -- Pipeline -- Chapter 23 Gaining Referrals -- Chapter 24 FAB Selling -- Chapter 25 Cross-Selling and Upselling -- Create the Need and Fill It -- Chapter 26 Handling Rejection -- Chapter 27 Six Components of Success -- Talent -- Chapter 28 Negotiations -- Rule 1 -- Rule 2 -- Rule 3 -- Rule 4 -- Rule 5 -- Rule 6 -- Rule 7 -- Rule 8 -- Rule 9 -- Sell the Difference -- Chapter 29 Time Management -- Unnecessary Meetings -- Elephant Tasks -- Chapter 30 Gaining Commitment and Closing -- Examples of Some Closing Techniques -- Chapter 31 Howlers -- My First B2B Sales Job -- My First Field Meeting -- Call Centre Selling Gas and Electric -- Double Glazing -- Door-to-Door Sales -- Chapter 32 Conclusion -- Complimentary Resources -- Tony Morris International -- Book Mentions -- Index -- EULA. | |
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| contents | Cover Page -- Title Page -- Copyright -- Contents -- Foreword -- Preface -- About the Author -- Chapter 1 Introduction to Sales -- Do Not Listen to Respond, Listen to Learn -- Asking Intelligent Questions -- Mindset -- Which Person Are You? -- Which Salesperson Would You Have Been? -- The Lesson -- The Whale -- Tenacity -- Why Do People Buy? -- Why? -- Chapter 2 It Is Not Just About the Destination -- Chapter 3 Give, and You Shall Gain -- Chapter 4 Every Second Counts -- Chapter 5 Preparation -- Preparation for a Call -- What's in It for Me? -- The A-Z of Success -- Prepare for a Meeting -- Chapter 6 My Best Sales Lesson Yet -- Chapter 7 Motivation -- Reflect on Past Triumphs -- Chapter 8 Building Rapport -- What Is Rapport? -- What Did I Match? -- Using Keywords -- The Two Golden Rules of Rapport -- Like Them -- Chapter 9 Who Is Your Ideal Client? -- Building Your Hit List -- Strategic Alliances -- How to Be Seen as the Expert in Their Field -- Use Their Language -- Google Alerts -- Trade Publications -- Exhibitions -- Facebook Groups -- Chapter 10 Getting Past the Gatekeepers -- Voice Mails -- Chapter 11 Smart Calling -- Funnelling Process -- Chapter 12 Direct Marketing -- Chapter 13 I Only Have Capacity for Seven Clients -- Chapter 14 Questioning -- Tag-On Questions -- Statement Question -- Opinion Question -- Replay Question -- Clarification Question -- Future Pace Question -- Pain Questions -- Benchmarking Question -- Decision-Maker Questions -- Thought-Provoking Questions -- Discovery Questions -- Why Do We Ask Closed-Ended Questions? -- Chapter 15 Listening -- A Smart Salesperson Listens to Emotions, Not Facts -- Limit the Time You Speak -- Reflective Listening -- Tag-On Questions -- Improving Active Listening Skills -- Clarification -- Confirmation -- Nonverbal -- Opportunity Antenna -- Listening to What Is 'Not' Shared -- Listen to Learn Chapter 16 As Nike Says, 'Just Do It' -- Chapter 17 Conducting a Meeting -- Chapter 18 Proposals -- Chapter 19 Selling with NLP -- What Is NLP? -- Preferred Modes of Thinking -- How People Buy -- NLP Epistemology - The Communication Model -- Internal Representation -- Eye Movements Exercise -- Selling to Visual Learners -- Selling to Auditory Learners -- Selling to Kinaesthetic Learners -- Selling to a Group -- Visual -- Auditory -- Kinaesthetic -- Chapter 20 Handle the Person, Not the Objection -- Why Do You Think People Object? -- What Do We Do if the Client Has an Objection? -- Market Is Not Good at the Moment (Property) -- Bad Experience -- Need to Speak to My Partner -- I Am Happy with My Current Supplier -- Feedback -- Review -- Backup -- Your Product Is too Expensive -- Send Me Information -- Your Competitor, Who Is Very Similar to You, Is Cheaper -- Chapter 21 Positive Words and Language -- Chapter 22 Lead Generation -- Lead Generation Ideas If You Work in Recruitment -- Pipeline -- Chapter 23 Gaining Referrals -- Chapter 24 FAB Selling -- Chapter 25 Cross-Selling and Upselling -- Create the Need and Fill It -- Chapter 26 Handling Rejection -- Chapter 27 Six Components of Success -- Talent -- Chapter 28 Negotiations -- Rule 1 -- Rule 2 -- Rule 3 -- Rule 4 -- Rule 5 -- Rule 6 -- Rule 7 -- Rule 8 -- Rule 9 -- Sell the Difference -- Chapter 29 Time Management -- Unnecessary Meetings -- Elephant Tasks -- Chapter 30 Gaining Commitment and Closing -- Examples of Some Closing Techniques -- Chapter 31 Howlers -- My First B2B Sales Job -- My First Field Meeting -- Call Centre Selling Gas and Electric -- Double Glazing -- Door-to-Door Sales -- Chapter 32 Conclusion -- Complimentary Resources -- Tony Morris International -- Book Mentions -- Index -- EULA. |
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| dewey-full | 658.85 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.85 |
| dewey-search | 658.85 |
| dewey-sort | 3658.85 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
| format | Electronic eBook |
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| id | DE-604.BV049020091 |
| illustrated | Not Illustrated |
| index_date | 2024-07-03T22:13:40Z |
| indexdate | 2024-07-10T09:52:59Z |
| institution | BVB |
| isbn | 9780857089625 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-034282998 |
| oclc_num | 1389182554 |
| open_access_boolean | |
| owner | DE-2070s |
| owner_facet | DE-2070s |
| physical | 1 Online-Ressource (397 Seiten) |
| psigel | ZDB-30-PQE ZDB-30-PQE HWR_PDA_PQE |
| publishDate | 2023 |
| publishDateSearch | 2023 |
| publishDateSort | 2023 |
| publisher | John Wiley & Sons, Incorporated |
| record_format | marc |
| spelling | Morris, Tony Verfasser aut Coffee's for Closers The Best Real Life Sales Book You'll Ever Read Newark John Wiley & Sons, Incorporated 2023 ©2023 1 Online-Ressource (397 Seiten) txt rdacontent c rdamedia cr rdacarrier Description based on publisher supplied metadata and other sources Cover Page -- Title Page -- Copyright -- Contents -- Foreword -- Preface -- About the Author -- Chapter 1 Introduction to Sales -- Do Not Listen to Respond, Listen to Learn -- Asking Intelligent Questions -- Mindset -- Which Person Are You? -- Which Salesperson Would You Have Been? -- The Lesson -- The Whale -- Tenacity -- Why Do People Buy? -- Why? -- Chapter 2 It Is Not Just About the Destination -- Chapter 3 Give, and You Shall Gain -- Chapter 4 Every Second Counts -- Chapter 5 Preparation -- Preparation for a Call -- What's in It for Me? -- The A-Z of Success -- Prepare for a Meeting -- Chapter 6 My Best Sales Lesson Yet -- Chapter 7 Motivation -- Reflect on Past Triumphs -- Chapter 8 Building Rapport -- What Is Rapport? -- What Did I Match? -- Using Keywords -- The Two Golden Rules of Rapport -- Like Them -- Chapter 9 Who Is Your Ideal Client? -- Building Your Hit List -- Strategic Alliances -- How to Be Seen as the Expert in Their Field -- Use Their Language -- Google Alerts -- Trade Publications -- Exhibitions -- Facebook Groups -- Chapter 10 Getting Past the Gatekeepers -- Voice Mails -- Chapter 11 Smart Calling -- Funnelling Process -- Chapter 12 Direct Marketing -- Chapter 13 I Only Have Capacity for Seven Clients -- Chapter 14 Questioning -- Tag-On Questions -- Statement Question -- Opinion Question -- Replay Question -- Clarification Question -- Future Pace Question -- Pain Questions -- Benchmarking Question -- Decision-Maker Questions -- Thought-Provoking Questions -- Discovery Questions -- Why Do We Ask Closed-Ended Questions? -- Chapter 15 Listening -- A Smart Salesperson Listens to Emotions, Not Facts -- Limit the Time You Speak -- Reflective Listening -- Tag-On Questions -- Improving Active Listening Skills -- Clarification -- Confirmation -- Nonverbal -- Opportunity Antenna -- Listening to What Is 'Not' Shared -- Listen to Learn Chapter 16 As Nike Says, 'Just Do It' -- Chapter 17 Conducting a Meeting -- Chapter 18 Proposals -- Chapter 19 Selling with NLP -- What Is NLP? -- Preferred Modes of Thinking -- How People Buy -- NLP Epistemology - The Communication Model -- Internal Representation -- Eye Movements Exercise -- Selling to Visual Learners -- Selling to Auditory Learners -- Selling to Kinaesthetic Learners -- Selling to a Group -- Visual -- Auditory -- Kinaesthetic -- Chapter 20 Handle the Person, Not the Objection -- Why Do You Think People Object? -- What Do We Do if the Client Has an Objection? -- Market Is Not Good at the Moment (Property) -- Bad Experience -- Need to Speak to My Partner -- I Am Happy with My Current Supplier -- Feedback -- Review -- Backup -- Your Product Is too Expensive -- Send Me Information -- Your Competitor, Who Is Very Similar to You, Is Cheaper -- Chapter 21 Positive Words and Language -- Chapter 22 Lead Generation -- Lead Generation Ideas If You Work in Recruitment -- Pipeline -- Chapter 23 Gaining Referrals -- Chapter 24 FAB Selling -- Chapter 25 Cross-Selling and Upselling -- Create the Need and Fill It -- Chapter 26 Handling Rejection -- Chapter 27 Six Components of Success -- Talent -- Chapter 28 Negotiations -- Rule 1 -- Rule 2 -- Rule 3 -- Rule 4 -- Rule 5 -- Rule 6 -- Rule 7 -- Rule 8 -- Rule 9 -- Sell the Difference -- Chapter 29 Time Management -- Unnecessary Meetings -- Elephant Tasks -- Chapter 30 Gaining Commitment and Closing -- Examples of Some Closing Techniques -- Chapter 31 Howlers -- My First B2B Sales Job -- My First Field Meeting -- Call Centre Selling Gas and Electric -- Double Glazing -- Door-to-Door Sales -- Chapter 32 Conclusion -- Complimentary Resources -- Tony Morris International -- Book Mentions -- Index -- EULA. Vertrieb (DE-588)4127117-8 gnd rswk-swf Persönlicher Verkauf (DE-588)4226194-6 gnd rswk-swf Persönlicher Verkauf (DE-588)4226194-6 s Vertrieb (DE-588)4127117-8 s DE-604 Erscheint auch als Druck-Ausgabe Morris, Tony Coffee's for Closers Newark : John Wiley & Sons, Incorporated,c2023 9780857089557 |
| spellingShingle | Morris, Tony Coffee's for Closers The Best Real Life Sales Book You'll Ever Read Cover Page -- Title Page -- Copyright -- Contents -- Foreword -- Preface -- About the Author -- Chapter 1 Introduction to Sales -- Do Not Listen to Respond, Listen to Learn -- Asking Intelligent Questions -- Mindset -- Which Person Are You? -- Which Salesperson Would You Have Been? -- The Lesson -- The Whale -- Tenacity -- Why Do People Buy? -- Why? -- Chapter 2 It Is Not Just About the Destination -- Chapter 3 Give, and You Shall Gain -- Chapter 4 Every Second Counts -- Chapter 5 Preparation -- Preparation for a Call -- What's in It for Me? -- The A-Z of Success -- Prepare for a Meeting -- Chapter 6 My Best Sales Lesson Yet -- Chapter 7 Motivation -- Reflect on Past Triumphs -- Chapter 8 Building Rapport -- What Is Rapport? -- What Did I Match? -- Using Keywords -- The Two Golden Rules of Rapport -- Like Them -- Chapter 9 Who Is Your Ideal Client? -- Building Your Hit List -- Strategic Alliances -- How to Be Seen as the Expert in Their Field -- Use Their Language -- Google Alerts -- Trade Publications -- Exhibitions -- Facebook Groups -- Chapter 10 Getting Past the Gatekeepers -- Voice Mails -- Chapter 11 Smart Calling -- Funnelling Process -- Chapter 12 Direct Marketing -- Chapter 13 I Only Have Capacity for Seven Clients -- Chapter 14 Questioning -- Tag-On Questions -- Statement Question -- Opinion Question -- Replay Question -- Clarification Question -- Future Pace Question -- Pain Questions -- Benchmarking Question -- Decision-Maker Questions -- Thought-Provoking Questions -- Discovery Questions -- Why Do We Ask Closed-Ended Questions? -- Chapter 15 Listening -- A Smart Salesperson Listens to Emotions, Not Facts -- Limit the Time You Speak -- Reflective Listening -- Tag-On Questions -- Improving Active Listening Skills -- Clarification -- Confirmation -- Nonverbal -- Opportunity Antenna -- Listening to What Is 'Not' Shared -- Listen to Learn Chapter 16 As Nike Says, 'Just Do It' -- Chapter 17 Conducting a Meeting -- Chapter 18 Proposals -- Chapter 19 Selling with NLP -- What Is NLP? -- Preferred Modes of Thinking -- How People Buy -- NLP Epistemology - The Communication Model -- Internal Representation -- Eye Movements Exercise -- Selling to Visual Learners -- Selling to Auditory Learners -- Selling to Kinaesthetic Learners -- Selling to a Group -- Visual -- Auditory -- Kinaesthetic -- Chapter 20 Handle the Person, Not the Objection -- Why Do You Think People Object? -- What Do We Do if the Client Has an Objection? -- Market Is Not Good at the Moment (Property) -- Bad Experience -- Need to Speak to My Partner -- I Am Happy with My Current Supplier -- Feedback -- Review -- Backup -- Your Product Is too Expensive -- Send Me Information -- Your Competitor, Who Is Very Similar to You, Is Cheaper -- Chapter 21 Positive Words and Language -- Chapter 22 Lead Generation -- Lead Generation Ideas If You Work in Recruitment -- Pipeline -- Chapter 23 Gaining Referrals -- Chapter 24 FAB Selling -- Chapter 25 Cross-Selling and Upselling -- Create the Need and Fill It -- Chapter 26 Handling Rejection -- Chapter 27 Six Components of Success -- Talent -- Chapter 28 Negotiations -- Rule 1 -- Rule 2 -- Rule 3 -- Rule 4 -- Rule 5 -- Rule 6 -- Rule 7 -- Rule 8 -- Rule 9 -- Sell the Difference -- Chapter 29 Time Management -- Unnecessary Meetings -- Elephant Tasks -- Chapter 30 Gaining Commitment and Closing -- Examples of Some Closing Techniques -- Chapter 31 Howlers -- My First B2B Sales Job -- My First Field Meeting -- Call Centre Selling Gas and Electric -- Double Glazing -- Door-to-Door Sales -- Chapter 32 Conclusion -- Complimentary Resources -- Tony Morris International -- Book Mentions -- Index -- EULA. Vertrieb (DE-588)4127117-8 gnd Persönlicher Verkauf (DE-588)4226194-6 gnd |
| subject_GND | (DE-588)4127117-8 (DE-588)4226194-6 |
| title | Coffee's for Closers The Best Real Life Sales Book You'll Ever Read |
| title_auth | Coffee's for Closers The Best Real Life Sales Book You'll Ever Read |
| title_exact_search | Coffee's for Closers The Best Real Life Sales Book You'll Ever Read |
| title_exact_search_txtP | Coffee's for Closers The Best Real Life Sales Book You'll Ever Read |
| title_full | Coffee's for Closers The Best Real Life Sales Book You'll Ever Read |
| title_fullStr | Coffee's for Closers The Best Real Life Sales Book You'll Ever Read |
| title_full_unstemmed | Coffee's for Closers The Best Real Life Sales Book You'll Ever Read |
| title_short | Coffee's for Closers |
| title_sort | coffee s for closers the best real life sales book you ll ever read |
| title_sub | The Best Real Life Sales Book You'll Ever Read |
| topic | Vertrieb (DE-588)4127117-8 gnd Persönlicher Verkauf (DE-588)4226194-6 gnd |
| topic_facet | Vertrieb Persönlicher Verkauf |
| work_keys_str_mv | AT morristony coffeesforclosersthebestreallifesalesbookyoulleverread |