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Selling All-in-One For Dummies By Consumer Dummies

Selling All-in-One For Dummies by Consumer Dummies

Condition - Good
$46.99
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Summary

Are you looking to enter the world of sales, or are you already a salesperson who's looking for new tips and tactics to expand your business? This book includes the ways to effectively network and prospect through the social media networking sites such as LinkedIn, Twitter, and Facebook, as well as ways to optimize sales success through Webinars.

Selling All-in-One For Dummies Summary

Selling All-in-One For Dummies by Consumer Dummies

Tried-and-true information and tips for selling like a pro Are you looking to enter the world of sales, or are you already a salesperson who's looking for new tips and tactics to expand your business? Whether you're in charge of your own selling career or you're responsible for training and managing a professional sales force, Selling All-In-One For Dummies features everything you need to know to improve your results. This valuable selling resource includes new ways to effectively network and prospect through the power of all the social media networking sites such as LinkedIn, Twitter, and Facebook, as well as ways to optimize sales success through Webinars; the latest tips and advice to build an appealing image; proven questioning methods that close sales; updated advice on keeping clients' business and building their loyalty; and how to adapt presentations and techniques. * Proven methods and techniques that will lead to bigger sales and more loyal customers * Advice on separating yourself from the pack * Plus four chapters on selling in specialized areas from biotechnology to real estate Selling All-In-One For Dummies is the authoritative guide to navigating the ever-changing and growing sales arena.

Table of Contents

Introduction 1 Book I: Laying the Foundation for Selling Success 9 Chapter 1: The Seven-Step Selling Cycle 11 Chapter 2: Understanding and Connecting with Potential Clients 21 Chapter 3: Knowing Your Product 45 Book II: Prospecting for Gold 53 Chapter 1: An Introduction to Prospecting 55 Chapter 2: Prospecting Preliminaries 69 Chapter 3: Fishing for Prospects in the Likeliest and Unlikeliest Places 89 Chapter 4: Prospecting for Untapped and Under-Tapped Markets 109 Chapter 5: Approaching Potential Clients without Scaring Them Away 121 Book III: Turning Prospects into Customers and Clients 137 Chapter 1: Getting a Meeting and Putting Your Clients at Ease 139 Chapter 2: Qualifying Your Way to Success 163 Chapter 3: Winning Presentations 179 Chapter 4: Addressing Client Concerns 197 Book IV: Closing Like a Champ and Getting Referrals 209 Chapter 1: The Anatomy of a Close 211 Chapter 2: Questioning and Listening Strategies of Champion Closers 227 Chapter 3: The No-Frills Close 245 Chapter 4: Closes That Overcome Fear 253 Chapter 5: Closes That Put an End to Buyers' Procrastination 275 Chapter 6: Closing the Tough Customer 293 Chapter 7: Remote Closing 301 Chapter 8: Getting Referrals from Your Present Clients 315 Book V: Negotiating Skills Every Salesperson Should Have 333 Chapter 1: Preparing for Negotiating Success 335 Chapter 2: Choreographing the Negotiation 353 Chapter 3: Keeping Your Emotions in Check 365 Chapter 4: Telling It Like It Is 379 Chapter 5: Win-Win Negotiating 395 Book VI: Selling in Specialized and Growing Fields 409 Chapter 1: Selling Real Estate 411 Chapter 2: Selling Insurance 433 Chapter 3: Selling Financial Services 447 Chapter 4: Selling in the Medical Field 463 Chapter 5: Selling Biotechnology 479 Book VII: Becoming a Power Seller 491 Chapter 1: Becoming the Power Seller You Want to Be 493 Chapter 2: Getting in Step with Your Customer 513 Chapter 3: Teaming Up for Success with Personal Partnering 527 Chapter 4: Embracing Change as a Growth Strategy 539 Chapter 5: Branding Yourself through Shameless Self-Promotion 553 Chapter 6: Putting the Latest Technologies to Work for You 565 Chapter 7: Tapping the Power of Word-of-Mouth Advertising through Social Networking 581 Book VIII: The Book of Tens 599 Chapter 1: The Ten Biggest Sales Mistakes 601 Chapter 2: Ten Power-Selling Tactics and Techniques 607 Chapter 3: Ten Ways to Break a Sales Slump or Avoid It Entirely 613 Chapter 4: Ten Advanced Closes 619 Chapter 5: Ten (Or So) Ways to Sound Like a Pro on the Phone 625 Index 629

Additional information

GOR009036304
9781118065938
111806593X
Selling All-in-One For Dummies by Consumer Dummies
Used - Good
Paperback
John Wiley & Sons Inc
2012-01-13
704
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us

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