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How to Sell By Robert Ashton

How to Sell
by Robert Ashton

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£2.99
From getting that first appointment to closing the deal, this easy-to-follow guide guarantees successful selling in four simple stages. Practical advice is included on everything from understanding body language to overcoming conflict.
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How to Sell Summary


How to Sell by Robert Ashton

From getting that first appointment to closing the deal, this easy-to-follow guide guarantees successful selling in four simple stages. Practical advice is included on everything from understanding body language to overcoming conflict.

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About Robert Ashton


Robert Ashton is an entrepreneur with a passion for winning new business. Over the past 20 years he has sold products as diverse as agricultural fertilisers, mobile homes, print and life insurance. He has sold 'impulse buy' products and negotiated multi-million pound contracts. He also mentors young businesses with the Princes Trust and gives marketing advice to a number of charities. How to Sell is his third business book.

Table of Contents


Step 1: Starting Out; why employ sales people anyway? do you really know your product/service; making appointments; how to ask questions; why buyers buy; when buyers buy; dealing with good and bad days; goalsetting; locking on to the customer's agenda; boosting the benefits; features count; Step 2: Moving On; all about attitude; become a prospector; getting under the skin of my company; learning to network in your industry; planning the whole territory; buying signals; presenting... even speaking in public! your first sales conference; closing; dealing with obstacles to closing; ok let's negotiate; your first trade exhibition; do I look the part? Step 3: Moving Up; all about tenacity; understanding body language; creative problem solving; building your support network; can't sell the whole thing? selling at exhibitions; reviewing your goals; never waste a good idea; let's risk it! entertaining customers; what do the buyers really think of you? Step 4: Getting Even Better; attribution theory; understanding yourself... starter or finisher? overcoming serious objections; climbing the sales ladder; who got the best deal? the power of new ideas; frequency and recency - account analysis; selling in overseas markets; selling the really difficult accounts; the dangers of success; Index

Additional information

GOR001171721
How to Sell by Robert Ashton
Robert Ashton
Used - Very Good
Paperback
Octopus Publishing Group
2004-08-15
128
0600610322
9780600610328
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.