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Coffee's for Closers

The Best Real Life Sales Book You'll Ever Read
Tony Morris(Autor*in)
Wiley (Verlag)
1. Auflage
Erschienen am 23. Mai 2023
400 Seiten
PDF mit Adobe-DRM
978-0-85708-961-8 (ISBN)
17,99 €inkl. 7% MwSt.
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Practical, real-world sales advice you can apply immediately to improve your numbers

In Coffee's For Closers: The Best Real Life Sales Book You'll Ever Read, veteran sales leader and coach Tony Morris delivers a can't-miss, hands-on guide to becoming the best salesperson you can be. This is not a book filled with high-level theories - rather it is a book that offers innovative and easy-to-understand sales techniques you can apply immediately and integrate into your daily life as a salesperson.

In the book, you'll explore tried-and-true, step-by-step tutorials on getting past gatekeepers, cold-calling, questioning, listening to customers, and crafting airtight proposals. You'll also find:
* Expert tips on gaining commitment and closing, as well as advice on how to handle prospects' objections and stalling tactics
* Ways to generate leads, build rapport with customers, prepare for your next sales call, and even manage your time wisely
* Strategies for handling rejection - a frequently encountered experience for every salesperson

A practical blueprint for sales success that is heavily informed by real-world experience and commonsense, Coffee's For Closers will become one of those essential resources you rely on to inform your everyday approach to sales.
TONY MORRIS has over 22 years of success in B2B and B2C sales. He has trained over 36,000 sales professionals in 43 different industries. He is the Founder of Tony Morris International, a leading sales training organisation, and an international communications speaker, speaking at sales kick off conferences in 31 countries. His passion is helping transform the mindset of salespeople and improving their skills, to exceed their sales goals.

About the Author

Chapter 1 - Introduction to Sales

Chapter 2 - It is not just about the destination

Chapter 3 - Give and you shall gain

Chapter 4 - Every second counts

Chapter 5 - Preparation

Chapter 6 - My Best Sales Lesson Yet

Chapter 7 - Motivation

Chapter 8 - Building Rapport

Chapter 9 - Your ideal client

Chapter 10 - Getting Past the Gatekeepers

Chapter 11 - Smart Calling

Chapter 12 - Direct marketing

Chapter 13 - Only have capacity for 7 clients

Chapter 14 - Questioning

Chapter 15 - Listening

Chapter 16 - Chapter - as Nike said, 'Just Do It'

Chapter 17 - Conducting a meeting

Chapter 18 - Proposals

Chapter 19 - Selling with NLP

Chapter 20 - Handle the Person, not the Objection

Chapter 21 - Positive Words and Language

Chapter 22 - Lead Generation

Chapter 23 - Gaining Referrals

Chapter 24 - FAB Selling

Chapter 25 - Cross-selling and Upselling

Chapter 26 - Handling Rejection

Chapter 27 - Six Components of Success

Chapter 28 - Negotiations

Chapter 29 - Time Management

Chapter 30 - Gaining Commitment and Closing

Chapter 31 - Howlers

Chapter 32 - Conclusion

Free Resources

About Tony Morris International

Book References

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