Brilliant Selling

Part 1 You
1 The personality of a salesperson
2 How beliefs and values impact sales success
3 Your personal 'brand'
4 Performance and selling
5 Continually improving through self-coaching
Part 2 Process and planning
6 The sales process as a tool for improvement
7 Making the most of your time
8 Planning for success
9 Setting the right goals
10 Managing sales information
Part 3 Your power to influence
11 The C3 model - the foundations of effective influencing
12 Asking the right questions
13 Listening and learning
14 Negotiating collaboratively
Part 4 Understanding buyers and prospects
15 How do you sell?
16 The modern buyer
17 Prospecting with purpose
18 Initial meeting(s) with the prospect
19 Identifying what the prospect wants and needs
Part 5 Presenting solutions
20 Appealing to the customer
21 Writing great sales proposals
22 Preparing winning pitches
23 Persuasive delivery
24 Making the most of objections
25 Closing and commitment
Part 6 Developing customers
26 The value of a customer
27 Managing the relationship
28 Your priorities in managing customers
Summary - your brilliant future