Easy Step by Step Guide to Successful Selling
Published on 1. April 2000
Book
Paperback/Softback
120 pages
978-0-9532987-4-7 (ISBN)
Description
Whether you are selling business to business or to consumers, this guide shows in simple steps how to build a better rapport with your prospects, how to use a sales structure that works, how to overcome objections, how to read and understand body language and how to come away with the business.
Reviews / Votes
Successful Selling by Pauline Rowson provides a sales structure that cna help you win business. Every aspect of selling is succinctly but fuly covered in this clearly written guide. Beginner or practiced sales person you'll find information of real value. HSBC Bank Business Update.More details
Series
Language
English
Place of publication
Hampshire
United Kingdom
Target group
College/higher education
Professional and scholarly
Dimensions
Height: 216 mm
Width: 135 mm
Weight
188 gr
ISBN-13
978-0-9532987-4-7 (9780953298747)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Person
Pauline Rowson is a freelance writer and author. She has been involved in selling for many years, has run her own marketing, media and training company and has advised many businesses on all aspects of their marketing, publicity and sales. She is qualified in marketing and is a member of the Chartered Institute of Marketing.
Content
About the author Introduction How to use this guide What you will learn from this guide. Chapter 1 Who makes a good salesperson What's the difference between selling and marketing Selling to the right person The Decision Making Unit In summary. Chapter 2 Understanding buyer behaviour What influences someone to buy? Selling a service In summary. Chapter 3 Understanding buying motivations Negative buying motivations Positive buying motivations Switching from negative and positive In summary. Chapter 4 Know your product or service Features and benefits In summary. Chapter 5 Know your marketplace and your competitors Getting ready for the sales interview Pre-sales research Set your objective Check your presentation material In summary. Chapter 6 The sales interview - approach Approach Your appearance Your body language Setting the tone - opening the conversation At an axhibition In summary. Chapter 7 The sales interview Discussion Open questions Closed questions Open situation questions Diagnose Comparative questions Interpretation and needs Active listening The sales interview summarised In summary. Chapter 8 Handling objections Positive buying motivations Golden rules on objection handling In summary. Chapter 9 Closing Solving the prospect's problem close Alternative close Fear close Assumptive close Buying signals close In summary. Chapter 10 Body language Distance - personal body space Body movements Facial expressions Eye contact Body posture Impressive signals In summary. Chapter 11 Selling to different personalities Dominant individuals Social individuals Measured individuals Compliant individuals Men selling to women and women selling to men In summary. Checklist