Selling All-in-One For Dummies
1st Edition
Published on 3. February 2012
Book
Paperback/Softback
704 pages
978-1-118-06593-8 (ISBN)
Description
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.
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.
More details
Language
English
Place of publication
United States
Publishing group
John Wiley & Sons Inc
Target group
Professional and scholarly
Dimensions
Height: 236 mm
Width: 184 mm
Thickness: 40 mm
Weight
1020 gr
ISBN-13
978-1-118-06593-8 (9781118065938)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
Additional editions
Person
The Experts at Dummies are smart, friendly people who make learning easy by taking a not-so-serious approach to serious stuff.
Content
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
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