Want to beat your sales target? You can sell anything you want and targets are always achievable GÇô Brilliant Selling will show you how. Whether youGÇÖre new to selling or want to take yourself to the next level, Brilliant Selling will show you how to instantly improve your sales performance.
Want to beat your sales target? You can sell anything you want and targets are always achievable GÇô Brilliant Selling will show you how. Whether youGÇÖre new to selling or want to take yourself to the next level, Brilliant Selling will show you how to instantly improve your sales performance.
Jeremy Cassell has worked as a freelance trainer for 12 years. Before that he was National Training Manager for L’Oreal and National Sales Training Manager for Walker’s, part of Pepsi. Before entering the business world, he gained experience in teaching English and history. He has worked as a TEFL teacher and is an NLP Master Practitioner and trainer. Tom Bird's business career stretches over 20 years and spans sales and sales management as well as personal development and performance improvement. He is a director of RTP and has been involved professionally in developing people to realise more of their potential since 2000. To supplement his business experience Tom qualified as a Master Practitioner of NLP (the study of modelling success) and achieved a Post Graduate Diploma in Coaching and Development.
Inhaltsangabe
Table of Contents Part 1 – You 1. The personality of a salesperson 2. How beliefs and values impact sales success 3. Performance and selling 4. Continually improve through self coaching Part 2 – Process and planning 5. The sales process as a tool for improvement 6. Making the most of your time 7. Planning for success 8. Setting the right goals 9. Managing sales information Part 3 – Your power to influence 10. Credibility and rapport – the foundations of effective influencing 11. Managing your state – being confident whenever you want 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 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
Table of Contents Part 1 – You 1. The personality of a salesperson 2. How beliefs and values impact sales success 3. Performance and selling 4. Continually improve through self coaching Part 2 – Process and planning 5. The sales process as a tool for improvement 6. Making the most of your time 7. Planning for success 8. Setting the right goals 9. Managing sales information Part 3 – Your power to influence 10. Credibility and rapport – the foundations of effective influencing 11. Managing your state – being confident whenever you want 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 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
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