Phil M Jones

Exactly How to Sell

The Sales Guide for Non-Sales Professionals

• Gebundenes Buch

Produktbeschreibung

PRAISE FOR EXACTLY HOW TO SELL "Exactly How to Sell is exactly what it promises. It is the nuts and bolts of selling, blending old school techniques with today's dynamic customer needs." --Heather Sager, vice president, Learning & Development, Audigy Group, LLC "The primary function of every business is sales. If you wish it weren't that way, buy Exactly How to Sell right now. Jones will help you fall in love with selling in a way that is in line with your values and desire to be of value. And the best part ...he makes it simple by giving you an easy to implement process for getting all the clients and customers you want. Read this book and you'll learn exactly how to sell." --Michael Port, New York Times and Wall Street Journal bestselling author of Book Yourself Solid and Steal the Show "'Selling' often is thought of as a dirty word; something I avoided. Let's face it; no one wants to be sold to. Right? Wrong! This book brilliantly illustrates the how and why of selling-for everyone. Phil Jones has finally sold me on selling." --Stephen Shapiro, author, Best Practices are Stupid "If you don't think of yourself as a salesperson but need clients and wish it were easier, look no further. A lot of people will give you theory, but my friend Phil Jones will give you much more, teaching you step-by-step Exactly How to Sell. You'll love this book, you'll use it, and you will improve your sales." --Anthony Iannarino, bestselling author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing "In Exactly How to Sell, Phil M Jones provides a straightforward method for professionals to extract maximum value from the sales process in an entertaining, highly readable book. Simply put, this book destroys stereotypes about selling as sacrilege to professionals. In fact, the opposite is true: this book will help professionals achieve greater success by focusing on the needs of the patient or customer and why they should choose you. Buy this book-you won't regret it." --Dr. Dave Fabry, PhD, vice president, Global Medical Affairs, GN ReSound

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Produktdetails

• Verlag: Wiley
• Seitenzahl: 176
• Erscheinungstermin: 31. Januar 2018
• Englisch
• Abmessung: 185mm x 131mm x 22mm
• Gewicht: 225g
• ISBN-13: 9781119473459
• ISBN-10: 1119473454
• Artikelnr.: 49137844

Autorenporträt

PHIL M JONES has made it his life's work to demystify the sales process, reframe what it is to "sell", and help his audiences to learn new skills that empower confidence, overcome fears, and instantaneously impact bottom line results. Author of five international best-selling books, and having been awarded as the youngest-ever winner of the coveted "British Excellence in Sales and Marketing" award. Phil is currently one of the most in-demand assets from companies worldwide.

Inhaltsangabe

Introduction xi
Chapter 1 A Shift in Mind-Set 1
Salespeople or Sales Professionals 1
Choosing Your Focus 4
Sales Is a Philosophy 12
Is It Worth It? 16
The Value of a Customer 18
Make It Work on Paper 19
The Two Most Important Questions 21
Chapter 2 The Quest for Confidence 23
Have You Done Your Homework? 26
Making Your Own Luck 28
Tools of the Trade 29
Keeping Your Head in the Game 31
Know Your Enemy 33
Levels of Success: Thinking BIG 34
Chapter 3 Opportunity Is Everywhere 39
What Face Are You Wearing? 40
Networking for Success 42
What's in a Name? 45
Making Yourself More Memorable 46
Become the Expert 47
Better Than a Brochure 48
Let's Get Social 49
Social Proof 53
Giving Testimonials 56
Chapter 4 Defining Your Sales Process 57
Pick Up the Phone 58
A Guaranteed Success Formula 62
Show That You Care 65
Choose Your Allies 67
Some Simple Tips 70
Chapter 5 Making the Moments Count 73
Who Holds the Controls? 73
Easy First Yes 77
What Selling Really Is? 78
Prod the Bruise 79
Make It Easy to Buy 81
Put a Bow on It 82
Choose Your Words 85
Your Sales Presentation 92
Closing the Sale 98
Buying Triggers 103
Chapter 6 Maximizing Opportunities 105
Stop Overselling 107
Pricing 108
Your Downsell 109
The Simple Upsell 110
Creating Offers 112
Should You Give Discounts? 116
A Secret Ingredient to Success 117
The Four Rs 118
Chapter 7 Overcoming Indecision 121
Avoiding Objections 122
Tackling Objections 124
Negotiate Like a Pro 126
Persistence 128
Playing Devil's Advocate 129
Chapter 8 Protecting Your Investment 131
The Database 132
The Drop-In 133
The Phone Call 134
The Newsletter 134
The E-Newsletter 135
The Blog 135
The Facebook Presence 136
The Twitter Account 136
The LinkedIn Account 137
The Website 137
The Get-Together 138
The Letter 138
The E-Mail Offer 139
The Direct Mail Offer 140
The Gift 141
The Pat on the Back 142
Certificates and Awards 142
The Text Message 142
They All Tune In to the Same Station 143
It Is the Thought That Counts 143
About the Author 145
Acknowledgments 147