Persuading other people to say "yes" is an essential skill in life?whether you're selling a product, an idea, or yourself. Packed with tried-and-true tips and real-life examples, this revised edition walks you step by step through the fundamentals of successful selling, with an emphasis on the Internet. So take this valuable guide and close the deal! Discover how to: * Use the art of selling to * get what you want * Create winning * presentations * Hone your people skills * Boost sales by building relationships * Handle rejections
Persuading other people to say "yes" is an essential skill in life?whether you're selling a product, an idea, or yourself. Packed with tried-and-true tips and real-life examples, this revised edition walks you step by step through the fundamentals of successful selling, with an emphasis on the Internet. So take this valuable guide and close the deal! Discover how to: * Use the art of selling to * get what you want * Create winning * presentations * Hone your people skills * Boost sales by building relationships * Handle rejectionsHinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.
Tom Hopkins was a millionaire by the time he was twenty-seven. He began his career as a real estate agent (failing miserably and earning $42 a month). After investing his last few dollars in a sales training seminar, Tom quickly rose to the nation's number one sales position?setting records that still stand today. Believing sales people are made, not born, Tom has dedicated his professional life to training and inspiring people to achieve their highest potential.
Inhaltsangabe
Introduction 1 Part I: Laying a Solid Foundation for Selling 7 Chapter 1: Selling Makes the World Go Around 9 Chapter 2: The Seven-Step Selling Cycle 19 Chapter 3: What to Sell 29 Part II: Doing Your Homework Before You Sell a Thing 47 Chapter 4: Understanding Your Potential Clients 49 Chapter 5: Selling What Your Product Does Instead of What It Is 85 Chapter 6: Technology as a Sales Tool 95 Part III: The Anatomy of a Sale 105 Chapter 7: Connecting with the People Who Need What You Have 107 Chapter 8: Arranging to Meet and Putting Your Clients at Ease 129 Chapter 9: Qualifying Your Way to Success 159 Chapter 10: Delivering Winning Presentations 175 Chapter 11: Addressing Client Concerns 195 Chapter 12: Closing Sales 209 Chapter 13: Getting Referrals from Your Satisfied Clients 233 Part IV: Growing Your Business 247 Chapter 14: Following Up and Keeping in Touch 249 Chapter 15: Using the Internet to Make Sales 267 Chapter 16: Planning Your Time Efficiently 277 Part V: You Can't Win 'Em All: Keeping the Faith in Sales 295 Chapter 17: Staying Upbeat When You Don't Succeed 297 Chapter 18: Setting Goals to Stay Focused 311 Part VI: The Part of Tens 323 Chapter 19: The Ten Biggest Sales Mistakes to Avoid 325 Chapter 20: Ten (Plus One!) Ways to Master the Art of Selling 331 Chapter 21: Ten Alternative Closes 341 Index 347
Introduction 1 Part I: Laying a Solid Foundation for Selling 7 Chapter 1: Selling Makes the World Go Around 9 Chapter 2: The Seven-Step Selling Cycle 19 Chapter 3: What to Sell 29 Part II: Doing Your Homework Before You Sell a Thing 47 Chapter 4: Understanding Your Potential Clients 49 Chapter 5: Selling What Your Product Does Instead of What It Is 85 Chapter 6: Technology as a Sales Tool 95 Part III: The Anatomy of a Sale 105 Chapter 7: Connecting with the People Who Need What You Have 107 Chapter 8: Arranging to Meet and Putting Your Clients at Ease 129 Chapter 9: Qualifying Your Way to Success 159 Chapter 10: Delivering Winning Presentations 175 Chapter 11: Addressing Client Concerns 195 Chapter 12: Closing Sales 209 Chapter 13: Getting Referrals from Your Satisfied Clients 233 Part IV: Growing Your Business 247 Chapter 14: Following Up and Keeping in Touch 249 Chapter 15: Using the Internet to Make Sales 267 Chapter 16: Planning Your Time Efficiently 277 Part V: You Can't Win 'Em All: Keeping the Faith in Sales 295 Chapter 17: Staying Upbeat When You Don't Succeed 297 Chapter 18: Setting Goals to Stay Focused 311 Part VI: The Part of Tens 323 Chapter 19: The Ten Biggest Sales Mistakes to Avoid 325 Chapter 20: Ten (Plus One!) Ways to Master the Art of Selling 331 Chapter 21: Ten Alternative Closes 341 Index 347
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