Mastering the world of selling the ultimate training resource from the biggest names in sales
Of the 17 million people in the U.S. who are involved directly or indirectly in sales, many repeatedly acknowledge facing four major challenges: No prior sales education or trainingLack of formalized sales training, resources, and methodologies provided by their companiesDue to the recession and dow...
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, NJ :
Wiley
2010.
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| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009628200506719 |
Tabla de Contenidos:
- Mastering the World of Selling: The Ultimate Training Resource from the Biggest Names in Sales; Contents; Foreword; Introduction; Your Past and Present Hold the Key to Your Future; Chapter 1: Collaboration; Chapter 2: Living Your Vows in a Whirlwind Economy; Chapter 3: Ninety Percent of All Sales Force Training Fails; Chapter 4: Eleven Telephone Tips to Effectively Reach Out and Touch Others; Chapter 5: The ''At-Leaster'' Phenomenon; Chapter 6: Confronting the CRM Challenge; Chapter 7: Rethinking Sales Success; Chapter 8: Selling for the Independent Professional
- Chapter 9: Ten Tips for Convincing the Buyer to Pay MoreChapter 10: How to Sell a Pencil-and Your Product or Service; Chapter 11: Cultivating Endless Referrals; Chapter 12: Twenty-One Ways to Increase Sales This Year; Chapter 13: The Psychology of Persuasion; Chapter 14: The Virtual Presentation; Chapter 15: Do You Have an Effective Closing Strategy?; Chapter 16: Sales Manager or Administrator?; Chapter 17: Uncover Sales Opportunities; Chapter 18: How Can I Wow the Audience When Speaking?; Chapter 19: The Good Life Rules; Chapter 20: Five Traits of a Great Sales Leader
- Chapter 21: Reconstructing the Pieces of the Sales PuzzleChapter 22: Manage Salespeople as You Would Invest; Chapter 23: The Amazing Power of Testimonials; Chapter 24: Want More Sales? Stop ''Selling'' and Start Helping Clients Succeed; Chapter 25: Your Next Job Interview; Chapter 26: Nine Biggest Mistakes Salespeople Make in Their Presentations; Chapter 27: Seven Cold-Calling Secrets Even the Sales Gurus Don't Know; Chapter 28: Learn More, Sell More; Chapter 29: Are You a Sales Rock Star, or Just a Member of the Band?; Chapter 30: Selling Professional Services
- Chapter 31: Dealing with Unreturned Phone CallsChapter 32: Engaging and Defeating Competition; Chapter 33: How to Double Sales in 12 Months Flat; Chapter 34: Developing the Thank-You Note Habit; Chapter 35: Escaping the Price-Driven Sale Selling to Clients at a Premium; Chapter 36: Creating Client Value; Chapter 37: Selling through the Eye of the Buyer; Chapter 38: Building a Bridge between Service and Selling; Chapter 39: Developing and Implementing a Structured Sales Process; Chapter 40: How to Present with Mastery, So People Take Action; Chapter 41: Biggest Time Wasters for Salespeople
- Chapter 42: The Key to Growing Your SalesChapter 43: How, What, and Why Projects Fail; Chapter 44: Making a Difference; Chapter 45: How to Overachieve; Chapter 46: How to Make Successful Cold Calls; Chapter 47: Create E-Mail Subject Lines That Draw Prospects In; Chapter 48: The Sales Funnel; Chapter 49: Having a ''Great Meeting'' Is Not the Objective; Chapter 50: ''Referrals'' Are a Waste-Introductions Are Golden; Chapter 51: Increasing Sales Quickly; Chapter 52: Seven Myths and Misconceptions about Top-Performing Salespeople; Chapter 53: Magic Moments in Selling
- Chapter 54: Truth or Delusion
