Brilliant selling
You can sell anything you want and targets are always achievable – Brilliant Selling will show you how. Whether you’re new to selling or want to take yourself to the next level, this bestelling, and definitive guide will show you how to instantly improve your sales performance.
| Otros Autores: | , |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Harlow, England :
Pearson
[2015]
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| Edición: | Second, rejacketed edition |
| Colección: | Brilliant.
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| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009629126706719 |
Tabla de Contenidos:
- Cover
- Title Page
- Copyright
- Contents
- About the authors
- Introduction to the second edition
- How this book works
- Part 1 You
- Chapter 1 The personality of a salesperson
- Chapter 2 How beliefs and values impact sales success
- Chapter 3 Your personal 'brand'
- Chapter 4 Performance and selling
- Chapter 5 Continually improving through self-coaching
- Part 2 Process and planning
- Chapter 6 The sales process as a tool for improvement
- Chapter 7 Making the most of your time
- Chapter 8 Planning for success
- Chapter 9 Setting the right goals
- Chapter 10 Managing sales information
- Part 3 Your power to influence
- Chapter 11 The C3 model - the foundations of effective influencing
- Chapter 12 Asking the right questions
- Chapter 13 Listening and learning
- Chapter 14 Negotiating collaboratively
- Part 4 Understanding buyers and prospects
- Chapter 15 How do you sell?
- Chapter 16 The modern buyer
- Chapter 17 Prospecting with purpose
- Chapter 18 Initial meeting(s) with the prospect
- Chapter 19 Identifying what the prospect wants and needs
- Part 5 Presenting solutions
- Chapter 20 Appealing to the customer
- Chapter 21 Writing great sales proposals
- Chapter 22 Preparing winning pitches
- Chapter 23 Persuasive delivery
- Chapter 24 Making the most of objections
- Chapter 25 Closing and commitment
- Part 6 Developing customers
- Chapter 26 The value of a customer
- Chapter 27 Managing the relationship
- Chapter 28 Your priorities in managing customers
- Summary - your brilliant future
- Index.
