Coffee's for closers the best real life sales book you'll ever read

"After reading over two hundred and sixty sales books and listening to over a hundred on Audible, it became frustratingly apparent that there were no answers to everyday sales challenges. There were some good techniques and interesting ideas; however, I personally struggled to put them into pra...

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Detalles Bibliográficos
Otros Autores:	Morris, Tony (Sales consultant), author (author)
Formato:	Libro electrónico
Idioma:	Inglés
Publicado:	Hoboken, NJ : Wiley [2023]
Materias:	Selling. Sales management.
Ver en Biblioteca Universitat Ramon Llull:	https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009752720806719

Tabla de Contenidos:

Cover Page
Title Page
Copyright
Contents
Foreword
Preface
About the Author
Chapter 1 Introduction to Sales
Do Not Listen to Respond, Listen to Learn
Asking Intelligent Questions
Mindset
Which Person Are You?
Which Salesperson Would You Have Been?
The Lesson
The Whale
Tenacity
Why Do People Buy?
Why?
Chapter 2 It Is Not Just About the Destination
Chapter 3 Give, and You Shall Gain
Chapter 4 Every Second Counts
Chapter 5 Preparation
Preparation for a Call
What's in It for Me?
The A-Z of Success
Prepare for a Meeting
Chapter 6 My Best Sales Lesson Yet
Chapter 7 Motivation
Reflect on Past Triumphs
Chapter 8 Building Rapport
What Is Rapport?
What Did I Match?
Using Keywords
The Two Golden Rules of Rapport
Like Them
Chapter 9 Who Is Your Ideal Client?
Building Your Hit List
Strategic Alliances
How to Be Seen as the Expert in Their Field
Use Their Language
Google Alerts
Trade Publications
Exhibitions
Facebook Groups
Chapter 10 Getting Past the Gatekeepers
Voice Mails
Chapter 11 Smart Calling
Funnelling Process
Chapter 12 Direct Marketing
Chapter 13 I Only Have Capacity for Seven Clients
Chapter 14 Questioning
Tag-On Questions
Statement Question
Opinion Question
Replay Question
Clarification Question
Future Pace Question
Pain Questions
Benchmarking Question
Decision-Maker Questions
Thought-Provoking Questions
Discovery Questions
Why Do We Ask Closed-Ended Questions?
Chapter 15 Listening
A Smart Salesperson Listens to Emotions, Not Facts
Limit the Time You Speak
Reflective Listening
Tag-On Questions
Improving Active Listening Skills
Clarification
Confirmation
Nonverbal
Opportunity Antenna
Listening to What Is 'Not' Shared
Listen to Learn.
Chapter 16 As Nike Says, 'Just Do It'
Chapter 17 Conducting a Meeting
Chapter 18 Proposals
Chapter 19 Selling with NLP
What Is NLP?
Preferred Modes of Thinking
How People Buy
NLP Epistemology - The Communication Model
Internal Representation
Eye Movements Exercise
Selling to Visual Learners
Selling to Auditory Learners
Selling to Kinaesthetic Learners
Selling to a Group
Visual
Auditory
Kinaesthetic
Chapter 20 Handle the Person, Not the Objection
Why Do You Think People Object?
What Do We Do if the Client Has an Objection?
Market Is Not Good at the Moment (Property)
Bad Experience
Need to Speak to My Partner
I Am Happy with My Current Supplier
Feedback
Review
Backup
Your Product Is too Expensive
Send Me Information
Your Competitor, Who Is Very Similar to You, Is Cheaper
Chapter 21 Positive Words and Language
Chapter 22 Lead Generation
Lead Generation Ideas If You Work in Recruitment
Pipeline
Chapter 23 Gaining Referrals
Chapter 24 FAB Selling
Chapter 25 Cross-Selling and Upselling
Create the Need and Fill It
Chapter 26 Handling Rejection
Chapter 27 Six Components of Success
Talent
Chapter 28 Negotiations
Rule 1
Rule 2
Rule 3
Rule 4
Rule 5
Rule 6
Rule 7
Rule 8
Rule 9
Sell the Difference
Chapter 29 Time Management
Unnecessary Meetings
Elephant Tasks
Chapter 30 Gaining Commitment and Closing
Examples of Some Closing Techniques
Chapter 31 Howlers
My First B2B Sales Job
My First Field Meeting
Call Centre Selling Gas and Electric
Double Glazing
Door-to-Door Sales
Chapter 32 Conclusion
Complimentary Resources
Tony Morris International
Book Mentions
Index
EULA.

Coffee's for closers the best real life sales book you'll ever read

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