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Brilliant Selling
Taschenbuch von Tom Bird (u. a.)
Sprache: Englisch

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Beschreibung

Want to beat your sales target?

You can sell anything you want and targets are always achievable GÇô Brilliant Selling will show you how. Whether youGÇÖre new to selling or want to take yourself to the next level, Brilliant Selling will show you how to instantly improve your sales performance.

Want to beat your sales target?

You can sell anything you want and targets are always achievable GÇô Brilliant Selling will show you how. Whether youGÇÖre new to selling or want to take yourself to the next level, Brilliant Selling will show you how to instantly improve your sales performance.

Über den Autor

Jeremy Cassell has worked as a freelance trainer for 12 years. Before that he was National Training Manager for L’Oreal and National Sales Training Manager for Walker’s, part of Pepsi. Before entering the business world, he gained experience in teaching English and history. He has worked as a TEFL teacher and is an NLP Master Practitioner and trainer.

Tom Bird's business career stretches over 20 years and spans sales and sales management as well as personal development and performance improvement. He is a director of RTP and has been involved professionally in developing people to realise more of their potential since 2000. To supplement his business experience Tom qualified as a Master Practitioner of NLP (the study of modelling success) and achieved a Post Graduate Diploma in Coaching and Development.

Inhaltsverzeichnis

Table of Contents

Part 1 – You

1. The personality of a salesperson

2. How beliefs and values impact sales success

3. Performance and selling

4. Continually improve through self coaching

Part 2 – Process and planning

5. The sales process as a tool for improvement

6. Making the most of your time

7. Planning for success

8. Setting the right goals

9. Managing sales information

Part 3 – Your power to influence

10. Credibility and rapport – the foundations of effective influencing

11. Managing your state – being confident whenever you want

12. Asking the right questions

13. Listening and learning

14. Negotiating collaboratively

Part 4 – Understanding buyers and prospects

15. How do you sell?

16. The modern buyer

17. Prospecting with purpose

18. Initial meeting(s) with prospect

19. Identifying what the prospect wants and needs

Part 5 – Presenting solutions

20. Appealing to the customer

21. Writing great sales proposals

22. Preparing winning pitches

23. Persuasive delivery

24. Making the most of objections

25. Closing and commitment

Part 6 – Developing customers

26. The value of a customer

27. Managing the ‘relationship’

28. Your priorities in managing customers

Details
Erscheinungsjahr: 2021
Fachbereich: Betriebswirtschaft
Genre: Importe, Wirtschaft
Rubrik: Recht & Wirtschaft
Medium: Taschenbuch
Reihe: Brilliant Business
Inhalt: Kartoniert / Broschiert
ISBN-13: 9781292139012
ISBN-10: 1292139013
Sprache: Englisch
Einband: Kartoniert / Broschiert
Autor: Bird, Tom
Cassell, Jeremy
Auflage: 3. Auflage
Hersteller: Pearson
Pearson Education Limited
Brilliant Business
Verantwortliche Person für die EU: Pearson, St.-Martin-Straße 82, D-81541 München, salesde@pearson.com
Maße: 216 x 139 x 22 mm
Von/Mit: Tom Bird (u. a.)
Erscheinungsdatum: 23.12.2021
Gewicht: 0,426 kg
Artikel-ID: 119778369
Über den Autor

Jeremy Cassell has worked as a freelance trainer for 12 years. Before that he was National Training Manager for L’Oreal and National Sales Training Manager for Walker’s, part of Pepsi. Before entering the business world, he gained experience in teaching English and history. He has worked as a TEFL teacher and is an NLP Master Practitioner and trainer.

Tom Bird's business career stretches over 20 years and spans sales and sales management as well as personal development and performance improvement. He is a director of RTP and has been involved professionally in developing people to realise more of their potential since 2000. To supplement his business experience Tom qualified as a Master Practitioner of NLP (the study of modelling success) and achieved a Post Graduate Diploma in Coaching and Development.

Inhaltsverzeichnis

Table of Contents

Part 1 – You

1. The personality of a salesperson

2. How beliefs and values impact sales success

3. Performance and selling

4. Continually improve through self coaching

Part 2 – Process and planning

5. The sales process as a tool for improvement

6. Making the most of your time

7. Planning for success

8. Setting the right goals

9. Managing sales information

Part 3 – Your power to influence

10. Credibility and rapport – the foundations of effective influencing

11. Managing your state – being confident whenever you want

12. Asking the right questions

13. Listening and learning

14. Negotiating collaboratively

Part 4 – Understanding buyers and prospects

15. How do you sell?

16. The modern buyer

17. Prospecting with purpose

18. Initial meeting(s) with prospect

19. Identifying what the prospect wants and needs

Part 5 – Presenting solutions

20. Appealing to the customer

21. Writing great sales proposals

22. Preparing winning pitches

23. Persuasive delivery

24. Making the most of objections

25. Closing and commitment

Part 6 – Developing customers

26. The value of a customer

27. Managing the ‘relationship’

28. Your priorities in managing customers

Details
Erscheinungsjahr: 2021
Fachbereich: Betriebswirtschaft
Genre: Importe, Wirtschaft
Rubrik: Recht & Wirtschaft
Medium: Taschenbuch
Reihe: Brilliant Business
Inhalt: Kartoniert / Broschiert
ISBN-13: 9781292139012
ISBN-10: 1292139013
Sprache: Englisch
Einband: Kartoniert / Broschiert
Autor: Bird, Tom
Cassell, Jeremy
Auflage: 3. Auflage
Hersteller: Pearson
Pearson Education Limited
Brilliant Business
Verantwortliche Person für die EU: Pearson, St.-Martin-Straße 82, D-81541 München, salesde@pearson.com
Maße: 216 x 139 x 22 mm
Von/Mit: Tom Bird (u. a.)
Erscheinungsdatum: 23.12.2021
Gewicht: 0,426 kg
Artikel-ID: 119778369
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