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7 BOOKS IN 1
- Advanced Selling For Dummies
- Negotiating For Dummies, 2nd Edition
- Selling For Dummies, 3rd Edition
- Sales Closing For Dummies
- Sales Prospecting For Dummies
- Success as a Real Estate Agent For Dummies
- Telephone Sales For Dummies
Tried-and-true information and tips for selling like a pro
Are you looking to enter the world of sales, or are you already a salesperson looking for new tips and tactics to expand your business? Whether you're in charge of your own selling career or you're responsible for training and managing a professional sales force, Selling All-in-One For Dummies features everything you need to know to improve your results.
- The art and science of selling -- discover how cooperation, good listening skills, and putting others' needs before your own help sell your ideas, concepts, products, or services
- Dig for gold -- find out where to look for potential customers, how to approach them, and strategies for prospecting with confidence
- Turn prospects into clients -- find the people who need what you have, schedule meetings with them, and address their concerns
- Bring it full circle -- determine the best time to approach the close, understand which strategies to use for different scenarios, and get referrals
- Take the "no" out of negotiation -- grasp the skills and strategies every good salesperson needs to know to negotiate successfully
- Explore specialized and growing fields -- get the 4-1-1 on industry-specific information, instructions, and advice to refine your sales tactics, whether you're selling real estate, insurance, financial services, medical equipment, pharmaceuticals, or biotech
- Think like an entrepreneur -- overcome roadblocks, develop synergistic partnerships, embrace change, brand yourself, boost productivity with the latest technologies, and more
- Connect with social media -- engage with consumers; connect with clients; and build your brand's community with a quick-start guide to the basics of Facebook, Twitter, LinkedIn, YouTube, and blogging
Open the book and find:
- The seven-step selling cycle
- Ways to fish for prospects in the likeliest (and unlikeliest) places
- How to get a meeting and put your clients at ease
- Winning presentation tips
- Time-honored advice on addressing your clients' needs
- A no-frills anatomy of a close
- Questioning and listening strategies that work
- The latest technologies and social media to expand your reach
- Tips for closing a tough customer
7 BOOKS IN 1
- Advanced Selling For Dummies
- Negotiating For Dummies, 2nd Edition
- Selling For Dummies, 3rd Edition
- Sales Closing For Dummies
- Sales Prospecting For Dummies
- Success as a Real Estate Agent For Dummies
- Telephone Sales For Dummies
Tried-and-true information and tips for selling like a pro
Are you looking to enter the world of sales, or are you already a salesperson looking for new tips and tactics to expand your business? Whether you're in charge of your own selling career or you're responsible for training and managing a professional sales force, Selling All-in-One For Dummies features everything you need to know to improve your results.
- The art and science of selling -- discover how cooperation, good listening skills, and putting others' needs before your own help sell your ideas, concepts, products, or services
- Dig for gold -- find out where to look for potential customers, how to approach them, and strategies for prospecting with confidence
- Turn prospects into clients -- find the people who need what you have, schedule meetings with them, and address their concerns
- Bring it full circle -- determine the best time to approach the close, understand which strategies to use for different scenarios, and get referrals
- Take the "no" out of negotiation -- grasp the skills and strategies every good salesperson needs to know to negotiate successfully
- Explore specialized and growing fields -- get the 4-1-1 on industry-specific information, instructions, and advice to refine your sales tactics, whether you're selling real estate, insurance, financial services, medical equipment, pharmaceuticals, or biotech
- Think like an entrepreneur -- overcome roadblocks, develop synergistic partnerships, embrace change, brand yourself, boost productivity with the latest technologies, and more
- Connect with social media -- engage with consumers; connect with clients; and build your brand's community with a quick-start guide to the basics of Facebook, Twitter, LinkedIn, YouTube, and blogging
Open the book and find:
- The seven-step selling cycle
- Ways to fish for prospects in the likeliest (and unlikeliest) places
- How to get a meeting and put your clients at ease
- Winning presentation tips
- Time-honored advice on addressing your clients' needs
- A no-frills anatomy of a close
- Questioning and listening strategies that work
- The latest technologies and social media to expand your reach
- Tips for closing a tough customer
The Experts at Dummies are smart, friendly people who make learning easy by taking a not-so-serious approach to serious stuff.
Introduction 1
Book I: Laying the Foundation for Selling Success 9
Chapter 1: The Seven-Step Selling Cycle 11
Chapter 2: Understanding and Connecting with Potential Clients 21
Chapter 3: Knowing Your Product 45
Book II: Prospecting for Gold 53
Chapter 1: An Introduction to Prospecting 55
Chapter 2: Prospecting Preliminaries 69
Chapter 3: Fishing for Prospects in the Likeliest - and Unlikeliest - Places 89
Chapter 4: Prospecting for Untapped and Under-Tapped Markets 109
Chapter 5: Approaching Potential Clients without Scaring Them Away 121
Book III: Turning Prospects into Customers and Clients 137
Chapter 1: Getting a Meeting and Putting Your Clients at Ease 139
Chapter 2: Qualifying Your Way to Success 163
Chapter 3: Winning Presentations 179
Chapter 4: Addressing Client Concerns 197
Book IV: Closing Like a Champ and Getting Referrals 209
Chapter 1: The Anatomy of a Close 211
Chapter 2: Questioning and Listening Strategies of Champion Closers 227
Chapter 3: The No-Frills Close 245
Chapter 4: Closes That Overcome Fear 253
Chapter 5: Closes That Put an End to Buyers' Procrastination 275
Chapter 6: Closing the Tough Customer 293
Chapter 7: Remote Closing 301
Chapter 8: Getting Referrals from Your Present Clients 315
Book V: Negotiating Skills Every Salesperson Should Have 333
Chapter 1: Preparing for Negotiating Success 335
Chapter 2: Choreographing the Negotiation 353
Chapter 3: Keeping Your Emotions in Check 365
Chapter 4: Telling It Like It Is 379
Chapter 5: Win-Win Negotiating 395
Book VI: Selling in Specialized and Growing Fields 409
Chapter 1: Selling Real Estate 411
Chapter 2: Selling Insurance 433
Chapter 3: Selling Financial Services 447
Chapter 4: Selling in the Medical Field 463
Chapter 5: Selling Biotechnology 479
Book VII: Becoming a Power Seller 491
Chapter 1: Becoming the Power Seller You Want to Be 493
Chapter 2: Getting in Step with Your Customer 513
Chapter 3: Teaming Up for Success with Personal Partnering 527
Chapter 4: Embracing Change as a Growth Strategy 539
Chapter 5: Branding Yourself through Shameless Self-Promotion 553
Chapter 6: Putting the Latest Technologies to Work for You 565
Chapter 7: Tapping the Power of Word-of-Mouth Advertising through Social Networking 581
Book VIII: The Book of Tens 599
Chapter 1: The Ten Biggest Sales Mistakes 601
Chapter 2: Ten Power-Selling Tactics and Techniques 607
Chapter 3: Ten Ways to Break a Sales Slump or Avoid It Entirely 613
Chapter 4: Ten Advanced Closes 619
Chapter 5: Ten (Or So) Ways to Sound Like a Pro on the Phone 625
Index 629
| Erscheinungsjahr: | 2012 |
|---|---|
| Fachbereich: | Management |
| Genre: | Importe, Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Inhalt: | Kartoniert / Broschiert |
| ISBN-13: | 9781118065938 |
| ISBN-10: | 111806593X |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: | The Experts at Dummies |
| Hersteller: | Wiley |
| Verantwortliche Person für die EU: | preigu, Ansas Meyer, Lengericher Landstr. 19, D-49078 Osnabrück, mail@preigu.de |
| Maße: | 236 x 184 x 40 mm |
| Von/Mit: | The Experts at Dummies |
| Erscheinungsdatum: | 01.02.2012 |
| Gewicht: | 1,02 kg |
The Experts at Dummies are smart, friendly people who make learning easy by taking a not-so-serious approach to serious stuff.
Introduction 1
Book I: Laying the Foundation for Selling Success 9
Chapter 1: The Seven-Step Selling Cycle 11
Chapter 2: Understanding and Connecting with Potential Clients 21
Chapter 3: Knowing Your Product 45
Book II: Prospecting for Gold 53
Chapter 1: An Introduction to Prospecting 55
Chapter 2: Prospecting Preliminaries 69
Chapter 3: Fishing for Prospects in the Likeliest - and Unlikeliest - Places 89
Chapter 4: Prospecting for Untapped and Under-Tapped Markets 109
Chapter 5: Approaching Potential Clients without Scaring Them Away 121
Book III: Turning Prospects into Customers and Clients 137
Chapter 1: Getting a Meeting and Putting Your Clients at Ease 139
Chapter 2: Qualifying Your Way to Success 163
Chapter 3: Winning Presentations 179
Chapter 4: Addressing Client Concerns 197
Book IV: Closing Like a Champ and Getting Referrals 209
Chapter 1: The Anatomy of a Close 211
Chapter 2: Questioning and Listening Strategies of Champion Closers 227
Chapter 3: The No-Frills Close 245
Chapter 4: Closes That Overcome Fear 253
Chapter 5: Closes That Put an End to Buyers' Procrastination 275
Chapter 6: Closing the Tough Customer 293
Chapter 7: Remote Closing 301
Chapter 8: Getting Referrals from Your Present Clients 315
Book V: Negotiating Skills Every Salesperson Should Have 333
Chapter 1: Preparing for Negotiating Success 335
Chapter 2: Choreographing the Negotiation 353
Chapter 3: Keeping Your Emotions in Check 365
Chapter 4: Telling It Like It Is 379
Chapter 5: Win-Win Negotiating 395
Book VI: Selling in Specialized and Growing Fields 409
Chapter 1: Selling Real Estate 411
Chapter 2: Selling Insurance 433
Chapter 3: Selling Financial Services 447
Chapter 4: Selling in the Medical Field 463
Chapter 5: Selling Biotechnology 479
Book VII: Becoming a Power Seller 491
Chapter 1: Becoming the Power Seller You Want to Be 493
Chapter 2: Getting in Step with Your Customer 513
Chapter 3: Teaming Up for Success with Personal Partnering 527
Chapter 4: Embracing Change as a Growth Strategy 539
Chapter 5: Branding Yourself through Shameless Self-Promotion 553
Chapter 6: Putting the Latest Technologies to Work for You 565
Chapter 7: Tapping the Power of Word-of-Mouth Advertising through Social Networking 581
Book VIII: The Book of Tens 599
Chapter 1: The Ten Biggest Sales Mistakes 601
Chapter 2: Ten Power-Selling Tactics and Techniques 607
Chapter 3: Ten Ways to Break a Sales Slump or Avoid It Entirely 613
Chapter 4: Ten Advanced Closes 619
Chapter 5: Ten (Or So) Ways to Sound Like a Pro on the Phone 625
Index 629
| Erscheinungsjahr: | 2012 |
|---|---|
| Fachbereich: | Management |
| Genre: | Importe, Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Inhalt: | Kartoniert / Broschiert |
| ISBN-13: | 9781118065938 |
| ISBN-10: | 111806593X |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: | The Experts at Dummies |
| Hersteller: | Wiley |
| Verantwortliche Person für die EU: | preigu, Ansas Meyer, Lengericher Landstr. 19, D-49078 Osnabrück, mail@preigu.de |
| Maße: | 236 x 184 x 40 mm |
| Von/Mit: | The Experts at Dummies |
| Erscheinungsdatum: | 01.02.2012 |
| Gewicht: | 1,02 kg |
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