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OverviewYou 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, Brilliant Selling will show you how to instantly improve your sales performance. Packed with practical tips and advice from sales professionals who know what works, and what doesn’t, you’ll discover trade secrets to guarantee your success. As well as learning all the key skills, you’ll find out how to use your personality to perfect your technique and understand customer’s needs so that you’re always one step ahead. Learn how to influence anyone Understand the importance of giving before getting Discover what your customer really wants Full Product DetailsAuthor: Tom Bird , Jeremy CassellPublisher: Pearson Education Limited Imprint: Pearson Business Edition: 3rd edition Dimensions: Width: 14.00cm , Height: 1.80cm , Length: 23.00cm Weight: 0.420kg ISBN: 9781292139012ISBN 10: 1292139013 Pages: 344 Publication Date: 30 December 2021 Audience: General/trade , General Format: Paperback Publisher's Status: Active Availability: In stock  We have confirmation that this item is in stock with the supplier. It will be ordered in for you and dispatched immediately. Table of ContentsTable 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 customersReviews‘Brilliant Selling can make a positive difference to salespeople, sales managers and of course the performance of organisations.’ Philip Jansen - CEO, BT 'Brilliant Selling can make a positive difference to salespeople, sales managers and of course the performance of organisations.' Philip Jansen - CEO, BT 'Brilliant Selling will appeal to all sales people - whatever their experience level. It can be used as a quick reference for ideas and tips, or for a comprehensive tour through the sales process.' Tim Robertson, Central & Eastern Europe Sales Executive, IBM Corp. Author InformationJeremy 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. Tab Content 6Author Website:Countries AvailableAll regions |
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