Overview

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.

Full Product Details

Author:   Tom Bird ,  Jeremy Cassell ,  Tom Bird ,  Jeremy Cassell
Publisher:   Pearson Education Limited
Imprint:   Pearson Business
Edition:   2nd edition
Dimensions:   Width: 13.50cm , Height: 2.00cm , Length: 21.50cm
Weight:   0.460kg
ISBN:  

9781292083247

ISBN 10:   1292083247
Pages:   352
Publication Date:   05 December 2014
Audience:   General/trade ,  General
Replaced By:   9781292139012
Format:   Paperback
Publisher's Status:   Active
Availability:   Available To Order  
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Table of Contents

Part 1 You 1 The personality of a salesperson 2 How beliefs and values impact sales success 3 Your personal 'brand' 4 Performance and selling 5 Continually improving through self-coaching Part 2 Process and planning 6 The sales process as a tool for improvement 7 Making the most of your time 8 Planning for success 9 Setting the right goals 10 Managing sales information Part 3 Your power to influence 11 The C3 model - the foundations of effective influencing 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 the 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 Summary - your brilliant future

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