Overview

Stop hoping that sales might happen – build a process that ensures they will. The ability to turn leads into sales is the foundation of every successful business. Converted offers a tried and trusted framework for achieving this goal, replacing unpredictability and uncertainty with a practical and reliable sales process. This book outlines the ten logical steps you need to master in order to reduce deal-time and close more sales. You’ll learn how to: • Target qualified prospects and avoid tyre-kicking timewasters • Join the conversation happening inside your customer’s head and pitch accordingly • Guide the sale with meaningful questions that engage and inspire action • Reassure your prospect and eliminate objections • Time your quotations and proposals so that they generate more orders, more often

Full Product Details

Author:   Matt Sykes
Publisher:   Rethink Press
Imprint:   Rethink Press
Dimensions:   Width: 14.00cm , Height: 1.20cm , Length: 21.60cm
Weight:   0.255kg
ISBN:  

9781781334713

ISBN 10:   1781334714
Pages:   196
Publication Date:   16 July 2020
Audience:   General/trade ,  Professional and scholarly ,  General ,  Professional & Vocational
Format:   Paperback
Publisher's Status:   Active
Availability:   In Print  
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Table of Contents

Foreword Introduction 1 Resilience The buyer's psychology Think and grow rich Get off the couch! Unleash your latent potential Design your future Measure twice, cut once 2 Reach The Ideal Customer Profile Prospecting Personal brand 4 What does all this mean for the sales process? 3 Rapport Entering the sales cycle Empathy Pitching What does all this mean for the sales process? 4 Rules What rules a customer's head? Define your leads Be prepared The Rules of Engagement What does all this mean for the sales process? 5 Reason Don't sell shoes, sell shoe-trees Knowns, unknown knowns and unknown unknowns Questions are the answer What does all this mean for the sales process? 6 Resource The C-word The budget question An inside job What does all this mean for the sales process? 7 Reassure Dull, dangerous and downright delinquent Show them the money What does all this mean for the sales process? 8 Rectify Why buyers object Decode and disarm 1 The OBJECT formula What does all this mean for the sales process? 14 9 Resolve Spaghetti throwing Asking for the sale 15 What does all this mean for the sales process? 10 Return Facts tell, stories sell Say hello to my little friend 16 Let's go round again Conclusion Acknowledgements The Author Salescadence Competence Audit

Reviews

Practical, brilliant, real-world advice. Matt Sykes knows what he is talking about because - here's the thing - Matt Sykes has lived all this. He's passionate about sales being seen as a force for good, and throughout his books and keynote speeches, he often uses the words 'help' and 'journey'. Those two words say so much about his philosophy. He is on a mission to help people who sell - and he wants those people to help their prospects and cus tomers. Chris Murray, author of The Extremely Successful Salesman's Club and Selling with EASE

Author Information

Matt Sykes is a sales trainer, author, podcast host and public speaker and has clocked up over twenty years of sales experience across a variety of B2B sales roles. His mission is to transform common negative perceptions into positive ones that recognise exceptional salespeople as a force for good, proud of their profession and helping more people buy with confidence.

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