Overview

The essential handbook for frontline salespeople who want to improve, and the sales managers and leaders who want to help them. Selling is changing. As AI becomes ever more pervasive, your ability to have conversations that customers find enjoyable, insightful and productive becomes ever more important. How to Sell focuses on conversational rather than consultative selling, recognizing a customer’s foundational values and emotional wants as well as their more pragmatic needs. It will help you build genuine human connection, deliver more positive buying experiences and have more effective sales conversations that deliver greater sales results. Discover: How you need to think - six fundamental sales mindsets; What you need to know - five essential areas of sales knowledge; What you need to do – seven steps for greater sales conversations. Because if you don’t know how to sell the benefits of your product, service or idea through a short and simple conversation, then you don’t know how to sell at all.

Full Product Details

Author:   Steve Radford
Publisher:   Practical Inspiration Publishing
Imprint:   Practical Inspiration Publishing
Dimensions:   Width: 15.60cm , Height: 1.60cm , Length: 23.40cm
ISBN:  

9781788608640

ISBN 10:   178860864
Pages:   238
Publication Date:   25 November 2025
Audience:   General/trade ,  General
Format:   Hardback
Publisher's Status:   Active
Availability:   In Print  
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Table of Contents

Introduction Meet Our Salespeople PART ONE: How You Need to Think Chapter 1: Is It a Win-Win? Chapter 2: Is There Enough Trust? Chapter 3: Are You Adding Enough Value? Chapter 4: What’s Their Gut Feeling? Chapter 5: Is This the Best Investment for You? Chapter 6: How Can You Get a Little Better? PART TWO: What You Need to Know Chapter 1: What You’re Selling Chapter 2: Who To Target Chapter 3: Your Goals, Objectives, Targets and KPIs Chapter 4: Your Role in The Sales Pipeline Chapter 5: Your Sales Strategies and Plans PART THREE: What You Need to Do Introducing the New 7-Step Sale Step 1: Plan and Prepare Step 2: Engage Your Customer Step 3: Understand Your Customer Step 4: Propose and Present Step 5: Trial Close Step 5a: Handle and Overcome Objections Step 5b: Negotiate Step 6: Close the Sale Step 7: Follow-up Next Steps: Building On What You've Learned About The Author Acknowledgements Bibliography

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Author Information

Steve Radford has spent 25+ years helping salespeople master the art of selling so customers love to buy. A leader in sales learning, he’s shaped industry standards, founded award-winning businesses, and trained top FMCG brands. In How to Sell, he shares essential mindsets, knowledge and techniques for greater sales conversations.

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