Brilliant Selling

By (author) Bird Tom; By (author) Cassell Jeremy
Short description/annotation
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.
Description
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.
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
Flap / cover copy
Want to beat your sales target? 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, 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 Get ready to succeed! ‘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.