101 Ways to Increase Your Sales (101 Ways Series

Cover......Page 1
Preliminaries......Page 2
Contents......Page 4
The Intended Reader......Page 5
Acknowledgements......Page 6
Introduction......Page 7
1. Adopt the right overall approach......Page 9
2. Be self-motivated......Page 10
3. Resolve to constantly fine-tune your approaches......Page 11
4. Do your homework......Page 12
5. Set clear objectives......Page 13
7. Arrange suitable sales aids......Page 14
8. Remember two heads can be better than one......Page 15
10. Know their business......Page 16
11. Know your product......Page 17
Note:......Page 18
12. Seeing the right people......Page 19
13. Who is the buyer?......Page 20
14. The role of the gatekeeper......Page 21
16. Create prospecting methods that work for you......Page 23
(3) Personal observation......Page 24
(6) Lists......Page 25
(9) Extra curricular activities......Page 26
17. Be available......Page 27
18. Stand up to prospects......Page 28
20. Making appointments......Page 29
21. Do not base your approach on a lie......Page 30
22. First impressions last......Page 32
24. Starting as you mean to go on......Page 33
25. The manner most likely to succeed......Page 34
26. Use eye contact......Page 36
27. The need for understanding......Page 37
28. The power of empathy......Page 38
30. Working with customers......Page 39
31. Customer types......Page 40
32. Types of buyer......Page 41
How to open a sale with type 1 (assertive/cold) customers......Page 42
How to open a sale with type 4 (assertive/warm) customers......Page 43
33. Respect and use customers' names......Page 44
34. What customers want......Page 46
35. Need identification techniques......Page 47
Active listening to obtain information......Page 49
37. Making notes......Page 50
39. Two kinds of need......Page 51
40. Identifying and agreeing customer priorities......Page 52
41. Using record cards......Page 53
42. What it means to be persuasive......Page 55
43. Making what you say understandable......Page 57
44. Beware of jargon......Page 59
45. Talk benefits......Page 60
46. Relating benefits to individual customers......Page 62
47. Deploying different types of benefits......Page 63
48. Offering proof......Page 64
49. Testimonials and references......Page 65
51. Summarise progress......Page 66
52. Managing sales aids......Page 67
54. Do not pressurise......Page 69
55. How to demonstrate effectively......Page 70
56. Making terms and conditions clear......Page 72
Document your side of arrangements......Page 73
Link to follow-up......Page 74
57. Do not sound egocentric......Page 75
58. Always be loyal to your company......Page 76
59. Offer more......Page 77
60. Taking the positive view......Page 79
61. Preventing objections......Page 80
62. "Sparring" with objections......Page 81
63. Providing an answer......Page 82
64. Handling price......Page 84
65. Dealing with the ups and downs of price......Page 85
66. Do not knock competition......Page 87
67. Avoid untenable comparisons......Page 88
69. Saving face......Page 89
70. Your own commitment to close......Page 91
71. Watch for buying signals......Page 92
73. How to close......Page 93
74. Responding to the customer who says "Let me think about it"......Page 95
75. When they say"Yes"......Page 97
76. Use your colleagues in joint calling......Page 98
77. Develop a fluency with figures......Page 99
78. Be good on your feet......Page 100
79. Use your authority......Page 101
80. Make a point of not selling......Page 102
81. Consider swopping customers with your colleagues......Page 103
82. Handling a multi-stage contact......Page 105
83. Use one contact to arrange the next......Page 106
84. Make good use of the telephone......Page 107
85. Drop them a line......Page 108
86. Send a fax......Page 109
87. Create a role for yourself in your customers' businesses......Page 110
88. Control the "chat"......Page 111
89. Deliver!......Page 112
90. Sort queries/complaints effectively......Page 113
91. Be appreciative......Page 115
92. Achieving customer profitability......Page 117
93. The "gin and tonic" technique......Page 119
95. Be a source of ideas......Page 120
96. Adopt a positive approach......Page 122
97. Be distinctive......Page 123
98. Ride out failure......Page 124
99. Be confident......Page 125
100. Learn from experience......Page 126
101. Plan ahead......Page 127
102. Expect the unexpected......Page 128
Afterword......Page 129