101 Ways to Sell More of Anything to Anyone

Part Title......Page 2
Also by the author......Page 3
Title Page......Page 4
Contents......Page 6
Acknowledgments......Page 12
Preface......Page 14
New era customers—thay have more choice......Page 16
Get over the fear of becoming a used car sales person......Page 17
The ten biggest and most common sales mistakes......Page 18
How to use this book to sell more of anything......Page 19
The power of being extraordinary......Page 20
Section 1: It's all about attitude......Page 22
# 1 Decide what type of sales person you want to be......Page 23
# 2 A good sale is more important than just a sale......Page 24
# 3 The best sales people are patient, persistent and polite......Page 25
# 4 Believe in your product—it shows if you don't......Page 27
# 5 Commit to constant and neverending self-improvement......Page 28
# 6 You have the sale already—it's up to you not to lose it......Page 29
# 7 Honesty, integrity and passion—the three pillars of successful selling......Page 30
# 8 Never judge a man by his clothes......Page 33
# 9 Become a listening guru......Page 35
# 10 What is your attitude to money?......Page 38
Section 2: Getting prepared to sell......Page 42
# 11 To succeed at sales you need goals......Page 44
# 12 Product knowledge, a sales person's most powerful tool......Page 46
# 13 Give your customers the most compelling reasons to buy your products......Page 48
# 14 Know everything about your competitors......Page 49
# 15 Promotional material can make or break a sale......Page 50
# 16 Rehearse your sales presentation......Page 51
# 17 Look the part or go home......Page 53
# 18 Be prepared and have everything at your fingertips......Page 55
# 19 Always be ready to make a recommendation......Page 56
# 20 Tell me in thirty seconds or less why I should buy from you......Page 58
Section 3: Opportunities to sell are everywhere......Page 62
# 21 Never be afraid to ask for a lead or a referral......Page 64
# 22 Don't listen to the cynics......Page 66
# 23 Be careful what you say......Page 67
# 24 Read the newspapers, watch the news......Page 69
# 25 Check under your nose......Page 70
#26 Build your reputation and leads will come to you......Page 72
# 27 Keep a notebook with you at all times......Page 73
# 28 Walk in and say hello......Page 74
# 29 Go back over the old customer records......Page 75
# 30 Get your head around networking and what it can do for you......Page 77
Section 4: Presenting your product......Page 82
# 31 Do something memorable......Page 83
# 32 Treat everyone like a decision-maker......Page 85
# 33 Do your homewrok on the client......Page 86
# 34 Adapt to whatever is thrown at you......Page 87
# 35 Use technology to present your product (to all generations)......Page 89
# 36 It's always good to get physical......Page 91
# 37 One size no longer fits all......Page 92
# 38 Consider the length of your presentation......Page 93
# 39 Breakfast, luch, dinner or a coffee?......Page 94
# 40 Jargon is a passion killer......Page 95
Section 5: Face-face selling......Page 98
# 41 It's okay to be nervous—it means you care......Page 99
# 42 Respect the customer in every way......Page 100
# 43 Become an exceptional observer......Page 102
# 44 Ask questions to get started......Page 103
# 45 Tailor your sales pitch to suit your customers' needs......Page 105
# 46 Beware the robot syndrome......Page 107
# 47 Clarify where to from here......Page 108
# 48 Always have something to leave behind......Page 109
# 49 Write notes to help you remember your customer......Page 110
Section 6: Selling over the phone......Page 114
# 50 Start at the beginning......Page 115
# 51 Be prepared and have everything in front of you......Page 117
# 52 Get your head right before you pick up the phone......Page 119
# 53 Apply the same principles as for face-to-face selling......Page 120
# 54 It is a numbers game, but quality always outperforms quantity......Page 122
# 55 Leave clever, creative messages......Page 123
Section 7: The challenge of the internet......Page 128
# 56 Where do businesses go wrong when selling on the internet?......Page 129
# 57 The old principles still apply......Page 131
# 58 Before you press 'send', stop and think......Page 132
# 59 Embrace change—it's not so scary......Page 134
# 60 Use rival marketing......Page 136
# 61 You have only a few seconds to engage and compel......Page 138
Section 8: The art of following up......Page 142
# 62 Clarify what the customer is expecting from you......Page 144
# 63 Ask the customer when they want you to contact them......Page 145
# 64 Geat follow-up takes great organisation......Page 146
# 65 Under promise and over delivers—always......Page 147
# 66 Don't send boring follow-up letters......Page 149
# 67 Never assume—always check that the customer received what you sent......Page 150
Section 9: Closing the sale......Page 154
# 68 Learn to read the signals that someone is ready to buy......Page 155
# 69 Be brave enough to ask for the business......Page 157
# 70 Act like the sale is a forgone conclusion......Page 158
# 71 Objections are not always bad......Page 159
# 72 Have a win/win philosophy......Page 161
# 73 If it's not going well, get to the real problem......Page 162
# 74 Keep a surprise or two up your sleeve......Page 163
# 75 Very few people are good at closing—make it your mission......Page 164
Section 10: It's a marathon, not a sprint......Page 168
# 76 Look at the big picture......Page 169
# 77 Remember thay are your customers!......Page 170
# 78 Often the most difficult customers become your greatest fans......Page 171
# 79 Sometimes you have to walk away......Page 172
# 80 Beware of sales burnout......Page 173
# 81 What to do when you hit a hurdle......Page 175
Section 11: Creating advertisements that sell......Page 180
# 82 If it doesn't get read, seen or heard it's a waste of time......Page 182
# 83 Big outdoor signs create big impacts......Page 184
# 84 Make people laugh......Page 185
# 85 Use the power of testimonials to supercharge your advertising......Page 187
# 86 Preach to the converted......Page 189
Section 12: Learning a new language......Page 192
# 87 Learn to tell when your customer is distracted......Page 194
# 88 Look for signs that they either like or dislike what they are hearing......Page 196
# 89 Mirroring, a simple technique that will improve your sales skills......Page 198
# 90 Don't set off the 'bullshit detector'......Page 200
Section 13: Developing your own style......Page 204
# 91 Work on your reputation......Page 206
# 92 Become a resource for your clients......Page 207
# 93 Always respect your clients......Page 208
# 94 Be yourself......Page 209
# 95 You can never read enough sales books......Page 210
# 96 Do regular sales training......Page 211
# 97 Grow with your customers......Page 212
# 98 Do what others won't do......Page 213
# 99 Use what you sell......Page 215
# 100 Be detatched from the outcome—customers smell desperation......Page 216
# 101 Have an extraordinary amount of fun......Page 218
20 bonus tips to help you sell more of anything......Page 222
# 102 Send articles from newspapers......Page 224
# 103 Reward people for giving you a lead......Page 225
# 104 Sometimes it pays to 'down sell'......Page 226
# 105 Develop a genuine interest in people—you may be surprised......Page 227
# 106 Ask your customers for their ideas......Page 228
# 107 Visualise the outcome......Page 229
# 108 be a high quality corporate citizen and tell your customers that you are......Page 230
# 109 Don't be afraid to talk about money......Page 231
# 110 Use food to sell more of anything......Page 232
# 111 Share your life with your customers......Page 233
# 112 Be accessible to your customers......Page 234
# 113 Have a moaning buddy......Page 235
# 114 Is your business customer friendly?......Page 236
# 115 Mystery shop another business......Page 238
# 116 Do a public speaking course......Page 240
# 117 Share company victories with your customers......Page 241
 118 If you are confident enough, let your customers try your product......Page 242
 119 Pick up the cost of the call......Page 243
# 120 make it really easy for people to pay you......Page 244
# 121 Register a clever domain name......Page 245
Where to from here?......Page 248
Recommended reading......Page 249
About the author......Page 251