Anyone Can Sell

Contents......Page 6
Preface......Page 8
1 Getting Started......Page 10
Understanding selling......Page 12
Networking effectively......Page 14
Clarifying your networking objectives......Page 17
Preparing to talk to people......Page 19
Setting up meetings......Page 21
2 Learning the Key Skills......Page 26
Building trust......Page 28
Asking opening questions......Page 29
Exploring the customer’s need......Page 31
Learning to listen......Page 34
Reading customers......Page 36
3 Making a Good Impression......Page 41
Researching effectively......Page 43
Warming up customers......Page 45
Setting objectives......Page 48
Preparing for sales meetings......Page 50
Demonstrating customer sensitivity......Page 52
4 Presenting Your Services......Page 56
Understanding features and benefits......Page 58
Explaining yourself clearly......Page 60
Relating to the customer’s needs......Page 63
Writing proposals......Page 64
Making a formal presentation......Page 67
5 Negotiating to the Sale......Page 73
Handling doubts......Page 75
Getting to an agreement......Page 78
Walking away from a deal......Page 79
Evaluating your performance......Page 82
6 Building Long-Term Relationships......Page 86
Looking after your customers......Page 88
Evaluating your customer relationships......Page 90
Completing the networking cycle......Page 91