Brilliant Selling (Brilliant Business)

Cover
Title Page
Copyright
Contents
About the authors
Introduction to the second edition
How this book works
Part 1 You
	Chapter 1 The personality of a salesperson
	Chapter 2 How beliefs and values impact sales success
	Chapter 3 Your personal ‘brand’
	Chapter 4 Performance and selling
	Chapter 5 Continually improving through self-coaching
Part 2 Process and planning
	Chapter 6 The sales process as a tool for improvement
	Chapter 7 Making the most of your time
	Chapter 8 Planning for success
	Chapter 9 Setting the right goals
	Chapter 10 Managing sales information
Part 3 Your power to influence
	Chapter 11 The C3 model – the foundations of effective influencing
	Chapter 12 Asking the right questions
	Chapter 13 Listening and learning
	Chapter 14 Negotiating collaboratively
Part 4 Understanding buyers and prospects
	Chapter 15 How do you sell?
	Chapter 16 The modern buyer
	Chapter 17 Prospecting with purpose
	Chapter 18 Initial meeting(s) with the prospect
	Chapter 19 Identifying what the prospect wants and needs
Part 5 Presenting solutions
	Chapter 20 Appealing to the customer
	Chapter 21 Writing great sales proposals
	Chapter 22 Preparing winning pitches
	Chapter 23 Persuasive delivery
	Chapter 24 Making the most of objections
	Chapter 25 Closing and commitment
Part 6 Developing customers
	Chapter 26 The value of a customer
	Chapter 27 Managing the relationship
	Chapter 28 Your priorities in managing customers
Summary – your brilliant future
Index