Successful Selling Skills (Creating Success)

Table of contents......Page 6
Copyright......Page 5
About the author......Page 8
Introduction......Page 12
1 Can you sell?......Page 14
2 Identify your customers......Page 22
3 Selling in-house......Page 34
Retail outlets......Page 35
Telephone enquiries......Page 40
E-mail enquiries......Page 41
Shows and exhibitions......Page 42
Internet......Page 43
4 Selling out-house......Page 46
The telephone call......Page 48
The letter......Page 49
Voicemail......Page 55
Some tips on making excellent telephone calls......Page 56
5 Planning and preparation......Page 58
Prepare yourself for sales meetings......Page 60
Product knowledge......Page 61
Speak slowly......Page 62
Goals and targets......Page 63
Rehearse......Page 64
6 Sales expertise......Page 66
Sell yourself......Page 67
Ask the right questions......Page 68
Listen well......Page 71
Link features and benefits......Page 72
Identify your unique sales points (USPs)......Page 73
Understand buying emotions......Page 75
Names and detail......Page 77
Self-motivation......Page 78
7 The classic presentation......Page 82
Stage two – getting attention......Page 84
Stage four – checking......Page 85
Stage five – the marriage......Page 86
Stage six – the final check......Page 87
Stage seven – the close......Page 88
Prevention is better than cure......Page 90
Stage one – ask back......Page 92
Stage two – agree and outweigh......Page 93
Stage three – provide the answer......Page 94
9 Be proud of your price......Page 96
Price-condition......Page 99
‘What is the discount?’......Page 100
10 Presenting a proposal......Page 104
How to present a proposal......Page 107
11 Some great tips......Page 110
Index......Page 114