| Document Type
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BL
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| Record Number
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1032371
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| Doc. No
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b786741
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| Main Entry
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Brooks, William T.,1945-
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| Title & Author
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Sales techniques /\ Bill Brooks.
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| Publication Statement
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New York :: McGraw-Hill,, ©2004.
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| Series Statement
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A briefcase book
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| Page. NO
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1 online resource (xvii, 186 pages).
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| ISBN
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0071430016
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: 0071454330
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: 9780071430012
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: 9780071454339
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| Notes
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Includes index.
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| Contents
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Terms of Use; Want to learn more?; Contents; Preface; Acknowledgments; About the Author; Chapter 1 21st Century Selling; What Is Sales All About?; The 20 Biggest Errors in Selling; The Seven Universal Rules for Sales Success; The Universal Rules in Detail; Sales as a Profession and Where You Fit In; Checklist for Chapter 1; Chapter 2 Professional Selling: The Insider Secrets; Selling's Biggest Success Secret Revealed; The Five Characteristics of Qualified Prospects; It's Not About When You Need to Make a Sale; The Two Most Essential Components of Professional Selling.
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How Do Your Features and Benefits Stack Up?Needs-Based Questions; Objection-Based Questions; 14 Winning Questions; Prepare Completely Before You Continue; The Most Powerful Word You Can Use; Checklist for Chapter 8; Chapter 9 The Apply Step: Making Your Product or Service Solve Problems; Application-Based Selling vs. Demonstration-Based Selling; Four Pointers That Guarantee Sales; How to Apply the Principles Behind Application-Based Selling; Four Proven Ways to Make a Better Presentation; How to Present Your Price and Get It; Price Pitfalls; Some Sample Feedback Questions.
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Physically PreparePreparation: Positioning, Prospecting, and Pre-Call Planning; Checklist for Chapter 6; Chapter 7 The Meet Step: Engaging Your Prospect Face to Face; Engaging Your Customers; It's All About First Impressions; Maximizing Trust; Don't Dominate-Participate; Putting It All Together; Building a Bridge; How to Cross the Bridge; Checklist for Chapter 7; Chapter 8 The Probe Step: Asking Questions That Make the Sale; Avoid the Fatal Flaw; It All Starts with Listening; How to Discover What Your Prospect Will Buy; It's All About Solving Challenges.
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The Importance of a Consistent Sales ApproachThe Six Principles That Can Guide Your Sales Career; Checklist for Chapter 2; Chapter 3 Focus, Alignment, and Leverage; It's All About Focus; Clarify Your Focus; Build Your Sales Philosophy; Leverage Your Time, Talent, Resources, and Advantage; Your Personal Sales Talent Audit; Checklist for Chapter 3; Chapter 4 The Investigate Step (Part 1) -- Positioning; The Power of Personal Positioning; 10 Ways to Better Positioning; Six Ways to Misposition Yourself; How to Position Yourself as an Expert; Dress, Style, and Image.
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The Role of Self-Image and Positioning YourselfChecklist for Chapter 4; Chapter 5 The Investigate Step (Part 2) -- Prospecting; The Differences Between Suspects and Qualified Prospects; The Three Most Essential Prospecting Principles; What Are Your Chances?; Six Ways to Stay Organized; Approaching Your Prospect; Where Do You Find Prospects?; The Telephone; Setting an Appointment; Checklist for Chapter 5; Chapter 6 The Investigate Step (Part 3) -- Pre-Call Planning; Do Your Research; Developing Internal Support; Your Prospect's Internal Support Team; Confirming Your Appointment; Mentally Prepare.
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| Subject
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Sales personnel.
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Selling-- Vocational guidance.
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BUSINESS ECONOMICS-- Distribution.
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BUSINESS ECONOMICS-- Marketing-- General.
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Sales personnel.
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Selling-- Vocational guidance.
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| Dewey Classification
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658.85
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| LC Classification
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HF5438.25.B7455 2004eb
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