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Selling For Dummies (UK)

Ben Kench (Author)

9781118489437, Wiley

Paperback / softback, published 1 February 2013

376 pages
21.4 x 13.8 x 2.1 cm, 0.454 kg

Get a handle on the most up–to–date selling strategies and techniques that will help you grow your business. 

Are you looking to enter the world of sales, or are you looking for new tips and tactics to expand your business? Selling For Dummies gives you the latest information on how to research your prospects, master the steps of the sales process, follow up with happy customers, and much more. This straight–talking guide helps you develop the sales, communication, and negotiating skills you need to deliver successful presentations, win and retain customers, and get the results you want.

  • Discover what selling is - and isn′t!
  • Find out how knowing your clients sets you apart from the rest and helps you get to ‘yes’
  • Use the seven steps of the selling cycle to score appointments, make a good impression, give winning presentations, address client concerns, close sales and more
  • Get valuable tips on how to follow up and build a long-term relationship with clients
  • Learn how you can sell well in any economy

Introduction 1

Part I: Laying a Solid Foundation for Selling 9

Chapter 1: Selling Is All Around You 11

Chapter 2: Working Through the Seven-Step Selling Cycle 23

Chapter 3: Selling and Your Mindset for Success 37

Part II: Doing Your Homework before You Sell a Thing 55

Chapter 4: Understanding Your Potential Clients 57

Chapter 5: Knowing Your Product 91

Chapter 6: Making Technology Your Friend 99

Part III: The Anatomy of a Sale 111

Chapter 7: Finding the People Who Want What You Sell 113

Chapter 8: Arranging Appointments That Stick 131

Chapter 9: Building Relationships and Gathering Information to Ensure Success 145

Chapter 10: Making Winning Presentations 169

Chapter 11: Handling Client Objections 191

Chapter 12: Winning the Business and Closing the Sale 205

Chapter 13: Getting Referrals from Your Present Clients 221

Part IV: Growing Your Business 233

Chapter 14: Following Up and Keeping in Touch 235

Chapter 15: Managing Your Time Efficiently 253

Chapter 16: Partnering Your Way to Success 275

Part V: You Can’t Win ’Em All: Keeping the Faith in Sales 283

Chapter 17: Staying Focused and Positive 285

Chapter 18: Setting Goals to Stay Focused 297

Chapter 19: Selling in a Challenging Economy 309

Part VI: The Part of Tens 321

Chapter 20: The Ten Biggest Sales Mistakes to Avoid 323

Chapter 21: Ten Strategies for Improving Your Selling 329

Index 335

Subject Areas: Business & management [KJ]
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