Your guide to the most up-to-date selling strategies and
techniques
No matter your skill level, this new edition of Selling For
Dummies helps you lay the foundation for sales success with the
latest information on how to research your prospects, break down
the steps of the sales process, follow up with customers, and so
much more.
Selling, when done right, is more than a job–it’s an art.
With the help of Selling For Dummies, you’ll discover how to
stand head-and-shoulders above the crowd by knowing your clients,
and approaching selling with passion and a positive attitude. The
book covers making killer sales pitches and presentations, using
the latest technologies to your advantage, establishing goals and
planning your time efficiently, partnering with others, addressing
clients’ concerns, and closing more sales.
* Includes expert tips for harnessing the power of the Internet
to increase sales
* Covers the latest selling strategies and techniques in the
Digital Age
* Explains how mastering selling skills can benefit all areas of
your life
* Explores the newest prospecting and qualification
strategies
If you’re brand new to the sales scene or a seasoned salesperson
looking to win more clients and close more sales, Selling For
Dummies sets you up for success.
Tabella dei contenuti
Introduction 1
Part I: Laying a Solid Foundation for Selling 7
Chapter 1: Selling Makes the World Go Around 9
Chapter 2: The Seven-Step Selling Cycle 19
Chapter 3: What to Sell 29
Part II: Doing Your Homework Before You Sell a Thing 47
Chapter 4: Understanding Your Potential Clients 49
Chapter 5: Selling What Your Product Does Instead of What It Is 85
Chapter 6: Technology as a Sales Tool 95
Part III: The Anatomy of a Sale 105
Chapter 7: Connecting with the People Who Need What You Have 107
Chapter 8: Arranging to Meet and Putting Your Clients at Ease 129
Chapter 9: Qualifying Your Way to Success 159
Chapter 10: Delivering Winning Presentations 175
Chapter 11: Addressing Client Concerns 195
Chapter 12: Closing Sales 209
Chapter 13: Getting Referrals from Your Satisfied Clients 233
Part IV: Growing Your Business 247
Chapter 14: Following Up and Keeping in Touch 249
Chapter 15: Using the Internet to Make Sales 267
Chapter 16: Planning Your Time Efficiently 277
Part V: You Can’t Win ‘Em All: Keeping the Faith in Sales 295
Chapter 17: Staying Upbeat When You Don’t Succeed 297
Chapter 18: Setting Goals to Stay Focused 311
Part VI: The Part of Tens 323
Chapter 19: The Ten Biggest Sales Mistakes to Avoid 325
Chapter 20: Ten (Plus One!) Ways to Master the Art of Selling 331
Chapter 21: Ten Alternative Closes 341
Index 347
Circa l’autore
Tom Hopkins is the epitome of sales success. A millionaire by the time he reached the age of 27, he is now chairman of Tom Hopkins International Inc., one of the most prestigious sales-training organizations in the world.
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