Practical, real-world sales advice you can apply immediately to improve your numbers
In Coffee’s For Closers: The Best Real Life Sales Book You’ll Ever Read, veteran sales leader and coach Tony Morris delivers a can’t-miss, hands-on guide to becoming the best salesperson you can be. This is not a book filled with high-level theories – rather it is a book that offers innovative and easy-to-understand sales techniques you can apply immediately and integrate into your daily life as a salesperson.
In the book, you’ll explore tried-and-true, step-by-step tutorials on getting past gatekeepers, cold-calling, questioning, listening to customers, and crafting airtight proposals. You’ll also find:
* Expert tips on gaining commitment and closing, as well as advice on how to handle prospects’ objections and stalling tactics
* Ways to generate leads, build rapport with customers, prepare for your next sales call, and even manage your time wisely
* Strategies for handling rejection – a frequently encountered experience for every salesperson
A practical blueprint for sales success that is heavily informed by real-world experience and commonsense, Coffee’s For Closers will become one of those essential resources you rely on to inform your everyday approach to sales.
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Foreword
About the Author
Chapter 1 – Introduction to Sales
Chapter 2 – It is not just about the destination
Chapter 3 – Give and you shall gain
Chapter 4 – Every second counts
Chapter 5 – Preparation
Chapter 6 – My Best Sales Lesson Yet
Chapter 7 – Motivation
Chapter 8 – Building Rapport
Chapter 9 – Your ideal client
Chapter 10 – Getting Past the Gatekeepers
Chapter 11 – Smart Calling
Chapter 12 – Direct marketing
Chapter 13 – Only have capacity for 7 clients
Chapter 14 – Questioning
Chapter 15 – Listening
Chapter 16 – Chapter – as Nike said, ‘Just Do It’
Chapter 17 – Conducting a meeting
Chapter 18 – Proposals
Chapter 19 – Selling with NLP
Chapter 20 – Handle the Person, not the Objection
Chapter 21 – Positive Words and Language
Chapter 22 – Lead Generation
Chapter 23 – Gaining Referrals
Chapter 24 – FAB Selling
Chapter 25 – Cross-selling and Upselling
Chapter 26 – Handling Rejection
Chapter 27 – Six Components of Success
Chapter 28 – Negotiations
Chapter 29 – Time Management
Chapter 30 – Gaining Commitment and Closing
Chapter 31 – Howlers
Chapter 32 – Conclusion
Free Resources
About Tony Morris International
Book References
Over de auteur
TONY MORRIS has over 22 years of success in B2B and B2C sales. He has trained over 36, 000 sales professionals in 43 different industries. He is the Founder of Tony Morris International, a leading sales training organisation, and an international communications speaker, speaking at sales kick off conferences in 31 countries. His passion is helping transform the mindset of salespeople and improving their skills, to exceed their sales goals.
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