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Table Of Contents

The Ten Rules Of Selling
PART 1
Make your own Rain
Selling a dirty word or must have skill?
Making Rain the beginning and end of business!
Think of selling as great communication!
Spot The Difference!
Sales V’s Communication
Average Sales V’s exceptional Sales
Understand people are different
The Sales Process
Know it inside and out
Research
Know your client—The Fact Find
Open Questions
Closed Questions
Active Listening
Identify The Need
Present The Solution
Feature—Advantage—Benefit
The Close
Objection Handling
Consolidate The Sale
The Principles Of Exceptional Sales
Get your attitude right first
Now you need some belief
Build rapport early
Selling is all about the motivation to buy?
Learn how to ask the right questions
Keep those eyes wide open all the time
You only have to fear yourself
Taking ownership
Build relationships and earn their trust
The Rules Of Sales
The golden rules that most people miss
Find yourself a positive attitude then keep it going (all the time)
We all need to believe in something—At the very least make your something you
The 7 P’s
Never stop learning
Think people, think needs not products
Be motivated for the right reason
Think longer term
Make sure you’re on the right bus
Get your attitude right
Make sure you’re talking to the right people
Buy a good watch
Looking good, feeling good
Always take time to build rapport
Life is not a rehearsal, so enjoy it
Know all there is to know about the product
Always think FAB (Feature, Advantage & Benefit)
Honesty is always the best policy in sales
Engage brain before opening mouth
Speak wisely about the competition
Collect great testimonials
Recognise buying signals
Anticipate and overcome
Ask for the business then keep quite!
Sales rarely happen on the first meeting
It’s not you it’s just timing
Keep your eye on the ball, all the time
Never venture beyond your left and right boundaries
Always be the good guy and really mean it
Work hard & work smart
Remember windows and mirrors
If at first you don’t succeed try, try again
Understand your own KPI, utilise the power of numbers
Have passion and show it
Selling and buying should be fun
Consequences
Join the AA
Why some fail?
You are what you think you are
Sales hero—Born or taught?
Being too soft on the prospect
Don’t talk about it, just do it
Don’t say it unless you can do it
Never get caught being unfair!
You don’t need to sell your soul to get the business!
Don’t forget, they’ve heard it all before!
Not giving value all the time
How should you be treated?
What about me!
How do you want to be treated?
Find the motivations
How to get from conversation to sale
Go on make friends
Why networking works
Advantages of making business friends
Your best prospects
Getting more value from existing customers
Build consistency
Have a great week
Have a personal mission statement
It’s serious but fun
Life is too short
Humour builds rapport and relationships
Dare to be different
Create a differential
Have the right tools
Ask more questions
The key to sales
Use powerful phrases
The elevator pitch
Break the ice when you’re networking
Now lets talk delivery
Referral gold
How to approach referrals
Cold calling, love it or hate it?
It’s all about hearts and minds
Face to face cold calling
Start strong stay strong
Selling is just talking
A little flirting and loads of honesty!
A few tips on using visual aids
Tell me the real problem
Why do we get objections?
Listen to the objection with great care
Don’t assume there’s just the one objection
Use positive statements leading to the close
Can you prevent objections?
More tools to use
Selling really starts once the objection is raised
It costs too much
I need to talk it over with others
I’m quite happy with what I have
We have no budget left for the year
Call me back in six months
Getting regular objections? Look at your own performance for clues
The ultimate close
Why do so many fear the close?
Make sure you recognise the buying signals
Avoid yes or no answers at the close
How to ask closing questions
Let the prospect chase you for a change!
How soon should you close the sale?
Understand the product from the users perspective
Sales aids and tools
Enhance your performance
Sales, we’re all in sales from cradle to grave
Should I leave a message, or call back?
What if they won’t agree to an appointment?
When things go bad
Things do go wrong, even for good people!
Not researching and qualifying your prospect
Don’t talk, listen!
You’re not the most important person in the room!
Address their needs not yours
Don’t let your sales target pressure the prospect
Split personalities don’t win sales
Don’t say it if you don’t mean it
The wrong attitude
Why we fail
What makes a sales career fail?
Your competition
Don’t pick fights
Customer service
Customers, all customers deserve your respect
Improve your listening skills
Customer service as part of the sales process
Do more then expected!
Customer complaints can generate sales
Just for managers
Run sales meetings that inspire and motivate
Writing & Listening
Writing and sales
Listening the most important part of communication
Listening with clear intent
Why do some people not listen?
Listening, the rules
Trade Shows
Some basic rules for successful trade shows
Networking
It’s easy and yet most people don’t have a plan
With so many events how do you choose the right ones to attend?
Building Rapport never stops
They don’t all need to buy from you to create success
The brave new world
Numbers
It all comes down to numbers!
Things that will affect the numbers!
Finally for part 1
The numbers all come down to you!
PART 2
How to make yourself more valuable to your business!
First understand how habits work
Now it’s time to bridge that gap!
Tip 1: Create value for all to see
Customers are people too
People are different
Know how customers buy
Listen to your customers
Make sure that you know your space
Try to understand the language of money
Have a visible sense of urgency, in all you do!
Always aim high, set the bar higher and higher
Have your own performance standards
Be organized—have an action plan!
Complete at least one important thing every day
The 6 P’s
Flexibility
Timing, it’s all about timing
Stop running to the boss, stop blaming others!
Get everyone to treat the business as their own
Know the burn rates
Stop bleeding money
Work smarter, not just harder
Bring your mission to life
Governance is your concern
Don’t be shy, invite feedback and value it
Rewind the action of today & visualise the future
Invest in yourself
Tip 2: Three Sixty Communication
Communication—the rhythm of business
Is it important? Then say it twice, with feeling!
Employ active listening
Listen to yourself too!
Consider the impact you have
Fight selectively
Avoid the surprise
The power of thank you!
Always answer your mail and calls quickly
Don’t share just the good stuff
Make yours the no-spin zone
What does your team think?
Be open-minded
Be the King or Queen of feedback
Have difficult conversations
Candour has value
Hostile environments and change require more communication, not less
Express anger constructively
Resist taking it to your boss every five minutes
Tip 3: Know how to deliver results
Don’t throw spaghetti against the wall
Data does not equal knowledge
Accountability begins at the beginning
Be realistic
Let your people perform
Establish an agenda
Keep meetings focused
Infuse meetings with energy
Go for the buy-in
Overcome resistance to change
Don’t under-deliver on promises
Understand your budget
Risks are OK, as long as they are managed
Mistakes are OK, as long as you learn
Be nice—it’s more powerful than you think
Tip 4: Conduct yourself with integrity
Self-confidence
Respect yourself first
Now respect others
Ethics only
Set a good example
Always be discreet
It’s your job—make it your own
Tip 5: Take time to invest in your relationships
Set up a ‘network database.’
What goes around comes around
Try to have a breakfast meeting
Get in front of people—it counts
The wrong team can kill a business
Be a team player: help your team get ahead
Be a coach to your people every day
Boredom kills innovation and morale
Recognise others’ work
It’s a simple formula, SE = LC = BP
True leaders let others perform, to become stars
You can be replaced
If a person doesn’t want to be productive, you can’t change that
Seek the positive and avoid the negative
Gatekeepers are people too
Tip 6: Take time to look at the bigger picture
Know what you need to do to get there
Get strength from experience and error
Leave the ego outside and work with your team
It’s okay not knowing
Sometimes, it’s good to slow down or stop
Get some balance
Don’t avoid the grey and get help
The steps that make a business work
Step 1: Why are you in business?
Step 2: Don’t show me the money, show me the passion!
The three circles Venn planning tool
Step 3: Master or Salve, you decide?
Step 4: Replace yourself ASAP
Step 5: The right people mean business
Advertise for superstars
Superstar Sales Person Wanted for busy Business
Start tough
Step 6: Balance performance and pay
Step 7: Make day one count
Step 8: Train constantly
Step 9: Responsibility & Accountability
Step 10: Performance & Reward
Step 11: Work on your mindset
Step 12: Plan your end game first
Step 13: Now create a great strategy
Step 14: Make your marketing work
Step 15: Be seen as the expert
Step 16: Front to back marketing
Step 17: Create a culture of coaching
Step 18: Your payday
Don’t let those negative people drag you down
A personal message to you
About the Author
P. 1
Sales Alchemy: improving your results and value to business

Sales Alchemy: improving your results and value to business

Ratings: (0)|Views: 8|Likes:
Published by AuthorHouseBooks
Sales Alchemy is designed for business owners, employers, employees, business students and, for that matter, anyone looking to develop their understanding of business and interested in personal development and abilities to sell. This book is about developing or reminding you of your sales skills and to help you develop some really great business traits. For more we suggest you register with the site Zennyo.com™ and join a group that will give you what you’re looking for, at the very least join the group associated with this book (Sales Alchemy) to connect with others, learn more or share your own ideas and experiences.

It is my belief that everyone in business needs to sell from time to time and if you’re a business leader selling skills are essential. Understanding how to sell, really well, will enhance your communication skills, grow your business and give you a means of earning a living for life. It will also earn you many friends along the way.

Developing a business is part art and part science. It’s about many individual skills working in unison together; it’s about taking new knowledge and manipulating it to fit your style and character, as well as the character of your business. It’s about your willingness to take heed of others, learn the lessons, use their experiences in conjunction with yours and about learning from your mistakes. Better still learning from other people’s mistakes; that will save you time and money, of that I am sure.

In this book we will look at many aspects of personal development in sales, to assist you in your journey through business, regardless of your level of experience or position, for some it will be an introduction for others a timely reminder.

The book deals with selling from a holistic and consultative perspective, and most of its content, if applied, can assist in both business and private life and will give you all the information and techniques you’ll need to adapt your style, take on new habits to leverage your success, position and reputation.
Sales Alchemy is designed for business owners, employers, employees, business students and, for that matter, anyone looking to develop their understanding of business and interested in personal development and abilities to sell. This book is about developing or reminding you of your sales skills and to help you develop some really great business traits. For more we suggest you register with the site Zennyo.com™ and join a group that will give you what you’re looking for, at the very least join the group associated with this book (Sales Alchemy) to connect with others, learn more or share your own ideas and experiences.

It is my belief that everyone in business needs to sell from time to time and if you’re a business leader selling skills are essential. Understanding how to sell, really well, will enhance your communication skills, grow your business and give you a means of earning a living for life. It will also earn you many friends along the way.

Developing a business is part art and part science. It’s about many individual skills working in unison together; it’s about taking new knowledge and manipulating it to fit your style and character, as well as the character of your business. It’s about your willingness to take heed of others, learn the lessons, use their experiences in conjunction with yours and about learning from your mistakes. Better still learning from other people’s mistakes; that will save you time and money, of that I am sure.

In this book we will look at many aspects of personal development in sales, to assist you in your journey through business, regardless of your level of experience or position, for some it will be an introduction for others a timely reminder.

The book deals with selling from a holistic and consultative perspective, and most of its content, if applied, can assist in both business and private life and will give you all the information and techniques you’ll need to adapt your style, take on new habits to leverage your success, position and reputation.

More info:

Publish date: Aug 15, 2013
Added to Scribd: Aug 22, 2013
Copyright:Traditional Copyright: All rights reservedISBN:9781491800614
List Price: $4.99 Buy Now

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