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Sales & Negotiating Skills for Entrepreneurs

Sales & Negotiating Skills for Entrepreneurs

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Published by Ken Germaine

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Categories:Business/Law
Published by: Ken Germaine on Jun 27, 2011
Copyright:Attribution Non-commercial

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11/05/2012

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Selling & NegotiatingSkills for Entrepreneurs
Kenneth Germaine
 
About this book
This book has been written to assist entrepreneurs, especially those who have no sales experience, togain a better understanding of sales. It is one of the elements of setting up a business that manyentrepreneurs dislike. However, with the right positive mental attitude selling is not as daunting asmany people believe. This book is the result of 20 years practice, research and discussion on thesubject of sales. It is a guide and starting point for readers who wish to begin their journey on theroad of sales and negotiating
About the author
Kenneth Germaine is a self-employed entrepreneur, management consultant, business advisor,trainer, mentor and author. Ken helps entrepreneurs to assess the viability of and start their newventures. This includes guiding the entrepreneur to clearly identify their market and competitiveadvantages which will allow the new venture to build their client base in a shorter time span thanotherwise. He assists the entrepreneur to ensure that their business idea makes them money andachieve a rate of return on their investment. Ken also works with nonprofit organisations and hasserved as chairperson of a number of charitable organisations, social enterprises and EU-fundedprogrammes and was a long-time member of the Irish Red Cross. Ken works with organisations ondeveloping their strategies, business plans and implementation strategies.Ken Germaine is Principal and founder of Germaine & Associates (www.germaine.eu.com) and is afellow, board member and past President of the Institute of Management Consultants and Advisers(IMCA, Ireland) and is a member of the committee of the Independent Advisers and ConsultantsGroup (ICAG) within the Institute, of which Ken is a former Chairperson. Ken was Chief ExecutiveOfficer of the BASE Enterprise Centre, a nonprofit community-based enterprise centre and registeredcharity in Dublin Ireland for over 9 years up to February 2010 and was also a member of EnterpriseCentres – Ireland East, the network of community-based enterprise centres in the Dublin, Meath,Kildare and Wicklow area.Ken is also an experienced trainer and has written several reports, evaluations and business plans forprogrammes, businesses and social enterprises. Ken holds a B.A. (Hons) in politics and economics, aswell as, an M.A. in political science from University College Dublin (UCD) and a PhD from TrinityCollege Dublin on community-based social enterprises in Ireland within economic geography.Ken is author of the Start your own business blog, see:http://startyourownbusinessblog.wordpress.comAlso by Kenneth Germaine (2011), ‘How to write your own business plan’ (Germaine & Associates)see http://startyourownbusinessblog.files.wordpress.com/2010/12/how-to-write-your-own-business-plan1.pdf  ©Copyright Kenneth Germaine 2011. All rights reserved, publication is prohibited without thepermission of the author.
Germaine & Associates
www.germaine.eu.comhttp://startyourownbusinessblog.wordpress.com
 
Contents
Section 1, IntroductionPage 1Why was this book written? 2What is selling 3The Sales Process 4The Buying Process 4Exercise 1: ‘Your opinions’ 10Section 2, Getting into the right frame of mind to sell11Personal Motivation in Selling 12The human side of buying and selling16Reading People and Body Language 19Customer Care 38Exercise 2: Your opinions revisited44Section 3, Looking for new business45Territory and time management 46Exercise 3, Your Time49Prospecting51Exercise 4, Marketing55Getting an appointment56Exercise 5, Getting appointments62Section 4, Gaining customer commitment53The Approach 54Exercise 6, the approach68The Sales Presentation69Selling by Telephone 75Addressing areas of concern of the client 78Gaining customer commitment 80Exercise 7, your sales presentation82Section 5, Wrap up83Bringing it all together84Being different85Final comments86Section 6, Toolkit87Techniques for opening a presentation88Techniques to address areas of concern90Techniques for gaining customer commitment/closing92How to develop an elevator pitch95Further suggested reading96Notes97

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