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Table Of Contents

Preface
KEEPING YOUR ATTENTION ON THE THREE BASIC STEPS
DON’T BECOME A PAPER SHUFFLER
FINDING PROSPECTIVE CUSTOMERS
PROSPECTING TECHNIQUES
TO SUM UP
MAKING FRIENDS WITH THE TELEPHONE
CLARIFYING YOUR OBJECTIVES
MAKING YOURSELF ATTRACTIVE
BEING ALERT TO OBJECTIONS
BEING BRIEF BUT INTRIGUING
CLOSING
REMEMBERING YOUR AIMS
NOT LETTING QUESTIONS GET IN THE WAY
OVERCOMING OBJECTIONS TO APPOINTMENT GETTING
WHO IS THE RIGHT PERSON?
OVERCOMING POSSIBLE OBSTACLES
Getting to the Decision-maker without an Appointment
ENLISTING THE HELP OF THE SECRETARY
COMMENCING THE APPROACH
AND THE APPROACH ITSELF
MAKING THE RIGHT IMPRESSION
The Approach
THE CALL
PROBING
ESTABLISHING NEEDS: GAINING INTEREST
ESTABLISHING THE TOP CONDITIONS OF THE ORDER
Conditions for Ordering
AMPLIFYING YOUR NOTES
THE COMPLETE LIST
CLOSING THE CONVERSATION
DEFINING THE BENEFITS
KEEPING THE COMMUNICATION GOING
Selling Benefits
WHAT THE CUSTOMER MAY BE INTERESTED IN
EXAMPLES OF BENEFITS
SELLING THE BENEFITS
DEVELOPMENT IN FOUR STAGES
SOURCES OF BENEFITS
HANDLING OBJECTIONS
Objections, the Competition and Absent Authorities
OVERCOMING COMMON OBJECTIONS
EXAMPLES OF OVERCOMING OBJECTIONS
PROVING YOUR CASE
OUT-COMPETING THE COMPETITION
HOLDING THE INITIATIVE
HANDLING ABSENT AUTHORITIES
SELLING VERSUS NEGOTIATION
Negotiation
THE ART OF NEGOTIATING
Achieving Aims, Closing the Sale and the Service Call
WHEN TO CLOSE
THE PSYCHOLOGY OF THE CLOSE
TRIAL CLOSES
CLOSING STRONGLY
THE FINAL CLOSE
CLOSING THE SALE: SOME TIPS
EXAMPLES OF CLOSING THE SALE
THE SERVICE CALL
SUCCEEDING IN YOUR JOB
THE RIGHT ATTITUDES
OTHER CONSIDERATIONS
Further Reading
Index
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Be Great Salesperson

Be Great Salesperson

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Published by James Bedford

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Published by: James Bedford on Sep 19, 2011
Copyright:Attribution Non-commercial

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09/05/2012

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