Selling: Everything a sales person needs to know (Instant Guides)
(Kindle edition)
Selling is a structured process. This book tells you everything you need to know about selling, as a step by step process. It is short but meaty, and will help anyone who is selling anything.
The book covers:
- Building the relationship
- Selling to different types of customer
- The importance of listening
- The Questioning Funnel
- Uncovering and increasing the customer’s need
- Prescribing the best solution for the customer, and how to prove to them that it really is the best for them
- How to find the real objection rather than false ones
- How to handle objections including price
- Closing in a soft way
- Personal efficiency – the foundations of effective selling
- What to do before and after a sales visit
- Monitoring and maintaining your pipeline
- Cold calling tips
