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Sales Techniques is an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal.
From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest addition to the popular Briefcase Books series will show salespeople how to organize their sales efforts, work successfully with today's more demanding customer base, efficiently and effectively close a sale, consistently follow up after the sale to encourage high-profit repeat business and referrals, and much more.
- Sales Rank: #268309 in Books
- Published on: 2004-03-02
- Released on: 2004-03-02
- Original language: English
- Number of items: 1
- Dimensions: 9.00" h x .60" w x 6.00" l, .72 pounds
- Binding: Paperback
- 180 pages
From the Back Cover
Sales
An Effective New Sales Program for Finding New Prospects, Uncovering Their Needs, and Writing Their Orders
You are a professional salesperson. And to improve your closing ratio, you must gain access to the right people, at the time they want to hear you, with the message they want to hear--every day.
Sales Techniques is filled with insightful, proven concepts, tools, and techniques for delivering superior numbers to your company by first delivering compelling value to your customers. Whatever your product or service, this newest addition to McGraw-Hill's hands-on, results-focused Briefcase Books series will arm you with:
- Step-by-step strategies for successfully implementing the all-new IMPACT Selling SystemTM
- Powerful qualifying questions to determine whether someone is a buyer or a tire-kicker
- 10 ways to position yourself more effectively, and 6 common but fatal mistakes
While breakthrough success in sales is extraordinarily difficult to achieve, the rules can be remarkably straightforward. Let Sales Techniques introduce you to those rules, and provide you with distinctive, up-to-date ideas and strategies for using them to consistently turn prospects into buyers.
Briefcase Books are written specifically for today's busy professional. Each book features eye-catching icons, checklists, and sidebars to guide professionals step-by-step through everyday workplace situations. Look for these innovative design features to help you navigate through each page:
Clear definitions of key selling terms and jargon
Ideas for intelligent management of your sales effort
How-to hints for effective, results-oriented sales
Advice for minimizing selling errors
Early warning signs of sales efforts going awry
Examples of sales success from numerous industries
Boxes where you'll find specific sales techniques and procedures
About the Author
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide
Most helpful customer reviews
0 of 0 people found the following review helpful.
Best Sales Process Book that no one knows about!
By Gary Milwit
This is the best sales process book ever written. I have used this book as my sales training "bible". I read at least one section of this book every third month for the last 12 years. Every one of my new hires receives a copy of this book within a month of being hired. Investigate, Meet, Probe, Apply, Convince and Tie-Up are all part of our culture.
0 of 0 people found the following review helpful.
A good breadth of topics
By C. Hartje
This book will cover all the basics. If you know you are going to get a sales job, this book will help spark some thinking, and give you suggestions on form, questions to ask, and how to organize your relationships with your account. It is the basics, and an easy read. Lots of variety with an index to find things fast.
2 of 2 people found the following review helpful.
Great Sales Techniques for the 21st Century
By AZBlondie
If you're tired of reading reheated sales techniques from the 80s, this book is for you. I own a travel agency and I'm trying to motivate our sales staff. With a luxury product, we can't use cheesy and outdated "Which day is better, Tuesday or Thursday?" sales techniques. Bill Brooks infuses integrity and honor back into the Sales Professional and describes a way of doing business that sales people can both be proud of and create a good living. Bravo!
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