Selling For Dummies
No matter your skill level, Selling For Dummies helps you lay the foundation for sales success with the latest information on how to research your prospects, break down the steps of the sales process, follow up with customers, and more. With the help of Selling For Dummies, you'll discover how to stand head-and-shoulders above the crowd by knowing your clients, and approaching selling with passion and a positive attitude. This book covers making killer sales pitches and presentations, using the latest technologies to your advantage, establishing goals and planning your time efficiently, partnering with others, addressing clients' concerns, and closing more sales.
Includes expert tips for harnessing the power of the Internet to increase sales
Covers the latest selling strategies and techniques in the Digital Age
Explains how mastering selling skills can benefit all areas of your life
Explores the newest prospecting and qualification strategies
Through this book you'll discover how to:
Use the art of selling to
get what you want
Create winning
presentations
Hone your people skills
Boost sales by building relationships
Handle rejections
Table of Contents
Introduction
Part 1: Laying a Solid Foundation for Selling
Chapter 1: Selling Makes the World Go Round
Chapter 2: The Seven-Step Selling Cycle
Chapter 3: What to Sell
Part II: Doing Your Homework Before You Sell a Thing
Chapter 4: Understanding Your Potential Clients
Chapter 5: Selling What Your Product Does Instead of What It Is
Chapter 6: Technology as a Sales Tool
Part III: The Anatomy of a Sale
Chapter 7: Connecting with the People Who Need What You Have
Chapter 8: Arranging to Meet and Putting Your Clients at Ease
Chapter 9: Qualifying Your Way to Success
Chapter 10: Delivering Winning Presentations
Chapter 11: Addressing Client Concerns
Chapter 12: Closing Sales
Chapter 13: Getting Referrals from Your Satisfied Clients
Part IV: Growing Your Business
Chapter 14: Following Up and Keeping in Touch
Chapter 16: Planning Your Time Efficiently
Part V: You Can’t Win ‘Em All: Keeping the Faith in Sales
Chapter 17: Staying Upbeat When You Don’t Succeed
Chapter 18: Setting Goals to Stay Focused
Part VI: The Part of Tens