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
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 System
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
