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CITATION

Brooks, William. Sales Techniques. US: McGraw-Hill, 2004.

Sales Techniques

Authors: William Brooks

Published:  February 2004

eISBN: 9780071454339 0071454330 | ISBN: 9780071430012
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  • Contents
  • Preface
  • Acknowledgments
  • 1. 21st Century Selling
  • What Is Sales All About?
  • The 20 Biggest Errors in Selling
  • The Seven Universal Rules for Sales Success
  • The Universal Rules in Detail
  • Sales as a Profession and Where You Fit In
  • Checklist for Chapter 1
  • 2. Professional Selling: The Insider Secrets
  • Selling’s Biggest Success Secret Revealed
  • The Five Characteristics of Qualified Prospects
  • It’s Not About When You Need to Make a Sale
  • The Two Most Essential Components of Professional Selling
  • The Importance of a Consistent Sales Approach
  • The Six Principles That Can Guide Your Sales Career
  • Checklist for Chapter 2
  • 3. Focus, Alignment, and Leverage
  • It’s All About Focus
  • Clarify Your Focus
  • Build Your Sales Philosophy
  • Leverage Your Time, Talent, Resources, and Advantage
  • Your Personal Sales Talent Audit
  • Checklist for Chapter 3
  • 4. The Investigate Step (Part 1)—Positioning
  • The Power of Personal Positioning
  • 10 Ways to Better Positioning
  • Six Ways to Misposition Yourself
  • How to Position Yourself as an Expert
  • Dress, Style, and Image
  • The Role of Self-Image and Positioning Yourself
  • Checklist for Chapter 4
  • 5. The Investigate Step (Part 2)—Prospecting
  • The Differences Between Suspects and Qualified Prospects
  • The Three Most Essential Prospecting Principles
  • What Are Your Chances?
  • Six Ways to Stay Organized
  • Approaching Your Prospects
  • Where Do You Find Prospects?
  • The Telephone
  • Setting an Appointment
  • Checklist for Chapter 5
  • 6. The Investigate Step (Part 3)—Pre-Call Planning
  • Do Your Research
  • Developing Internal Support
  • Your Prospect’s Internal Support Team
  • Confirming Your Appointment
  • Mentally Prepare
  • Physically Prepare
  • Preparation: Positioning, Prospecting, and Pre-Call Planning
  • Checklist for Chapter 6
  • 7. The Meet Step: Engaging Your Prospect Face to Face
  • Engaging Your Customers
  • It’s All About First Impressions
  • Maximizing Trust
  • Don’t Dominate—Participate
  • Putting It All Together
  • Building a Bridge
  • How to Cross the Bridge
  • Checklist for Chapter 7
  • 8. The Probe Step: Asking Questions That Make the Sale
  • Avoid the Fatal Flaw
  • It All Starts with Listening
  • How to Discover What Your Prospect Will Buy
  • It’s All About Solving Challenges
  • How Do Your Features and Benefits Stack Up?
  • Needs-Based Questions
  • Objection-Based Questions
  • 14 Winning Questions
  • Prepare Completely Before You Continue
  • The Most Powerful Word You Can Use
  • Checklist for Chapter 8
  • 9. The Apply Step: Making Your Product or Service Solve Problems
  • Application-Based Selling vs. Demonstration-Based Selling
  • Four Pointers That Guarantee Sales
  • How to Apply the Principles Behind Application-Based Selling
  • Four Proven Ways to Make a Better Presentation
  • How to Present Your Price and Get It
  • Price Pitfalls
  • Some Sample Feedback Questions
  • Checklist for Chapter 9
  • 10. The Convince Step: Making Your Prospect Believe
  • Sales Is a Worthy Profession
  • What People Believe Enough, They Act Upon
  • Prove Your Claims
  • Bring Your Own Witnesses
  • Justify Your Price
  • Relieve Your Prospect’s Fear of Buying
  • Checklist for Chapter 10
  • 11. The Tie-It-Up Step: Concluding and Closing
  • Tie up the Sale, Not the Customer
  • Negotiate the Conditions of the Sale
  • Clear Away Objections
  • Ask for the Order
  • Reinforce and Cement the Sale
  • Checklist for Chapter 11
  • 12. How to Build and Sustain Sales Momentum
  • Motivation, Resilience, and Optimism
  • The 10 Essential Success Truths in Professional Selling
  • Checklist for Chapter 12
  • Index