The instant sales pro

More than 600 tips and techniques to accelerate your sales success

Cy Charney

288 pages, parution le 07/01/2004

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Résumé

For the sales professional with more energy than experience and more ambition than knowledge, the fast lane to success can be riddled with potholes. But the last thing these go-getters want to do is get bogged down with some huge book of sales techniques.

The Instant Sales Pro offers instead a quick yet comprehensive guide to the basics of successful selling: prospecting, getting on the customer's wavelength, dealing with objections, negotiation, closing the sale, and more. Readers will learn every step of the sales process, starting with sales letters and cold calls, as well as how to sell to different personalities, use technology, troubleshoot problems, and plan and manage a territory.

The Instant Sales Pro is designed for easy access, with all the information presented in short chapters and bullet points. There's no complicated theory, no magic formula. There are just hundreds of great tips for turning any sales rep into a sales professional-instantly.

L'auteur - Cy Charney

Cy Charney is president of Charney and Associates, Inc., a consulting firm specializing in the human dimension of organizational and individual performance improvement. He works internationally with Fortune 500 companies and teaches in the executive programs of five major universities. He is the author of The Instant Manager, The Trainer's Tool Kit, and The Portable Mentor. He lives in Thornhill, near Toronto, Canada.

Sommaire

Introduction
Prospecting
- 12 Great Ideas to increase sales
- Networking
- Trade Shows . . . more
The Selling Process
- The Top 10 Turn-ons
- The Top 10 Turn-offs . . . more
Getting on the Customer's Wavelength
- Reading Body Language
- Listening
Dealing with Objections
- Overcoming Objections
- Pricing Issues
Convincing Strategies
- Preparing for Presentations
- Reducing Stage Fright
- Negotiating: Win-Win Tactics
People Issues
- Selling to Different Personalities
- Difficult People: How to Handle Them
Closing
- Closing the Sale
- Closing Techniques
Partnership Selling
- Choosing a Partner
- Developing a Strategy
- A Team Approach
Technology
- Electronic Communications
- Creating a Web Page
- Using the Internet
Career Effectiveness
- Goal Setting
- Getting Ahead
- Ethical and Moral Behavior
Organizational Effectiveness
- Surviving Office Politics
- Selling Ideas to Your Boss
Personal Development
- Attitude
- Job Interviews
- Self-Confidence

Voir tout

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Amacom
Auteur(s)	Cy Charney
Parution	07/01/2004
Nb. de pages	288
Format	14 x 21,5
Couverture	Broché
Poids	365g
Intérieur	Noir et Blanc
EAN13	9780814472149
ISBN13	978-0-8144-7214-9