The entrepreneur's guide to selling:
Gespeichert in:
| Beteilige Person: | |
|---|---|
| Format: | Buch |
| Sprache: | Englisch |
| Veröffentlicht: |
Santa Barbara, Calif. [u.a.]
Preaeger
2009
|
| Schriftenreihe: | The entrepreneur's guide series
|
| Links: | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=020196308&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| Beschreibung: | Includes index |
| Umfang: | XIII,155 S. |
| ISBN: | 9780313359187 |
Internformat
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| 245 | 1 | 0 | |a The entrepreneur's guide to selling |c Jonathan London |
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Datensatz im Suchindex
| _version_ | 1819362290444533760 |
|---|---|
| adam_text | Titel: The entrepreneur s guide to selling
Autor: London, Jonathan
Jahr: 2009
Contents
Illustrations vii
Acknowledgments ix
Introduction xi
1. Nobody Wants What You Are Selling 1
2. The Art of Selling 5
3. People Buy from People 13
4. Defining Your Sweet Spot 21
5. Prospecting: Gaining Access to Power 27
6. Qualifying Prospects and Discovering Needs 51
7. Presenting or Demonstrating Your Solution 72
8. Anticipating and Handling Objections 93
9. Closing the Sale 106
10. Negotiating the Deal 120
11. Putting and Keeping It All Together 133
Appendix 145
Index 153
Illustrations
TABLES
1.1 Skills Needed at Different Stages of the Sale xiv
1.1 DiSC® Desires and Fears 4
2.1 Sales Cycle Steps 10
3.1 DiSC« Style and Characteristics 15
3.2 Matching a Prospect s DiSC® Style 16
4.1 Matching Differentiators to Industries, an Example 25
4.2 Matching Differentiators to Industries Worksheet 25
5.1 Who Needs What You Have 30
5.2 Sample Benefits to a CFO 39
5.3 Outline Your Benefits to Your Prospects 40
5.4 Converting a Credibility Statement to a Subject Line on E-Mail 41
5.5 How Much You Should Prospect 44
5.6 Prospecting Form 45
5.7 List and Rank Your Accounts 47
5.8 Make Time to Prospect 48
6.1 Planting Seeds for Your Unique Offerings 64
6.2 Things People Want or Want to Avoid 68
6.3 S.PRI.N.G. Dialogue Checklist 69
7.1 Sample ROI on Bike Costing $500 78
7.2 Sample ROI on Bike Costing $668.00 79
viii Illustrations
7.3 Presentation Environment Options 82
7.4 Adjusting Your Presentation to Different DiSC s Styles 83
7.5 Good Faith Comparison Table: Sample of IPG against XYZ 85
7.6 Feature-Function-Benefit for a Sales Training Offer Using an iPod 88
8.1 R.E.A.L. Objection-Handling Form 95
9.1 Trial Closes to Generate T.E.E.M. Ill
9.2 How to Handle Buying Signals 112
9.3 Types of Trial Closings 115
10.1 What Salespeople and Prospects Want, and What They
Have in Common 121
10.2 Examples of a Give/Get Strategy 124
11.1 Willing/Not Willing Priority-Setting Exercise 137
11.2 Continue/Start/Stop Priority-Setting Exercise 137
11.3 S.M.A.R.T. Goal—To Make $250,000 in the Next 12 months 138
FIGURES
4.1 An IBM Selectric Typewriter 22
7.1 R.EA.L. Brainstorm Your Solution 89
9.1 Selling Time Line 109
11.1 Sample of TAP ing Your Weekly Time Calendar 139
|
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