Brilliant selling : what the best salespeople know, do and say /: what the best salespeople know, do and say. (2014)

• Record Type: Book
• Further Information: Note: Jeremy Cassell, Tom Bird.
• Other Names: Cassell, Jeremy; Bird, Tom, 1964-
• Contents: Part 1 You 1 The personality of a salesperson 2 How beliefs and values impact sales success 3 Your personal 'brand' 4 Performance and selling 5 Continually improving through self-coaching Part 2 Process and planning 6 The sales process as a tool for improvement 7 Making the most of your time 8 Planning for success 9 Setting the right goals 10 Managing sales information Part 3 Your power to influence 11 The C3 model - the foundations of effective influencing 12 Asking the right questions 13 Listening and learning 14 Negotiating collaboratively Part 4 Understanding buyers and prospects 15 How do you sell? 16 The modern buyer 17 Prospecting with purpose 18 Initial meeting(s) with the prospect 19 Identifying what the prospect wants and needs Part 5 Presenting solutions 20 Appealing to the customer 21 Writing great sales proposals 22 Preparing winning pitches 23 Persuasive delivery 24 Making the most of objections 25 Closing and commitment Part 6 Developing customers 26 The value of a customer 27 Managing the relationship 28 Your priorities in managing customers Summary - your brilliant future.
• Edition: 2nd ed
• Publisher Details: Harlow, United Kingdom : Pearson
• Publication Date: 2014
• Extent: 1 online resource (352 pages)
• Subjects: 658.85; Selling; Success in business; Sales personnel; Vente; Succès dans les affaires; Vendeurs; selling; Entrepreneurship; Sales & marketing management; Business competition; Sales & marketing; Sales personnel; Selling; Success in business
• Languages: English
• ISBNs: 9781292083919; 1292083913
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.