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Selling 101: Consultative Selling Skills for Entrepreneurs, Free Agents, Consultants.  Finding Prospects; Face-to-Face Sales Calls;Consultative Selling; ... sales training series) (English Edition)
 
 

Selling 101: Consultative Selling Skills for Entrepreneurs, Free Agents, Consultants. Finding Prospects; Face-to-Face Sales Calls;Consultative Selling; ... sales training series) (English Edition) [Kindle Edition]

Michael McGaulley

Kindle-Preis: EUR 3,16 Inkl. MwSt. und kostenloser drahtloser Lieferung über Amazon Whispernet

Weitere Ausgaben

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Kindle Edition EUR 3,16  
Taschenbuch EUR 7,75  


Produktbeschreibungen

Kurzbeschreibung

ABOUT THIS EDITION
This third Edition of SELLING 101 is drawn from the selling skills training courses and sales how-to books the author developed for top marketing organizations. Ideal for sales meetings and continuing OJT, and for people selling consulting services or free-agent assignments.

WHAT THIS BOOK PROVIDES
SELLING 101 is a sales book designed to provide practical sales how-to guidance on the kind of sales and selling skills useful for sales people looking for fresh ideas and the kind of selling techniques how-to training provided in the sales training centers of top sales and marketing organizations. Selling face to face is a main focus of this sales training book. Ideal basis for sales team meetings and manager-trainee 1 on 1 sales coaching.

SELLING 101 is particularly intended for people who have had some sales experience, or who have read this author's SALES TRAINING TUTORIALS , which is intended primarily for beginners who are exploring new business ideas.

SELLING 101 provides the practical sales how-to guidance needed as more and more people are setting up new businesses, or shifting to self-employment as consultants, free agents, free lancers, and new entrepreneurs.

WHAT YOU WILL LEARN
Among the topics covered in this sales book:
  • Sales prospecting and screening for viable prospects.
  • Getting past gatekeepers and screens.
  • Phone sales skills to intrigue prospects into granting appointments.
  • Making face to face sales calls.
  • Using a consultative selling approach to build the prospect's awareness of needs, then make the case for the value your product or service provides.
  • Short model sales scripts to model on.
  • Handling sales objections and questions.
  • Closing the sale.
  • Following up after the sale.
SELLING 101: CONTENTS

PART ONE: LOCATING PRIORITY PROSPECTS

1: Creating Your Prospect List

2: Setting Priorities Among Prospects

PART TWO: LOCATING AND GETTING THROUGH TO THE APPROPRIATE PROSPECT

3: Finding Your Way to the Person or Team Within the Organization Who Can Say Yes

4: Getting Past the Prospect's Screen

5: Cold Calling - When and When Not

6: Convincing the Decision Maker to Meet With You

7: Organizing and Learning from Your Phone Calls
- Checklist for critiquing your phone technique

PART THREE: HELPING THE PROSPECT RECOGNIZE THE NEED FOR YOUR PRODUCT

8: Opening the Face-to-Face Meeting With the Prospect

9: Developing/Enhancing the Prospect's Awareness of Need for the Product or Service You Offer

10: Selling by Asking Questions: The Consultative Selling Wedge

11: Consultative Selling Approach: Matching the Question to the Situation

12: The Consultative Selling Wedge: How-To Checklist

13: Selling By Asking Questions: Modeling the Consultative Selling Wedge In Action

PART FOUR: SHOWING HOW YOU CAN FILL THAT NEED

14: Making The Links-- Linking Prospect's Needs to Your Solution to the Value of Filling Those Needs

15: Raising The Issues Of "Cost" And "Value:" Showing How Your Product Or Work More Than Pays For Itself.

16: Using Other Methods of Highlighting Value Over Cost

17: Making Your Sales Points Clearly and Concisely

PART FIVE: CONVINCING THE DECISION MAKER TO ACT NOW!

18: Recognizing Buying Signals

19: Closing skills: Asking the Prospect to Take Buying Action

20: Closing skills: More Ways of Asking the Prospect to Take Action

PART SIX: COPING WITH QUESTIONS, OBJECTIONS, AND HESITATIONS

21: Determining What Is Behind the Question or Objection

22: Restating, Responding, and Moving on From Objections

23: Responding To "Early" Objections and Concerns

24: Handling "Core" Objections

25: Dealing with Other Types of Problems with the Prospect

Produktinformation

  • Format: Kindle Edition
  • Dateigröße: 553 KB
  • Seitenzahl der Print-Ausgabe: 218 Seiten
  • Gleichzeitige Verwendung von Geräten: Keine Einschränkung
  • Verlag: Champlain House Media; Auflage: Third (16. Dezember 2013)
  • Verkauf durch: Amazon Media EU S.à r.l.
  • Sprache: Englisch
  • ASIN: B003UNKZAO
  • Text-to-Speech (Vorlesemodus): Aktiviert
  • X-Ray:
  • Amazon Bestseller-Rang: #521.273 Bezahlt in Kindle-Shop (Siehe Top 100 Bezahlt in Kindle-Shop)

  •  Ist der Verkauf dieses Produkts für Sie nicht akzeptabel?

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Amazon.com: 3.0 von 5 Sternen  2 Rezensionen
1 von 1 Kunden fanden die folgende Rezension hilfreich
5.0 von 5 Sternen Outstanding, I'd recommend this to any newbie...or veteran 14. Juni 2013
Von Amazon Customer - Veröffentlicht auf Amazon.com
Format:Kindle Edition|Verifizierter Kauf
Selling 101: Consultative Selling Skills for Entrepreneurs, Free Agents, Consultants. Finding Prospects; Face-to-Face Sales Calls;Consultative Selling; ... Sales (Small business sales how-to series)

This is one of the better books on selling I've seen in quite awhile. It covers everything from prospecting to closing sales. The late Zig Ziglar has a book by the same title, but is not quite up to what this book has to offer.

Having begun my career in selling while still a kid, I learned early on how to create a need and fill it. My brother and I worked on a golf course. He was on the 4th tee selling salted peanuts. I was on the 5th tee selling ice cold Coca Cola. He sold the peanuts for a nickle; I got a quarter for the cold drinks when the going price in stores was a nickle. Since the golfers drank the cokes on the tee, we returned the bottles for the deposit! He was 14, I was only ten.

I've sold everything from life and health insurance to post graduate text books to computer software. I never sold cars. I'm too honest. Honesty is the basis for all sales. I've deliberately lost sales because I could not honestly fill the customer's need. Instead, I called a sales pro who COULD fill the customer's need. Being honest and up front with prospects, I gained a good reputation that opened a lot of doors for me. It also had gotten me businesses from my competitors because of the bix I've given them.

This book is a must for newbies and pros alike. It made me wish that I could be out there selling again. Prostitution is NOT the first profession, sales was and still is. This book is not just filled with great information, it is positively inspirational! Get it, you'll love it.
1.0 von 5 Sternen Missing Chapters 26-46 13. Juli 2014
Von Amazon Customer - Veröffentlicht auf Amazon.com
Format:Kindle Edition|Verifizierter Kauf
This kindle book is lacking chapters 26 to 46. I have this in paperback format. So I wanted to have it on my kindle. But the chapter I refer to mostly is not in this kindle book, so it's useless. The kindle book only has chapters 1 to 25. The other half of the real book is not included in the kindle version. I'm disappointed. Why publish only half the book on the Kindle?
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