Exactly How to Sell

Exactly How to Sell

by Phil M. Jones
Released January 2018
Publisher(s): Wiley
ISBN: 9781119473459

Read it now on the O’Reilly learning platform with a 10-day free trial.

O’Reilly members get unlimited access to books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.

Start your free trial

Book description

The sales guide for non-sales professionals

Exactly How to Sell walks you through a tried and true process that draws on time tested methods that are designed to attract and keep more customers. No matter what you are selling (yourself, your product or your services) this simple read is certain to provide you actionable strategies to deliver you more of the sales results you are looking for. 

Inside, Phil M. Jones writes from experience and explains how to get more customers and keep them all happy—while they’re spending more money, more often. Using simple, practical, and easy-to-implement methods in line with the modern business landscape, Phil educates and guides you, giving you the confidence you need to develop the skills you need to win more business.

  • Boost your salesmanship to support your core profession
  • Create intent in a buyer and scenarios where everybody wins
  • Choose your words wisely and present like a pro
  • Overcome the indecision in your customers and close more sales
  • Manage your customer base and have them coming back for more

If you want to up your sales game, Exactly How to Sell shows you how.

Table of contents

  1. Cover
  2. Title Page
  3. Introduction
  4. 1 A Shift in Mind‐Set
    1. Salespeople or Sales Professionals
    2. Choosing Your Focus
    3. Sales Is a Philosophy
    4. Is It Worth It?
    5. The Value of a Customer
    6. Make It Work on Paper
    7. The Two Most Important Questions
  5. 2 The Quest for Confidence
    1. Have You Done Your Homework?
    2. Making Your Own Luck
    3. Tools of the Trade
    4. Keeping Your Head in the Game
    5. Know Your Enemy
    6. Levels of Success: Thinking BIG
  6. 3 Opportunity Is Everywhere
    1. What Face Are You Wearing?
    2. Networking for Success
    3. What's in a Name?
    4. Making Yourself More Memorable
    5. Become the Expert
    6. Better Than a Brochure
    7. Let's Get Social
    8. Social Proof
    9. Giving Testimonials
  7. 4 Defining Your Sales Process
    1. Pick Up the Phone
    2. A Guaranteed Success Formula
    3. Show That You Care
    4. Choose Your Allies
    5. Some Simple Tips
  8. 5 Making the Moments Count
    1. Who Holds the Controls?
    2. Easy First Yes
    3. What Selling Really Is?
    4. Prod the Bruise
    5. Make It Easy to Buy
    6. Put a Bow on It
    7. Choose Your Words
    8. Your Sales Presentation
    9. Closing the Sale
    10. Buying Triggers
  9. 6 Maximizing Opportunities
    1. Stop Overselling
    2. Pricing
    3. Your Downsell
    4. The Simple Upsell
    5. Creating Offers
    6. Should You Give Discounts?
    7. A Secret Ingredient to Success
    8. The Four Rs
  10. 7 Overcoming Indecision
    1. Avoiding Objections
    2. Tackling Objections
    3. Negotiate Like a Pro
    4. Persistence
    5. Playing Devil's Advocate
  11. 8 Protecting Your Investment
    1. The Database
    2. The Drop‐In
    3. The Phone Call
    4. The Newsletter
    5. The E‐Newsletter
    6. The Blog
    7. The Facebook Presence
    8. The Twitter Account
    9. The LinkedIn Account
    10. The Website
    11. The Get‐Together
    12. The Letter
    13. The E‐Mail Offer
    14. The Direct Mail Offer
    15. The Gift
    16. The Pat on the Back
    17. Certificates and Awards
    18. The Text Message
    19. They All Tune In to the Same Station
    20. It Is the Thought That Counts
  12. About the Author
  13. Acknowledgments
  14. Index
  15. End User License Agreement

Product information

  • Title: Exactly How to Sell
  • Author(s): Phil M. Jones
  • Release date: January 2018
  • Publisher(s): Wiley
  • ISBN: 9781119473459