Book description
Your guide to the most up-to-date selling strategies and techniques
No matter your skill level, this new edition of Selling For Dummies helps you lay the foundation for sales success with the latest information on how to research your prospects, break down the steps of the sales process, follow up with customers, and so much more.
Selling, when done right, is more than a job—it's an art. With the help of Selling For Dummies, you'll discover how to stand head-and-shoulders above the crowd by knowing your clients, and approaching selling with passion and a positive attitude. The book covers making killer sales pitches and presentations, using the latest technologies to your advantage, establishing goals and planning your time efficiently, partnering with others, addressing clients' concerns, and closing more sales.
Includes expert tips for harnessing the power of the Internet to increase sales
Covers the latest selling strategies and techniques in the Digital Age
Explains how mastering selling skills can benefit all areas of your life
Explores the newest prospecting and qualification strategies
If you're brand new to the sales scene or a seasoned salesperson looking to win more clients and close more sales, Selling For Dummies sets you up for success.
Table of contents
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- Cover
- Introduction
- Part I: Laying a Solid Foundation for Selling
- Part II: Doing Your Homework Before You Sell a Thing
-
Part III: The Anatomy of a Sale
- Chapter 7: Connecting with the People Who Need What You Have
-
Chapter 8: Arranging to Meet and Putting Your Clients at Ease
- Knowing the Basics of Contacting Potential Clients
- Reaching Your Prospects by Telephone First
- Putting Mail, Email, and Face-to-Face Interactions to Work for You
- Getting to the Elusive Decision Maker
- Making a Good First Impression at Your Meeting
- Getting Your Potential Clients to Like and Trust You
- Establishing Rapport with Your Potential Clients
- Knowing How to Approach Prospects in a Retail Setting
- Building Common Ground in Any Situation
- Chapter 9: Qualifying Your Way to Success
- Chapter 10: Delivering Winning Presentations
- Chapter 11: Addressing Client Concerns
- Chapter 12: Closing Sales
- Chapter 13: Getting Referrals from Your Satisfied Clients
- Part IV: Growing Your Business
- Part V: You Can’t Win ‘Em All: Keeping the Faith in Sales
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Part VI: The Part of Tens
- Chapter 19: The Ten Biggest Sales Mistakes to Avoid
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Chapter 20: Ten (Plus One!) Ways to Master the Art of Selling
- Develop Your Curiosity
- Have Realistic Expectations
- Keep an Open Mind and Welcome Change
- Rehearse, Perform, and Critique Your New Skills
- Personalize Your New Sales Skills
- Be Disciplined
- Evaluate Your Results
- Keep a Success Journal
- Learn from Every Selling Situation around You
- Make a Commitment to Lifelong Learning
- Put Your Clients First
- Chapter 21: Ten Alternative Closes
- About the Author
- Cheat Sheet
- Connect with Dummies
- End User License Agreement
Product information
- Title: Selling For Dummies, 4th Edition
- Author(s):
- Release date: March 2015
- Publisher(s): For Dummies
- ISBN: 9781118967232
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