How to Sell When Nobody's Buying: (And How to Sell Even More When They Are)

ISBN-13: 9780470504895 / Angielski / Twarda / 2009 / 256 str.

Dave Lakhani

Opis

The most effective sales strategies for tough economic times Today's selling environment is tough, and only getting tougher. The old tactics are no longer working, and the current economy is only making selling more difficult. You need sales tactics and strategies that work now and fast . . . even when no one wants to buy-and tactics and strategies that will work even better when they do want to buy. How to Sell When Nobody's Buying is a practical, effective guide to selling even in the toughest of times. This book is packed with new information about creating sales opportunities. Most sales strategies taught today are based on outdated information from ten, twenty, even thirty years ago and they simply don't work today. You'll find the tools and information you need to gain confidence, create powerful alliances, profitable social networks, and drive your profits to unprecedented highs. Whether you sell business-to-business or direct to the consumer, whether you sell real estate or retail, this is the sales guide for you.

• Features effective, simple strategies for selling in tough economic times
• Offers free or low-cost prospecting tools that bring in customers by the herd
• Includes case studies from top salespeople that reveal new ways to bring in customers
• From sales guru Dave Lakhani, author of Persuasion, Subliminal Persuasion, and The Power of an Hour

These days, you need all the help you can get to sell effectively. If you want to increase your sales and drive your business forward-no matter what the economy or your industry does-learn How to Sell When Nobody's Buying.

Spis treści

Acknowledgments.

Preface.

Chapter 0 Quick Start: How to Sell More Right Now.

Chapter 1 Get Real and Get Focused.

SLUMP BUSTER: AN INTERVIEW WITH SCOTT MARKER.

Chapter 2 Get Visible: You Have to Be Seen to Sell.

Chapter 3 Get Connected: How to Find Buyers Who Are Ready to Buy Now.

Chapter 4 Get Digital and Get Off the Road: Sell to Buyers at Their Desks from Yours.

Chapter 5 Get Creative: Open New Doors in New Ways.

SLUMP BUSTER: AN INTERVIEW WITH TODD CARLSON.

Chapter 6 Get Persuasive: Understand Buyer Psychology to Sell More Now.

Chapter 7 Get Paid: Getting More Out of Every Sale.

Chapter 8 Get Leverage: The Art of Mass Infl uence.

Chapter 9 Get Them Selling: In Economic Slumps, Good Sales Managers Earn Their Pay.

SLUMP BUSTER: FOR SALES MANAGERS AND CEOS: AN INTERVIEW WITH DWAYNE SPEAGLE.

Chapter 10 Final Thoughts.

Afterword: An Interview with Matt Hoover, Winner of NBC s The Biggest Loser and Olympic Hopeful.

Contributing Author Essays.

How to Sell More Using Social Media (Dr. Rachna Jain).

Disruptive Excellence (Ray Cronise).

How to Effectively Use Facebook to Find Your Ideal Work, Build Your Brand, and Increase Your Sales (Mari Smith).

How to Sell Real Estate in a Tough Market and Grow Your Business Year after Year at the Same Time (Craig Ernst)

Bibliography.

About the Author.

Index.

Exclusive Free Video Training Offer.

O autorze

DAVE LAKHANI is an in–demand speaker, sales trainer, closer, and entrepreneur with more than ten successful businesses to his credit in the past twenty years. Dave is the President of Bold Approach, Inc., a business–acceleration strategy firm that was recently nominated as one of Fast Company magazine′s Fast 50 Companies and for an American Business Award as America′s Best Sales Trainer. Learn more about Dave and Bold Approach at www.boldapproach.com.

Blurb

You are holding this book because you need to make more sales fast in an uncertain time. The pressure to sell has never been higher. But as the economy, your industry, and the markets change, does that really mean that people aren′t buying anymore?

Of course not. First, you have to understand, it′s not your fault. You′re struggling because the current model for reaching and converting customers is seriously outdated and no longer works. You must develop new skills in a rapidly changing world if you intend to sell. We′re in a new economy full of rapidly changing industries and new sales rules apply. Customers have up–to–the–minute information access, a global reach, a social–networking mindset, a desire for instant gratification, and expectations of more powerful, high–tech experiences. That means you must understand what consumers demand of you before putting products and services in front of them. You need to pick up the tools that connect you to your market, expand your networks, and create a persuasive message that reaches customers where they live. The rules have changed and only those most adaptable to change will survive.

This approach is necessary for everyone in the sales industry. Whether you′re a salesperson, a sales manager, are self–employed, or are part of a sales team, How to Sell When Nobody′s Buying is the one–stop resource you need to stand out in the marketplace starting now. A master persuader, marketer, and sales strategist, Dave Lakhani provides the tools and techniques you need to make a difference in your sales numbers and profits immediately, including:

• Free or low–cost prospecting tools that encourage instead of turn away customers
• The secret source of unlimited new customers in any industry in any market
• Case studies from top salespeople that show new ways to seize opportunity
• Sequential influence strategies that allow you to create massive desire
• How to increase order size and reorder opportunity with every sale
• Automated productivity tactics that instantly give you more time and capacity

Tough times present real opportunity for forward– thinking sales teams. Lakhani gives you the tools and understanding you need to gain new confidence, create powerful alliances, find great prospects, and drive your profits to unprecedented levels. Whether your specialization is retail, B–to–B, B–to–C, real estate, services, or your own business, you can use these quick–and–easy lessons to instantly create more sales, find greater success, and tap into the potential that′s waiting for you in the new economy.