Selling to Win

ISBN-13: 9780749466312 / Angielski / Miękka / 2013 / 224 str.

Richard Denny

Opis

British inspirational business speaker, Richard Denny has helped numerous salespeople become successful, and in Selling to Win, he explains how to put his winning techniques into action.

This 25th anniversary edition has been revised and is full of sales tips and essential practical advice. It has been updated to reflect current selling techniques and includes success stories from readers of the previous editions who applied what they learned in the book. It includes useful advice on: getting a sale despite not being the cheapest, turning a customer into an ambassador, building a positive attitude that gets results, beating the competition and closing a sale.

Recognized as an effective sales improvement guide, Selling to Win is a valuable text for sales and marketing professionals.

Recenzje

"The master of professional salesmanship" The Times

Spis treści

• • Chapter - 00: Introduction;
  • Chapter - 01: Selling in perspective;
  • Chapter - 02: Planning to win;
  • Chapter - 03: The vital ingredient;
  • Chapter - 04: Finding the time;
  • Chapter - 05: Finding the business;
  • Chapter - 06: Getting the appointment;
  • Chapter - 07: The rules of professional selling;
  • Chapter - 08: The sales presentation;
  • Chapter - 09: Closing the sale;
  • Chapter - 10: The principles of professionalism;
  • Chapter - 11: Giving real service;
  • Chapter - 12: Handling objections;
  • Chapter - 13: Negotiation;
  • Chapter - 14: Letter writing;
  • Chapter - 15: Body language;
  • Chapter - 16: Avoiding the negative;
  • Chapter - 17: Don't quit

O autorze

Richard Denny was one of the UK's foremost authorities on sales, management training and personal development. Chairman of the Richard Denny Group, he was highly sought after as a motivational speaker at company conventions and conferences throughout the world. He was also the author of Selling to Win, Communicate to Win, Motivate to Win and Succeed for Yourself, all published by Kogan Page.

Further information on Richard Denny can be found on The Richard Denny Organisation's website at www.denny.co.uk