Selling is a structured process.
This book tells you everything you need to know about selling, as a step by step process. It is short but meaty, and will help anyone who is selling anything.
The book covers:
¥ Building the relationship
¥ Selling to different types of customer
¥ The importance of listening
¥ The Questioning Funnel
¥ Uncovering and increasing the customer's need
¥ Prescribing the best solution for the customer, and how to prove to them that it really is the best for them
¥ How to find the real objection rather than false ones
¥ How to handle objections including price
¥ Closing in a soft way
¥ Personal efficiency - the foundations of effective selling
¥ What to do before and after a sales visit
¥ Monitoring and maintaining your pipeline
¥ Cold calling tips