Sales Therapy Effective Selling for the Small Business Owner

by Leboff, Grant

• ISBN13: 9781841127781
• ISBN10: 1841127787
• Edition: 1st
• Format: Paperback
• Copyright: 2007-11-19
• Publisher: Capstone

Summary

If you work in a small business, you have to know how to sell. Full stop. But selling as most people know it doesn't work anymore. It's relationships that count. Real selling is about understanding customers' goals and helping them to buy, not topping off a template presentation with a pushy attitude. So how do you put relationships first and still get results? Sales Therapy smashes the age-old sales model with an effective new approach grounded in behavioural psychology. It is natural and effortless to use because it mirrors the way people actually interact with each other. And it really works. Thomas Power, Chairman of Ecademy, describes it as 'One of the finest pieces of content on how to sell better in the 21 st Century.' At last, you can commit those terrible 'closing techniques' to the recycle bin. Sales Therapy will help you build great relationships with your customers while making the art of selling fun and effective and helping your business to grow. PRAISE FOR SALES THERAPY'This is one of the finest pieces of content on how to sell better in the 21st Century. Grant you are absolutely right with your judgment' Thomas Power, Chairman of Ecademy

Author Biography

Frustrated at the way the traditional methods of selling are being taught and conducted within the workplace, Grant Leboff formalised his own sales philosophy Sales Therapy, a new sales methodology for the 21st Century. As the Managing Director of two companies, Leboff puts what he says into practice, every day. Phone Intelligence Ltd is a business-to-business telemarketing company. Its services include market research, appointment making and lead generation as well as training and consultancy in the telemarketing arena. The Intelligent Sales Club Ltd provides sales and marketing support to business owners through seminars, training and resource materials. It also provides consultancy helping companies build brands, refine their sales message and approach, and determine their best routes to market. Grant Leboff spends a significant amount of time giving talks about sales and marketing for a variety of business groups. He is also a regular contributor to many business magazines and newspapers.

Table of Contents

Moving Away from the Transactional Model	p. 1
Selling Snow to the Eskimos	p. 11
Putting the Relationship First	p. 19
Deconstructing the Myth of Benefit Selling
The buyer's motivation	p. 35
Benefits don't work	p. 39
Stop Using Benefits - Start Using Problem Maps	p. 49
Why the USP Stops you Selling	p. 63
Your Emotional Selling Point and Giving Value	p. 69
Building Pipeline
Managing the process	p. 81
Engaging your prospect	p. 89
Routes to Market	p. 95
Empowering your Buyer	p. 105
Understanding your Purchasers	p. 117
Asking Questions - the Diagnosis
The doctor/patient relationship	p. 129
The fallacy of open and closed questions	p. 135
Clarity using Problem Maps	p. 138
Problems and solutions are not enough	p. 145
When It's Time to Talk	p. 155
Objections and Concerns	p. 165
Traditionally It's Called Closing	p. 175
Following Up - Continuing the Relationship	p. 185
Epilogue	p. 191
Index	p. 195
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