Selling ASAP

by Jones, Eli; Chonko, Larry; Jones, Fern; Stevens, Carl

• ISBN13: 9780807144275
• ISBN10: 0807144274
• Format: Hardcover
• Copyright: 2012-03-05
• Publisher: Louisiana State Univ Pr

Summary

"Selling ASAP" combines both timely and timeless components of selling to help professionals achieve their sales objectives in today's fast-paced business world. As the authors demonstrate, rapidly changing customer expectations have led to a dramatic shift in the business of selling. Customers no longer want product experts-they want trusted advisors. This invaluable guide stresses the importance of viewing a sale not as a one-time encounter but as an opportunity to build a long-lasting, mutually beneficial relationship.

Table of Contents

Foreword	p. ix
Selling ASAP	p. 1
What Is Selling ASAP?	p. 1
What Do You Need to Succeed in Sales?	p. 15
Understanding How Buyers Buy	p. 17
Uncovering Needs and Wants	p. 17
Motivation	p. 18
Need Arousal	p. 20
Arousal-Seeking Buying Behavior	p. 20
Adaptive Selling	p. 22
Perceived Risk	p. 28
Selling to Prospects' Needs and Wants	p. 28
Preparation	p. 35
The Preparation Step	p. 35
Obtaining Knowledge-The Preapproach	p. 36
Organizational Buying	p. 46
Identifying the Prospect	p. 49
Qualifying the Prospect	p. 58
Attention	p. 60
The Attention Step	p. 60
Getting the Appointment	p. 62
The First Impression	p. 68
Opening the Presentation	p. 72
Attention-Getters	p. 74
Examination	p. 83
The Examination Step	p. 83
The Dominant Buying Urge	p. 85
A Structure for Examining	p. 85
Questioning Techniques	p. 86
Listening	p. 97
Nonverbal Communication	p. 104
Prescription	p. 109
The Prescription Step	p. 109
The Importance of Communication in Prescribing Solutions	p. 110
Preparation for Prescription	p. 110
Making a Convincing Presentation	p. 114
Persuading Prospects to Buy What Is Prescribed	p. 124
Moving toward Purchase	p. 129
Conviction and Motivation	p. 133
The Conviction and Motivation Steps	p. 133
Conviction Conveys Value	p. 133
Gaining Conviction	p. 138
Structuring a Complete Unit of Conviction	p. 139
Handling Objections	p. 142
Negotiation	p. 148
Motivational Selling	p. 151
A Complete Unit of Motivation in Action	p. 155
Trial Close Again	p. 156
Completion and Partnering	p. 157
The Completion and Partnering Steps	p. 157
A Closing Mentality	p. 158
Traditional Closing Techniques	p. 159
A Completion Mentality	p. 172
A Partnering Mentality	p. 176
Notes	p. 185
Author Biographies	p. 189
Index	p. 195
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