Selling For Dummies

by Unknown

• ISBN13: 9780470930663
• ISBN10: 0470930667
• Edition: 3rd
• Format: Paperback
• Copyright: 2011-04-05
• Publisher: For Dummies

Summary

With coverage on the importance of preparation and improving communication skills, as well as help coping with inevitable rejections, this title continues to be a great resource for a wide range of sales professionals and a useful reference for anyone interested in improving negotiation skills. Specific updates in the new edition include: Updated selling strategies and techniques Selling in new economic conditions Selling tips for introverted personalities Brand new coverage on the power of all the social media networking sites (born after this book published) such as LinkedIn, Twitter, Facebook, as well as ways to optimize sales success through Webinars

Author Biography

Tom Hopkins, a millionaire by the time he was 27, is the epitome of sales success. Chairman of one of the most prestigious sales-training organizations in the world, he is the author of more than 15 books, including Sales Prospecting For Dummies and Sales Closing For Dummies (both from Wiley).

Table of Contents

Introduction.

Part I: Laying a Solid Foundation for Selling.

Chapter 1: Selling Is All Around You.

Chapter 2: The Seven-Step Selling Cycle.

Chapter 3: Love What You Do: Turning Selling into Your Hobby.

Part II: Doing Your Homework Before You Sell a Thing.

Chapter 4: Understanding Your Potential Clients.

Chapter 5: Knowing Your Product.

Chapter 6: Taking Advantage of Technology.

Part III: The Anatomy of a Sale.

Chapter 7: Finding the People Who Need What You Have.

Chapter 8: Arranging Meetings and Putting Your Clients at Ease.

Chapter 9: Qualifying Your Way to Success.

Chapter 10: Making Winning Presentations.

Chapter 11: Addressing Client Concerns.

Chapter 12: Closing the Sale.

Chapter 13: Getting Referrals from Your Present Clients.

Part IV: Growing Your Business.

Chapter 14: Following Up and Keeping in Touch.

Chapter 15: Using the Internet to Make More Sales.

Chapter 16: Planning Your Time Efficiently.

Chapter 17: Partnering with Others.

Part V: You Can't Win 'Em All: Keeping the Faith in Sales.

Chapter 18: Staying Upbeat When You Don't Succeed.

Chapter 19: Setting Goals to Stay Focused.

Part VI: The Part of Tens.

Chapter 20: The Ten Biggest Sales Mistakes to Avoid.

Chapter 21: Ten Strategies for Improving Your Selling.

Chapter 22: Ten Ways to Master the Art of Selling.

Chapter 23: Ten Advanced Closes.

Index.