Magnetic Selling

by Bly, Robert W.

• ISBN13: 9780814472811
• ISBN10: 0814472818
• Format: Paperback
• Copyright: 2006-01-02
• Publisher: Amacom Books

Summary

To be truly successful, sales professionals need to create an irresistible attraction -- not only to their products but also to themselves. Magnetic Selling reveals the secrets to developing a sales personality that draws people in and makes them want to do business. Readers will learn how to:* develop and exhibit the qualities that will attract people* avoid the seven mistakes salespeople make that repel potential buyers* develop a telephone voice people can't say no to* master the principle of "continuing the conversation"* exclude the nonessential information people consider irrelevant or boringThe book gives readers proven techniques for attracting more potential buyers, improving response rates while prospecting, and intensifying interest when closing the deal to encourage bigger orders. Magnetic Selling provides the key for closing more sales more often -- and achieving unprecedented success.

Author Biography

Robert W. Bly is an independent consultant and seminar leader with more than 20 years of experience in sales. His monthly e-zine on sales and marketing, The Direct Response Letter, reaches over 70,000 subscribers, and his website gets over 4,000 hits per month. He is the author of more than 60 books, including The Copywriter’s Handbook, Secrets of Successful Telephone Selling, and Selling Your Services. He works in Dumont, New Jersey.

Table of Contents

Acknowledgments	ix
Introduction	xi
1 How to Attract Sales Leads Like a Magnet	1	(20)
2 Words and Phrases That Get People to Want to Do Business with You	21	(10)
3 How to Become Magnetically Attractive to Prospects by Asking Them Questions and Really Listening to the Answers	31	(13)
4 Secrets of Successful Cold Calling	44	(22)
5 How to Develop a Magnetic Telephone Voice and Manner	66	(11)
6 The Principle of Right Timing	77	(8)
7 Magnetic Prospecting	85	(13)
8 Magnetic Follow-Up	98	(23)
9 Magnetic Sales Presentations	121	(22)
10 How to Handle "Your Price Is Too High" and Other Common Objections	143	(16)
11 Magnetic Closings	159	(31)
12 Magnetic Customer Service	190	(26)
13 How to Attract Referrals Like a Magnet	216	(9)
Appendix: Resources	225	(6)
Index	231	(8)
About the Author	239