۱۰۱ راه برای فروش بیشتر هر چیزی به هر کسی: نکات فروش از افراد، صاحبان کسب‌وکار و حرفه‌ای‌های فروش

The perfect book to help anyone improve their sales skills, this insightful and informative guide is filled with practical techniques grounded in good customer service that explains how seemingly simple tasks—such as knowing the product being sold and approaching the customer first—will help boost sales through increased customer satisfaction. Rather than gimmicky ideas, slick sales spiels, or fast-talking techniques to fleece customers, this book goes back to the solid values of selling, which are now more important than ever. Andrew explains the 10 biggest and most common sales mistakes and offers priceless tips that aid in selling more of anything to anyone in a positive and responsible way. Part Title......Page 2 Also by the author......Page 3 Title Page......Page 4 Contents......Page 6 Acknowledgments......Page 12 Preface......Page 14 New era customers—thay have more choice......Page 16 Get over the fear of becoming a used car sales person......Page 17 The ten biggest and most common sales mistakes......Page 18 How to use this book to sell more of anything......Page 19 The power of being extraordinary......Page 20 Section 1: It's all about attitude......Page 22 # 1 Decide what type of sales person you want to be......Page 23 # 2 A good sale is more important than just a sale......Page 24 # 3 The best sales people are patient, persistent and polite......Page 25 # 4 Believe in your product—it shows if you don't......Page 27 # 5 Commit to constant and neverending self-improvement......Page 28 # 6 You have the sale already—it's up to you not to lose it......Page 29 # 7 Honesty, integrity and passion—the three pillars of successful selling......Page 30 # 8 Never judge a man by his clothes......Page 33 # 9 Become a listening guru......Page 35 # 10 What is your attitude to money?......Page 38 Section 2: Getting prepared to sell......Page 42 # 11 To succeed at sales you need goals......Page 44 # 12 Product knowledge, a sales person's most powerful tool......Page 46 # 13 Give your customers the most compelling reasons to buy your products......Page 48 # 14 Know everything about your competitors......Page 49 # 15 Promotional material can make or break a sale......Page 50 # 16 Rehearse your sales presentation......Page 51 # 17 Look the part or go home......Page 53 # 18 Be prepared and have everything at your fingertips......Page 55 # 19 Always be ready to make a recommendation......Page 56 # 20 Tell me in thirty seconds or less why I should buy from you......Page 58 Section 3: Opportunities to sell are everywhere......Page 62 # 21 Never be afraid to ask for a lead or a referral......Page 64 # 22 Don't listen to the cynics......Page 66 # 23 Be careful what you say......Page 67 # 24 Read the newspapers, watch the news......Page 69 # 25 Check under your nose......Page 70 #26 Build your reputation and leads will come to you......Page 72 # 27 Keep a notebook with you at all times......Page 73 # 28 Walk in and say hello......Page 74 # 29 Go back over the old customer records......Page 75 # 30 Get your head around networking and what it can do for you......Page 77 Section 4: Presenting your product......Page 82 # 31 Do something memorable......Page 83 # 32 Treat everyone like a decision-maker......Page 85 # 33 Do your homewrok on the client......Page 86 # 34 Adapt to whatever is thrown at you......Page 87 # 35 Use technology to present your product (to all generations)......Page 89 # 36 It's always good to get physical......Page 91 # 37 One size no longer fits all......Page 92 # 38 Consider the length of your presentation......Page 93 # 39 Breakfast, luch, dinner or a coffee?......Page 94 # 40 Jargon is a passion killer......Page 95 Section 5: Face-face selling......Page 98 # 41 It's okay to be nervous—it means you care......Page 99 # 42 Respect the customer in every way......Page 100 # 43 Become an exceptional observer......Page 102 # 44 Ask questions to get started......Page 103 # 45 Tailor your sales pitch to suit your customers' needs......Page 105 # 46 Beware the robot syndrome......Page 107 # 47 Clarify where to from here......Page 108 # 48 Always have something to leave behind......Page 109 # 49 Write notes to help you remember your customer......Page 110 Section 6: Selling over the phone......Page 114 # 50 Start at the beginning......Page 115 # 51 Be prepared and have everything in front of you......Page 117 # 52 Get your head right before you pick up the phone......Page 119 # 53 Apply the same principles as for face-to-face selling......Page 120 # 54 It is a numbers game, but quality always outperforms quantity......Page 122 # 55 Leave clever, creative messages......Page 123 Section 7: The challenge of the internet......Page 128 # 56 Where do businesses go wrong when selling on the internet?......Page 129 # 57 The old principles still apply......Page 131 # 58 Before you press 'send', stop and think......Page 132 # 59 Embrace change—it's not so scary......Page 134 # 60 Use rival marketing......Page 136 # 61 You have only a few seconds to engage and compel......Page 138 Section 8: The art of following up......Page 142 # 62 Clarify what the customer is expecting from you......Page 144 # 63 Ask the customer when they want you to contact them......Page 145 # 64 Geat follow-up takes great organisation......Page 146 # 65 Under promise and over delivers—always......Page 147 # 66 Don't send boring follow-up letters......Page 149 # 67 Never assume—always check that the customer received what you sent......Page 150 Section 9: Closing the sale......Page 154 # 68 Learn to read the signals that someone is ready to buy......Page 155 # 69 Be brave enough to ask for the business......Page 157 # 70 Act like the sale is a forgone conclusion......Page 158 # 71 Objections are not always bad......Page 159 # 72 Have a win/win philosophy......Page 161 # 73 If it's not going well, get to the real problem......Page 162 # 74 Keep a surprise or two up your sleeve......Page 163 # 75 Very few people are good at closing—make it your mission......Page 164 Section 10: It's a marathon, not a sprint......Page 168 # 76 Look at the big picture......Page 169 # 77 Remember thay are your customers!......Page 170 # 78 Often the most difficult customers become your greatest fans......Page 171 # 79 Sometimes you have to walk away......Page 172 # 80 Beware of sales burnout......Page 173 # 81 What to do when you hit a hurdle......Page 175 Section 11: Creating advertisements that sell......Page 180 # 82 If it doesn't get read, seen or heard it's a waste of time......Page 182 # 83 Big outdoor signs create big impacts......Page 184 # 84 Make people laugh......Page 185 # 85 Use the power of testimonials to supercharge your advertising......Page 187 # 86 Preach to the converted......Page 189 Section 12: Learning a new language......Page 192 # 87 Learn to tell when your customer is distracted......Page 194 # 88 Look for signs that they either like or dislike what they are hearing......Page 196 # 89 Mirroring, a simple technique that will improve your sales skills......Page 198 # 90 Don't set off the 'bullshit detector'......Page 200 Section 13: Developing your own style......Page 204 # 91 Work on your reputation......Page 206 # 92 Become a resource for your clients......Page 207 # 93 Always respect your clients......Page 208 # 94 Be yourself......Page 209 # 95 You can never read enough sales books......Page 210 # 96 Do regular sales training......Page 211 # 97 Grow with your customers......Page 212 # 98 Do what others won't do......Page 213 # 99 Use what you sell......Page 215 # 100 Be detatched from the outcome—customers smell desperation......Page 216 # 101 Have an extraordinary amount of fun......Page 218 20 bonus tips to help you sell more of anything......Page 222 # 102 Send articles from newspapers......Page 224 # 103 Reward people for giving you a lead......Page 225 # 104 Sometimes it pays to 'down sell'......Page 226 # 105 Develop a genuine interest in people—you may be surprised......Page 227 # 106 Ask your customers for their ideas......Page 228 # 107 Visualise the outcome......Page 229 # 108 be a high quality corporate citizen and tell your customers that you are......Page 230 # 109 Don't be afraid to talk about money......Page 231 # 110 Use food to sell more of anything......Page 232 # 111 Share your life with your customers......Page 233 # 112 Be accessible to your customers......Page 234 # 113 Have a moaning buddy......Page 235 # 114 Is your business customer friendly?......Page 236 # 115 Mystery shop another business......Page 238 # 116 Do a public speaking course......Page 240 # 117 Share company victories with your customers......Page 241 118 If you are confident enough, let your customers try your product......Page 242 119 Pick up the cost of the call......Page 243 # 120 make it really easy for people to pay you......Page 244 # 121 Register a clever domain name......Page 245 Where to from here?......Page 248 Recommended reading......Page 249 About the author......Page 251 Improve your business and increase your profits with this simple and practical guide to improving communication with your customers, which can be used to improve sales in any situation.Remember when you could go into a shop and the assistant actually knew about the products they were selling? How many times have you been frustrated beyond belief because you have had to chase the sales person who is supposed to be helping you? When was the last time you were impressed with the level of service you received?Customers want and demand better service and that means better sales skills.101 Ways to Sell More of Anything to Anyone will help anyone improve their sales skills. But rather than gimmicky ideas, slick sales spiels or fast-talking techniques to fleece customers, this book goes back to the solid values of selling, which are now more important than ever. Andrew explains the ten biggest and most common sales mistakes These 121 tips will help anyone learn how to sell more of anything to anyone - and do it in a positive and responsible way.Andrew Griffiths has developed a powerful reputation as Australia's leading small business expert. His 101 Ways business-building series is now sold in over 50 countries, and his no-nonsense style and down-to-earth advice appeals to business owners in all industries all over the world. Features over 100 practical tips that can be used to improve sales in various situations. This book explains how to effectively use the core values of successful - and responsible - selling, including communication, knowledge, and confidence.