فروش داغ: تکنیک‌های قدرتی که حتی در سخت‌ترین فروش‌ها پیروز می‌شوند

No matter what, where, and to whom you sell, everything you do fits into one of three phases of the sales process: Planning, Execution, and, Closing. True red-hot sellers know exactly what each phase encompasses, and the rest of us can learn in the time it takes to read this ultra-practical book. "Red-Hot Selling" presents a simple, start-to-finish sales process for new sales professionals and veterans alike. "Red-Hot Selling" also includes the author's powerful three-tiered planning process, proprietary tools including the Meeting Management Worksheet, and the best closing techniques in the business - plus can't-miss secrets for distinguishing your product or service in a competitive market. Selling may be tough, but it's not complicated. With this one-of-a-kind guide, you can streamline your job, kick-start your career, and send your earnings sky-high! Contents 6 Introduction: So You Want to Be a Sales Professional 12 PART I: World-Class Sales Planning 16 Chapter 1 Prospecting Plans: Keeping the Pipeline Full 18 Planning Is a Natural Part of Living 18 You Are the CEO of Your Own Territory 20 Sales Planning Essentials 21 Your Prospecting Business Plan 22 Final Thoughts 32 Chapter 2 Territory Plans: The Heart of the Sales Planning Process 34 The Large-Account Strategy 35 How the Large-Account Strategy Works 40 Implementing the Large-Account Strategy 43 Going from Here 52 Chapter 3 Account Plans: The Third Leg of the Triple Crown 54 Your Account Plan 54 The Account Development Cycle 57 The Sales Discovery Process 67 The Triple Crown Winner 71 PART II: High-Performance Sales Execution 74 Chapter 4 Prospecting: Eliminating the Peaks and Valleys of Selling 76 Stay Current! 76 Prioritize Your Prospects 77 The ABC Call Cadence 78 The Call Script 80 Monitor Your Progress 86 Compelling Reasons to Persevere 91 Chapter 5 Sales Discovery: The One Thing That Does It 94 An Overview of the Discovery Process 96 The Necessity of Getting Beyond Yes or No 96 Preparation Is the Key 99 The Meeting Management Worksheet 100 Chapter 6 Handling Objections: The Easy Way! 122 There Are a Limited Number of Objections 123 The Right Model for Handling Objections 124 The Price Objection 125 The Competition Objection 125 The "Will It Work?" Objection 130 The "Not Now" Objection 134 The Objection-Handling Matrix 139 PART III: Closing Strategies That Win the Business 142 Chapter 7 Closing the Sale: The Best-Kept Secrets 144 Sales Planning as a Closing Technique 144 The Leverage Effect on Overall Sales 149 Sales Execution as a Closing Technique 151 Nurture, Not Closure 153 The Closing Phrase 161 Chapter 8 The Recipe for Winning Proposals 164 The Introduction and the Customer’s Needs 165 Your Solution 167 Why Select You? 180 Schedule of Events 181 Investment Summary 181 Reference Stories 188 One Last, Great Point: Limited-Access Proposals 190 Chapter 9 Winning Sales Presentations 194 To Go First, or Not to Go First: That Is the Question 194 Prepare a High-Impact Sales Presentation 199 Present Your Solution 202 Summarize Why the Customer Should Select You 206 Provide a Compelling Reason to Act 212 Remember Your Follow-Through 215 Chapter 10 The Ten Best Sales Strategies 218 1. Sales Is a Process 218 2. Sales Time Management 219 3. A Full Sales Pipeline 220 4. The Large-Account Strategy 221 5. The Account Development Cycle 223 6. Planning: The Best Closing Strategy 225 7. Monitoring Your Progress 226 8. Managing Customer Perceptions 228 9. Being Prepared 229 10. The Roadmap to Success 229 Index 232 A 232 B 232 C 232 D 233 E 233 F 233 G 233 H 233 I 233 L 234 M 234 N 234 O 234 P 234 Q 235 R 235 S 236 T 236 U 236 V 237 W 237 Z 237 0814473539,9780814473535,0814410286,9780814410288 No matter what, where, and to whom you sell, everything you do fits into one of three phases of the sales process: Planning, Execution, and Closing. True red-hot sellers know exactly what each phase encompasses, and the rest of us can learn in the time it takes to read this ultra-practical book. Red-Hot Selling presents a simple, start-to-finish sales process for new sales professionals and veterans alike that shows how to: Eliminate the peaks and valleys in your sales cycle • Manage your time for optimum results • Ask your customers and prospects the six most powerful questions • Find and penetrate the best accounts • Create and deliver dynamic sales presentations and winning proposals • Beat back objections • And much more Red-Hot Selling also includes the author's powerful three-tiered planning process, proprietary tools including the Meeting Management WorksheetTM, and the best closing techniques in the business—plus can't-miss secrets for distinguishing your product or service in a competitive market. Selling may be tough, but it's not complicated. With this one-of-a-kind guide, you can streamline your job, kick-start your career, and send your earnings sky-high! "Plan, execute, close. With Red-Hot Selling, yes--it is that easy!"--Resource description page