Selling solutions : how to test, monitor and constantly improve your selling skills

Many books simply list prescribed techniques and leave the reader to interpret them. What makes this book different is that it provides clear, practical advice on every aspect of making a sale, but you'll also find much more: templates, tables, exercises and stimulating ideas to develop your sales techniques and monitor your progress in a particular sale. Each chapter ends with a summary, key points and coaching advice on developing a particular part of the sales cycle.If you've ever found yourself thinking "How can I be sure to maximize my chances of success?"--this books is for you. Acknowledgements......Page 5 About the author......Page 7 About this book......Page 13 INTRODUCTION......Page 15 CHAPTER ONE Preparation and sales development......Page 27 CHAPTER TWO Targeting new accounts......Page 53 CHAPTER THREE Telephone and personal introductions......Page 73 CHAPTER FOUR Turning interest into commitment......Page 91 CHAPTER FIVE Developing a sale correctly......Page 115 CHAPTER SIX The presentation......Page 135 CHAPTER SEVEN The sales proposal......Page 159 CHAPTER EIGHT Negotiation......Page 185 CHAPTER NINE Closing the sale......Page 207 CHAPTER TEN Managing your accounts and your sales performance......Page 229 The 10 do’s and don’ts of successful selling......Page 254 Contents......Page 9 Many books simply list prescribed techniques and leave the reader to interpret them. What makes this book different is that it provides clear, practical advice on every aspect of making a sale, but you'll also find much templates, tables, exercises and stimulating ideas to develop your sales techniques and monitor your progress in a particular sale. Each chapter ends with a summary, key points and coaching advice on developing a particular part of the sales cycle. If you've ever found yourself thinking "How can I be sure to maximize my chances of success?"--this books is for you. This work provides a methodology to enable readers to to test their selling skills and progress in using them. It includes models for forecasting, managing new accounts and monitoring performance. Each stage of the sales cycle is looked at and advice is offered on how to handle each one.