| Description |
1 online resource (126 pages) |
| Contents |
""Title""; ""Copyright""; ""ABOUT THE AUTHOR""; ""TO THE READER""; ""DEDICATION""; ""CONTENTS""; ""INTRODUCTION""; ""PART I What Is Consultative Selling?""; ""THE POWER OF CONSULTATIVE SELLING""; ""What Is Important to You Today?""; ""DEFINITION OF CONSULTATIVE SELLING""; ""Consultative Selling Definition Summary:""; ""WHAT IS A MIND-SET?""; ""How Do You Develop a Consultative Mind-Set?""; ""Exercise: Are You on Target?""; ""WHAT CONSULTATIVE SELLING MEANS TO CUSTOMERS""; ""What Do Your Customers Think of You?""; ""HOW TO EXCEED YOUR SALES GOALS""; ""What�s Your Perspective Now?"" |
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""Benefits of Customer-Driven Efforts""""They Look Forward to Speaking to You""; ""They Want to See You""; ""You Will Receive More Referrals""; ""You are Positioned as an Adviser to Your Customer""; ""You Will Have Less Sale Stress""; ""You Will Have More Fun""; ""THE DIFFERENCE BETWEEN BASIC AND CONSULTATIVE SALES SKILLS""; ""HOW TO WIN IN A COMPETITIVE MARKET""; ""#1: BE INFORMED""; ""Who Are Your Competitors? What Do They Offer?""; ""#2: KNOW THE FACTS""; ""PART II Turning Sales Potential into Performance""; ""YOUR FOUNDATION FOR SALES SUCCESS""; ""FOUR KEYS FOR GUARANTEED SUCCESS"" |
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""1. Positive Attitude""""2. Extraordinary Work Ethic""; ""3. Excellent Selling Skills""; ""4. 360º Product/Service Knowledge""; ""EVALUATE YOUR STRENGTHS""; ""Exercise: Chart Your Strengths""; ""DEVELOP YOUR GROWTH STRATEGY""; ""Your Beginning Strategy Starts with a Realistic Plan""; ""LET�S START WITH ONE BITE!""; ""Capitalize on Your Strengths""; ""Improve Your Proficiency in Basic and Consultative Selling Skills""; ""Reinforce Your Positive Attitude""; ""Enhance Your Work Ethic""; ""Identify Your Demotivators""; ""TARGET YOUR SALES GOALS""; ""PREPARE YOUR CONSULTATIVE SALES PLAN"" |
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""Identify Important Planning Elements""""CONSULTATIVE SALES PLAN""; ""#1: Your Keys to Success""; ""#2: Basic Selling Skills""; ""#3: Consultative Sales Skills""; ""#4: Personal Sales Goals""; ""PART III Preparing for Your Sales Call""; ""PREPARATION: THE KEY TO SALES SUCCESS""; ""The Importance of Preparation""; ""UNDERSTAND ORGANIZATIONAL NEEDS""; ""MAJOR BUSINESS ORGANIZATION UNITS""; ""FOCUS ON YOUR DECISION MAKER""; ""EMOTIONAL NEEDS OF CUSTOMERS""; ""1. EGO""; ""2. POWER""; ""3. PROFIT/GREED""; ""4. SURVIVAL""; ""5. NEED TO WIN""; ""6. STATUS""; ""7. SELF-IMPROVEMENT"" |
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""Exercise: Identify Customers� Emotional Needs""""SET PROFITABLE APPOINTMENTS""; ""1. What Is Your Objective?""; ""2. What Are the Methods You Will Use?""; ""3. What Are the Benefits to the Customer?""; ""PREPARE CUSTOMER-FRIENDLY SALES TOOLS""; ""First Tool: Customer Profile""; ""Customer Profile""; ""Second Tool: Priority Sheet""; ""Priority Sheet""; ""PART IV Conducting the Sales Call""; ""THE SALES CALL""; ""HOW DOES A CONSULTATIVE SELLER BEGIN?""; ""Tips to Help You Begin""; ""DO A GREAT NEEDS ANALYSIS""; ""Enough Time""; ""Customer-Friendly Sales Tools"" |
| Notes |
""A Method to Discover Wants and Needs"" |
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Print version record |
| Subject |
Selling -- Handbooks, manuals, etc
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Selling
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| Genre/Form |
Handbooks and manuals
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| Form |
Electronic book
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| Author |
Henry, Carol
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Mapson, Ralph
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| ISBN |
9781560523048 |
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1560523042 |
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