Sales techniques /
Bill Brooks.
- New York, etc. : McGraw-Hill, c2004.
- xvii, 186 p. ; 23 cm.
- A briefcase book .
- Briefcase book .
Includes index.
Ch. 1. 21st century selling -- Ch. 2. Professional selling -- Ch. 3. Focus, alignment and leverage -- Ch. 4. The investment step (part 1)-Position -- Ch. 5. The investment step (part 2)-Prospecting -- Ch. 6. The investment step (part 3)-Pre call planning -- Ch. 7. The meet step: engaging your prospect face to face -- Ch. 8. The probe step: asking questions that make the sale -- Ch. 9. The apply step: making your product or service solve problems -- Ch. 10. The convince step: making your prospects believe -- Ch. 11.The tie-it-up step: concluding and closing -- Ch. 12. How to build and sustain sales momentum.
Sales Techniques is an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal.
From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest addition to the popular Briefcase Books series will show salespeople how to organize their sales efforts, work successfully with today's more demanding customer base, efficiently and effectively close a sale, consistently follow up after the sale to encourage high-profit repeat business and referrals, and much more.