Boomerang Selling

Front Cover
Dog Ear Publishing, 2008 - Business & Economics - 168 pages
Throw a boomerang in a specific motion and it returns to you in a certain amount of time. If your form is good, there is perfect efficiency - there is no wasted movement on your part. If you throw it correctly, you soon see specific positive returns. If you don't throw it correctly, the boomerang will fly off in another direction and you've wasted your time and effort. The strength with which the boomerang returns to you is directly proportional to the effort you expend when you release it. Boomerang Selling, therefore, is the process of working and selling efficiently. It's the strategy of achieving maximum results for minimum time and effort.The Boomerang Selling plan is aggressive and creative, designed specifically to set you apart from your competition. In this fast-moving, easy to read book, sales & marketing expert Ryan Urban provides a clear roadmap to sales success for salespeople and small business owners alike. RYAN URBAN is a leading expert in the fields of sales, marketing and public speaking. Creator of the Speak With Confidence Now! public speaking program and experienced business owner and sales manager, Ryan has trained professionals in virtually every industry in small business marketing, sales prospecting, personal marketing and sales presentations. Ryan's background includes executive management in the insurance and health care fields;he has written articles on sales, marketing and public speaking for a variety of national and trade publications;he has worked oneon-one with sales professionals and sales teams. Ryan is also a long-time professional musician, and spent over twenty years in broadcasting. Ryan lives in beautiful Colorado Springs, Colorado with his wife Diana and their daughters, Shannon and Megan.
 

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Contents

Doorsand Radar
2
Youre an Entrepreneur
4
You Must Have a Plan
6
Your First and Easiest Prospects
7
Business out of Nowhere
9
Resolve Dont OverOrganize
10
Resolve Stay Focused
12
Resolve Know Your Competition
13
About Cold Calling
62
Your Three Best Friends
69
Put It All Together
74
Commit to Improving Your Presentation Skills
78
Ask Yourself the Three Big Questions
80
Before You Create Your Presentation
82
Why Are You Doing This?
84
Creating a Compelling Presentation
86

Resolve Know Where You Fit
15
Develop Your Elevator Speech
20
Create Your DailyWeekly Marketing Plan
22
Create Your FollowUp System
24
Good Service is Good Marketing
26
Become an Expert in Your Field
28
Create Your Personal Professional Portfolio
29
Youre Ready to Begin
32
You Now Have the Advantage
36
You Have Time
37
Dont Join a Leads Group
38
Create Something New
44
Create Something New for Clients and Prospects
47
Check with The Boss
49
Get Out There and Speak
50
Write Now
53
Become a Media Monster
57
Close the Relationship
60
Use Ryans Eight Rules
93
Know Your Material
103
Be a Dynamic Speaker
104
Plant Seeds for Referrals CrossSales
110
Listen Listen Listen
111
Enthusiasm is Contagious
113
Involve the Audience But Carefully
114
Creating Maintaining Momentum
117
Employ Consultative Selling
119
Speak Their Lingo
121
Avoid the Negative
122
Careful with Murals
124
Close the Sale
125
Make a Presentation Checklist
133
Evaluate Your Presentation
135
A Note to Sales Managers
137
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