K.I.S.S Guide to Selling

Front Cover
Dorling Kindersley, 2001 - Business & Economics - 352 pages
The Keep It Simple Series -- the greatest guides ever! This book covers every aspect of selling including managing your time, setting goals, and building a rapport with accounts. A perfect guide to practical techniques that can be used before, during, and after the sale. Arm yourself with key sales skills with DK's KISS Guide to Selling. Discover the myths and realities behind successful selling. Target the best sales jobs and excel at interviews. Set realistic sales goals and plan your time effectively. Get to work on networking and learn key tips for tackling cold calls. Develop essential sales skills, from coping with rejection to using powerful words and stories. Review your progress, learn how to follow up productively, and set up sales plans for the future. The Keep It Simple Series is the new standard in how-to books! Written by leading experts, each book includes full-color photographs and illustrations throughout, making these the first and only truly accessible guides for beginners. The KISS format is designed to help readers build confidence from the start, and learn gradually and thoroughly to the very last page. Much more than introductions to various subjects, these inspiring and innovative books are the ones that readers can trust!

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Contents

Why ask questions?
46
Key questions
120
TNT questions
157
Copyright

7 other sections not shown

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About the author (2001)

Ken Lloyd, Ph.D., is a recognized management consultant specializing in organizational behavior, marketing, and management development. He is co-author of the highly successful book Unlimited Selling Power: How to Master Hypnotic Selling Skills, and author of Jerks at Work: How to Deal with People Problems and Problem People. Dr. Lloyd's nationally syndicated newspaper column appears across the U.S. and in Canada. He is a frequent television and talk-radio guest and has appeared on Good Morning America and CNN, among others. Dr. Lloyd is a member of the American Psychological Association and the Society of Industrial and Organizational Psychology. Gloria Brown Anderson, President and Editor in Chief of The New York Times Syndication Sales Corporation, has been with the Times since 1992. She was names Executive Editor and Vice President in 1994 and assumed her current position in 1997. Previously, Ms. Anderson was Editor and Publisher of The Kendall Gazette in Miami, Founding Editor and Co-Publisher of Miami Today, and Managing Editor of the Miami news, among other positions. Ms. Anderson has served as a Pulitzer Prize Juror and received a Clarion Award for Outstanding Community Journalism from Women in Communications.

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