Magnetic Selling: Develop the Charm and Charisma that Attract Customers and Maximize Sales

Front Cover
American Management Association, 2006 - Business & Economics - 240 pages

"What is it that makes some sales professionals irresistible, while others can't even get their feet in the door? Successful salespeople have a magnetic attraction that draws prospects in, and makes them want to do business with you. The good news is that the elements of sales magnetism are something anyone can learn...and this book shows you how.

Magnetic Selling reveals the simple but powerful truths you need to entice more prospects and close more sales. You'll find out how to immediately create an irresistible attraction -- not only to your products, but also to yourself. You'll learn how to:

* Develop and exhibit the qualities that will appeal to people.

* Develop a telephone voice people won't hang up on.

* Master the principle of ""continuing the conversation.""

* Use words and phrases that make people more open to what you're selling.

* Exclude the nonessential information people consider irrelevant or boring.

This book gives you proven techniques for attracting more potential buyers, improving response rates while prospecting, and intensifying interest when closing the deal to encourage bigger orders. From making memorable sales presentations...to using inexpensive deal sweeteners...to accurately assessing customers' requirements...to overcoming buyer skepticism and price objections...Magnetic Selling provides the key for closing more sales more often -- and achieving unprecedented success."

 

What people are saying - Write a review

We haven't found any reviews in the usual places.

Contents

How to Attract Sales Leads Like a Magnet
1
Words and Phrases That Get People to Want to Do Business with You
21
How to Become Magnetically Attractive to Prospects by Asking Them Questions and Really Listening to the Answers
31
Secrets of Successful Cold Calling
44
How to Develop a Magnetic Telephone Voice and Manner
66
The Principle of Right Timing
77
Magnetic Prospecting
85
Magnetic FollowUp
98
Magnetic Sales Presentations
121
How to Handle Your Price Is Too High and Other Common Objections
143
Magnetic Closings
159
Magnetic Customer Service
190
How to Attract Referrals Like a Magnet
216
Resources
225
About the Author
239
Copyright

Common terms and phrases

About the author (2006)

Robert W. Bly is an independent consultant and seminar leader with more than 20 years of experience in sales. His monthly e-zine on sales and marketing, The Direct Response Letter, reaches over 70,000 subscribers, and his website gets over 4,000 hits per month. He is the author of more than 60 books, including The Copywriter's Handbook, Secrets of Successful Telephone Selling, and Selling Your Services. He works in Dumont, New Jersey.

Bibliographic information