Rip's Book of Common Sense Selling: Improving Sales Through Process Implementation

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Rip Walker, Nov 25, 2009 - Business & Economics - 202 pages
This book will help salespeople sell more, make more money, and at the same time help them achieve greater customer satisfaction. It will help salespeople or managers develop effective sales processes, which will improve sales performance. The author, Rip Walker, has sold millions of dollars in products and services in different industries. He has also trained thousands of salespeople to become successful as well. By following tips and using ideas from this book, you and or your sales staff can improve your sales and your profitability.
 

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Contents

Have a Structured Sales Process
3
Understand the Basics of a Process
8
Understand the Buying Process
25
Tie Into the Emotions of Your Customer
34
Solve Problems for Your Customer
44
Communicate Effectively With Your Customer
49
Offer an Awesome Experience
61
Focus on Your Customer
66
What is Your Process for Your Presentation?
113
Selling Yourself and Your Business
122
What is Your Closing Process?
128
How Will You Deliver Your Product or Service?
142
How Will Your Customer Remember You?
148
How Do I Build My Customer Base?
156
For Your Future and Continuing Success
165
Continue to Learn
170

Make a Great First and Last Impression
70
Theory in Your Process Practical Application
79
First Impression Whats Your Process?
82
Discovering Wants and Needs What to Ask?
87
How Will You Make Your Recommendation?
100
Be Yourself and Be Sincere
174
There are Things Greater Than All of Us
177
Index
178
Other Awesome Experiences
184
Copyright

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About the author (2009)

Rip Walker has been selling for over forty years and started when he was eleven years old. He has sold relocation programs, collection services, automobiles, and advertising. He has trained thousands of salespeople to be successful and he's worked with some of the largest and highest volume Toyota dealers in the country, helping them improve sales and the customer experience that they offer. He is now a Business Process Consultant and still conducts training on a regular basis.

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