Rip's Book of Common Sense Selling: Improving Sales Through Process ImplementationThis 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. |
Contents
| 1 | |
| 3 | |
| 8 | |
| 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 |
First Impression Whats Your Process? | 82 |
Discovering Wants and Needs What to Ask? | 87 |
How Will You Make Your Recommendation? | 100 |
What is the Process of Your Presentation? | 113 |
Selling Yourself and Your Business | 122 |
What is Your Closing Process? | 128 |
How Will You Deliver Your Product or Service? | 142 |
For Your Future and Continuing Success | 165 |
Focus on Your Customer | 66 |
Make a Great First and Last Impression | 70 |
Theory in Your Process Practical Application | 79 |
Index | 178 |
Other Awesome Experiences | 184 |
Common terms and phrases
___________________________________________ ___________________________________________ Step answer asking this question Atlanta Falcon Awesome Experiences better build value buying process Cadillac Eldorado car smell charger close the deal cold call common sense create customer base customer satisfaction customer says customer's database dealership desk didn’t Disney emotions example features and benefits feel follow gestures goals going Here’s idea Land Cruiser last impression listening non-verbal Nordstrom numbers objection offer okay present pretty product or service professional purchase recommendation remember Rip Walker Chapter sales manager sales process salespeople salesperson seat selling someone stay in touch story Structured Sales talk tell theory things told Toyota Toyota Land Cruiser trying understand vehicle walk want to achieve What’s wife write Yeah Yogi Bear