Sales Therapy: Effective Selling for the Small Business Owner

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John Wiley & Sons, Jun 15, 2010 - Business & Economics - 206 pages
If you work in a small business, you have to know how to sell. Full stop. But selling as most people know it doesn’t work anymore. It’s relationships that count.

Real selling is about understanding customers’ goals and helping them to buy, not topping off a template presentation with a pushy attitude. So how do you put relationships first and still get results?

Sales Therapy smashes the age-old sales model with an effective new approach grounded in behavioural psychology. It is natural and effortless to use because it mirrors the way people actually interact with each other. And it really works.

Thomas Power, Chairman of Ecademy, describes it as ‘One of the finest pieces of content on how to sell better in the 21st Century.’

At last, you can commit those terrible ‘closing techniques’ to the recycle bin. Sales Therapy will help you build great relationships with your customers while making the art of selling fun and effective and helping your business to grow.

PRAISE FOR SALES THERAPY

‘This is one of the finest pieces of content on how to sell better in the 21st Century. Grant you are absolutely right with your judgment’ Thomas Power, Chairman of Ecademy

 

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Contents

WEB MARKETING
WORD OF MOUTH MARKETING
WHAT DO BUYERS FEAR?
MAKING THE BUYER FEEL COMFORTABLE
UNDERSTANDING RISK
THE IMPORTANCE OF EMPOWERMENT
GIVING YOUR CUSTOMER CONTROL
THE DMU DECISION MAKING UNIT

SALES THERAPY¬ DEFINITION II
CONVEYING POSSIBILITY IS NOT A COP OUT
CREATING PROBLEMS
IS THIS COMMERCIAL SUICIDE?
PLANNING FOR THE FUTURE
THE BUYER‚ S MOTIVATION
BENEFITS DON‚ T WORK
PROBLEMS AND VALUE
DEVELOPING THE CONVERSATION
INTRODUCING PROBLEM MAPS‚
CREATING A PROBLEM MAP‚
SO WHY NOT ‚ BENEFIT MAPS‚ ?
UNDERSTANDING IMPLICIT AND EXPLICIT PROBLEMS
THE DEODORANT EFFECT
ASKING A BETTER QUESTION
IS MY SOLUTION COST EFFECTIVE?
VALUE AND RISK
UNDERSTANDING EMOTIONAL VALUE
VALUE THE BIGGER PICTURE
THE EMOTIONAL SELLING POINT ESP
USING THE ESP TO ENSURE CONSISTENCY
MANAGING THE PROCESS
ENGAGING YOUR PROSPECT
ADVERTISING
ALLIANCES
DOORTODOOR LEAFLETING
EXHIBITIONS
PODCASTS AND BLOGS
PUBLIC RELATIONS
TELEMARKETING
THE COMPOSITION OF A DMU
WORKING WITH THE DMU
THE SALES ORGANIZATION
THE DOCTORPATIENT RELATIONSHIP
THE FALLACY OF OPEN AND CLOSED QUESTIONS
CLARITY USING PROBLEM MAPS‚
PROBLEMS AND SOLUTIONS ARE NOT ENOUGH
ADDING VALUE
WORKING WITH YOUR CUSTOMER
MAKING YOUR SUGGESTIONS
PROVIDING REASSURANCE BY UNDERSTANDING RISK
EXPLAIN EVERYTHING
UNDERSTANDING OBJECTIONS
PREVENTING OBJECTIONS
PREHANDLING OBJECTIONS
MANAGING OBJECTIONS
USING TESTIMONIALS
COMMITMENT NOT CLOSING
CLOSING MYTHS
WINNING BUSINESS
COMMITMENT COMES IN SMALL STEPS
MAKING SUGGESTIONS
UNDERSTANDING BUYING SIGNALS
AGREEING COMMITMENT
DEVELOPING RELATIONSHIPS
CONTRIBUTING VALUE
AFTER SALES
YOUR FIRST 12 STEPS TO SALES THERAPY¬
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About the author (2010)

Frustrated at the way the traditional methods of selling are being taught and conducted within the workplace, Grant Leboff formalised his own sales philosophy Sales Therapy, a new sales methodology for the 21st Century. As the Managing Director of two companies, Leboff puts what he says into practice, every day. Phone Intelligence Ltd is a business-to-business telemarketing company. Its services include market research, appointment making and lead generation as well as training and consultancy in the telemarketing arena. The Intelligent Sales Club Ltd provides sales and marketing support to business owners through seminars, training and resource materials. It also provides consultancy helping companies build brands, refine their sales message and approach, and determine their best routes to market. Grant Leboff spends a significant amount of time giving talks about sales and marketing for a variety of business groups. He is also a regular contributor to many business magazines and newspapers.

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