Selling in a hard market: 27 ways to insure sales success

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Riverwood Press, 2001 - Business & Economics - 63 pages

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Contents

Introduction
7
Tip 1 Form Relationships Based on Trust
9
Tip 2 Create Vertical Client Relationships
11
Tell Them Before They Tell You
13
Practice Ambassador Techniques
15
Eliminate Negative Thoughts
17
Tip 6 Inform Your Circle of Influence and Referral Sources
19
Tip 7 Qualify New Business
21
Tip 15 Use Effective Negotiating Techniques
37
Tip 16 Keep Up With the Competition
39
Diversify Your Business
41
Tip 18 Be a Solution Provider
43
Tip 19 Cultivate New Company Relationships
45
Tip 20 Realize Decision Makers May Change
47
Tip 21 Get Help When You Need It
49
Tip 22 Recommit Yourself to Personal Development
51

Tip 8 Help Your Clients Lower Their Overall Cost of Doing Business
23
Tip 9 Commit to Your Client
25
Tip 10 Prepare for the Unexpected
27
Tip 11 Pay Close Attention to Your Companies
29
Tip 12 Become the Expert
31
Tip 13 Hold Meaningful Sales Meetings
33
Tip 14 Keep Visible With Your Clients
35
Tip 23 Be There After the Sale
53
Tip 24 Prepare for Objections
55
Tip 25 Offer Payment Options
57
Tip 26 Reinvest Your Additional Revenues
59
Tip 27 Position Yourself for Future Sales
61
About the author
63
Copyright

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