Successful Selling Solutions

Front Cover
Thorogood, 2003 - Selling - 272 pages
Annotation Many books simply lists prescribed techniques and leavethe reader to interpret them. What makes this bookdifferent os hat is provides clear, practical advice onevery aspect of making a sale, but you'll also find muchmore: templates, tables, exercises and stimulating ideasto develop your sales techniques and monitor yourprogress in a particular sale. Each chapter ends with asummary, kye points and coaching advice on developing aparticular part of the sales cycle. If you've ever foundyourself thinking 'How can I be sure to maximise mychances of success?' - this books is for you.

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Contents

About this book
1
Topic reference table
9
Chapter
15
Chapter
41
Key questions
62
Overcoming objections on the telephone
70
Chapter summary
77
Having a structure
88
Presenting the benefits of your solution
113
Chapter summary
121
Chapter seven
147
Introduction
174
The principles of negotiation
183
Chapter summary
192
Chapter
217
dos and donts of successful selling
242

Chapter summary
100
Introduction
104
Copyright

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