Sales Success: The Brian Tracy Success Library (inbunden)
Inbunden (Hardback)
Antal sidor
158 x 114 x 12 mm
158 g
Antal komponenter
1 Hardback
Sales Success: The Brian Tracy Success Library (inbunden)

Sales Success: The Brian Tracy Success Library

Inbunden Engelska, 2015-02-16
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Eighty percent of all sales are made by just twenty percentof sales people. Whats surprising to discover is that those top professionals perform only a bit better than their peers in certain critical areas. By excelling in these capabilities, you can earn money faster, have more success, and gain greater career satisfaction than you ever thought possible. in this compact and convenient guide, sales trainer extraordinaire brian tracy reveals how anyone can get that winning edge. he shares 21 tried-and-true techniques to:
  • Set clear goals and achieve them
  • Develop a sense of urgency and make every minute count
  • Stay motivated
  • Know your products inside and out
  • Analyze your competition
  • Identify competitive advantage
  • Develop your sales strategy
  • Find and quickly qualify prospects
  • Create rapport early and build trust
  • Understand the three keys to persuasion
  • Master the elements of an effective presentation
  • Use the power of suggestion
  • Establish megacredibility
  • Overcome the six major objections
  • Ask for action
  • Advance your career by following up
Packed with proven strategies and priceless insights, this handy little book will help you take your sales game to unprecedented new heights.
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McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide



Introduction 1

1 Become Brilliant on the Basics 7

2 Stay Enthusiastic 13

3 Personal Management Skills: The Inner Game 20

4 Personal Management Skills: The Outer Game 25

5 Develop Excellent Product Knowledge 32

6 Analyze Your Competition 36

7 Develop Competitive Advantage 41

8 Develop an Effective Sales Strategy 46

9 Prospect Like a Professional 52

10 Qualify Your Prospects 58

11 The Friendship Factor 63

12 Three Keys to Persuasion 68

13 Make Effective Presentations 73

14 Practice the Power of Suggestion 77

15 Establish Megacredibility 82

16 Handle Objections Effectively 87

17 Ask the Customer to Take Action 92

18 Provide Excellent Customer Service 97

19 Keep Customers for Life 102

20 Manage Your Time Effectively 107

21 There Are No Limits! 112

Index 117