How to Sell Anything: What the Best Salespeople Know, Do, and Say

by Jeremy Cassell, Tom Bird

Overview

Beat your sales target every time with the UK’s bestselling book on sales—How to Sell Anything (previously titled Brilliant Selling). Whether you are a novice salesperson just breaking into the industry or a tested veteran waiting to take the next step, these pages will show you how to instantly improve your performance and get you started on the path toward success you’ve always dreamed of and beyond.

These sales professionals know what works and will arm you with all the trade secrets necessary to guarantee your continued success. Their pragmatic advice and dynamic sales tips will keep you one step ahead of the field, and most importantly, one step ahead of the customer.

Find out how you can use your personality to perfect your sales technique and reach a deeper, more comprehensive understanding of customer needs. You will learn this secret and countless other strategies such as:

• Developing your personal “brand”
• Self-coaching
• Time management and the planning process
• Setting the right goals
• Foundations of effective influencing
• Asking the right questions
• Collaborative negotiation
• Prospecting with purpose
• Appeals to the customer and persuasive delivery
• Managing relationships

Product Details

ISBN-13:	9781626363373
Publisher:	Allworth
Publication date:	05/01/2013
Sold by:	SIMON & SCHUSTER
Format:	eBook
Pages:	352
File size:	2 MB

About the Author

Jeremy Cassell has worked as a freelance trainer for twelve years. Before that he earned his stripes as National Training Manager for L’Oreal and National Sales Training Manager for Walker’s, part of Pepsi. He has worked as a TEFL teacher and is an NLP master practitioner and trainer.

Tom Bird’s business career stretches over twenty years and spans sales and sales management as well as personal development and performance improvement. To supplement his business experience, Tom qualified as a master practitioner of NLP (the study of modeling success) and achieved a post graduate diploma in coaching and development.

Table of Contents

Foreword vii

About the authors ix

Introduction to the second edition xi

How this book works xiv

Part 1 You 1

1 The personality of a salesperson 5

2 How beliefs and values impact sales success 17

3 Your personal 'brand' 29

4 Performance and selling 37

5 Continually improving through self-coaching 47

Part 2 Process and planning 55

6 The sales process as a tool for improvement 59

7 Making the most of your time 77

8 Planning for success 85

9 Setting the right goals 93

10 Managing sales information 101

Part 3 Your power to influence 109

11 The C³ model - the foundations of effective influencing 113

12 Asking the right questions 131

13 Listening and learning 145

14 Negotiating collaboratively 153

Part 4 Understanding buyers and prospects 165

15 How do you sell? 167

16 The modern buyer 181

17 Prospecting with purpose 193

18 Initial meeting(s) with the prospect 207

19 Identifying what the prospect wants and needs 213

Part 5 Presenting solutions 223

20 Appealing to the customer 227

21 Writing great sales proposals 237

22 Preparing winning pitches 247

23 Persuasive delivery 257

24 Making the most of objections 267

25 Closing and commitment 277

Part 6 Developing customers 283

26 The value of a customer 287

27 Managing the relationship 293

28 Your priorities in managing customers 309

Summary-your brilliant future 321

Index 328

Editorial Reviews

Gold Award Winner in the Axiom Business Book Awards

Gold Award Winner in the Axiom Business Book Awards

From the Publisher