Brilliant selling
Subtitle: what the best sales people know, do and say
By: Jeremy Cassell, Tom Bird.
Contributors: Bird, Tom, 1964-
Publisher: Financial Times
Published: 2009
Place of publication: Harlow, England; New York
Language: eng
ISBN-13: 9780273726463
Subjects: Selling; Success in business; Sales personnel
Notes: Includes bibliographical references and index.
Table of contents: title: The personality of a salesperson; title: How beliefs and values impact sales success; title: Performance and selling; title: Continually improve through self-coaching; title: The sales process as a tool for improvement; title: Making the most of your time; title: Planning for success; title: Setting the right goals; title: Managing sales information; title: Credibility and rapport : the foundations of effective influencing; title: Managing your state being confident whenever you want; title: Ask the right questions; title: Listen and learn; title: Negotiate collaboratively; title: How do you sell?; title: The modern buyer; title: Prospect with purpose; title: Initial meeting(s) with prospect; title: Identifying what the prospect wants and needs; title: Appealing to the customer; title: Writing great sales proposals; title: Preparing winning pitches; title: Persuasive delivery; title: Making the most of objections; title: Closing and commitment; title: The value of a customer; title: Managing the relationship; title: Your priorities in managing customers.