British English

Brilliant Selling ,3rd edition::9781292139036

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Published by Pearson Business (December 13, 2021) © 2022

Tom Bird | Jeremy Cassell
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    ISBN-13: 9781292139036

    Brilliant Selling ,3rd edition

    Published 2022

    Language: British English

    What do brilliant salespeople know, do and say that makes them so successful?

    The world has changed, and businesses need brilliant salespeople not just to survive but to thrive. The modern buyer has become even more sophisticated, intolerant and price sensitive. Today's brilliant salespeople need to respond and not just react.

    This updated edition of the best-selling book combines a focus on the core principles, skills and behaviours of brilliant salespeople as well as new content to meet today's challenges, including:

    • How to influence more people more of the time

    • Discovering what your customer really wants

    • How to build relationships easily and effortlessly

    • How to sell authentically

    • Priorities in building your personal brand

    • The key principles and ‘how tos' of social selling

    • Influencing in today's hybrid world

    – and much, much more.

    If you apply what you learn in this new fully updated edition you will be able to differentiate yourself as well as improve your sales results.

    Table of Contents

     

    Part 1 – You

    1. The personality of a salesperson

    2. How beliefs and values impact sales success

    3. Performance and selling

    4. Continually improve through self coaching

    Part 2 – Process and planning

    5. The sales process as a tool for improvement

    6. Making the most of your time

    7. Planning for success

    8. Setting the right goals

    9. Managing sales information

    Part 3 – Your power to influence

    10.   Credibility and rapport – the foundations of effective influencing

    11.   Managing your state – being confident whenever you want

    12.   Asking the right questions

    13.   Listening and learning

    14.   Negotiating collaboratively

    Part 4 – Understanding buyers and prospects

    15.   How do you sell?

    16.   The modern buyer

    17.   Prospecting with purpose

    18.   Initial meeting(s) with prospect

    19.   Identifying what the prospect wants and needs

    Part 5 – Presenting solutions

    20.   Appealing to the customer

    21.   Writing great sales proposals

    22.   Preparing winning pitches

    23.   Persuasive delivery

    24.   Making the most of objections

    25.   Closing and commitment

    Part 6 – Developing customers

    26.   The value of a customer

    27.   Managing the ‘relationship’

    28.   Your priorities in managing customers

    !