Brilliant Selling, 3rd edition

Published by Pearson (December 13, 2021) © 2022

  • Tom Bird
  • Jeremy Cassell
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$28.76 AUD

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  • Digital eBook
  • Instant access
  • Available online, offline and via apps
  • Accessible through the VitalSource Bookshelf

Features

  • Social selling
  • Make highlights and notes
  • Listen as the Bookshelf reads to you
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Details

  • A print copy
  • Free shipping

Features

  • Changes in buying culture
  • Social selling

This product is expected to ship within 5-7 business days for Australian customers.

Instantly improve your sales performance

You can sell anything you want and targets are always achievable - Brilliant Selling will show you how. Whether you're new to selling or want to take yourself to the next level, Brilliant Selling will show you how to instantly improve your sales performance.
Packed with practical tips and advice from sales professionals who know what works, and what doesn't, you'll discover trade secrets to guarantee your success. As well as learning all the key skills, you'll find out how to use your personality to perfect your technique and understand customer's needs so that you're always one step ahead.

  • 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

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