Brilliant selling /

Brilliant selling /

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Bibliographic Details
Author / Creator:Cassell, Jeremy, author.
Edition:Third edition.
Imprint:Harlow, England : Pearson, 2021.
Description:1 online resource (344 pages) : illustrations
Language:English
Subject:
Selling.
Success in business.
Sales personnel.
Sales personnel
Selling
Success in business
Format: E-Resource Book
URL for this record:http://pi.lib.uchicago.edu/1001/cat/bib/13703431
Hidden Bibliographic Details
Other authors / contributors:Bird, Tom, 1964- author.
ISBN:9781292139012
Notes:Includes index.
Summary:Jeremy Cassell has worked as a freelance trainer for 12 years. Before that he was National Training Manager for L'Oreal and National Sales Training Manager for Walker's, part of Pepsi. Before entering the business world, he gained experience in teaching English and history. He has worked as a TEFL teacher and is an NLP Master Practitioner and trainer. Tom Bird's business career stretches over 20 years and spans sales and sales management as well as personal development and performance improvement. He is a director of RTP and has been involved professionally in developing people to realise more of their potential since 2000. To supplement his business experience Tom qualified as a Master Practitioner of NLP (the study of modelling success) and achieved a Post Graduate Diploma in Coaching and Development.
Table of Contents:
  • About the authors
  • Foreword to the third edition
  • Author's acknowledgements
  • Publisher's acknowledgement
  • Introduction to the third edition
  • Part 1. The process of selling
  • 1. The sales process
  • 2. Planning for success
  • 3. Pre-suasion
  • 4. Effective time and self-management
  • 5. Managing sales information
  • Part 2. Understanding buyers and the buying environment
  • 6. The new process of procurement
  • 7. Prospecting with purpose
  • 8. Asking the right questions to identify what the prospect wants and needs
  • 9. Unprejudiced listening
  • Part 3. Your role as a salesperson
  • 10. The evidence about top salespeople and personality types
  • 11. Mind-sets of Brilliant Salespeople
  • 12. Social selling
  • 13. Goals, targets and the focus on performance
  • 14. Continuous self-improvement
  • Part 4. Your power to influence
  • 15. Emotional intelligence
  • 16. The C 3 Model of Influencing™
  • 17. Confidence
  • 18. Credibility
  • 19. Connection
  • 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. Negotiating collaboratively
  • 26. Securing commitment
  • Part 6. Developing and managing customers
  • 27. The value of a customer
  • 28. Managing the relationship and the road to trusted advisor
  • 29. What to do when things go wrong in a commercial relationship
  • Part 7. Management of a sales team
  • 30. Your management of a sales team
  • 31. Maximising performance through coaching
  • 32. Effective meeting management
  • Your brilliant future
  • Index

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