The Resource Selling to win, Richard Denny, (electronic resource)

Selling to win, Richard Denny, (electronic resource)

Label
Selling to win
Title
Selling to win
Statement of responsibility
Richard Denny
Creator
Subject
Language
eng
Cataloging source
MiAaPQ
http://library.link/vocab/creatorDate
1944-
http://library.link/vocab/creatorName
Denny, Richard
Index
no index present
LC call number
HF5438.25
LC item number
.D457 2013
Literary form
non fiction
Nature of contents
  • dictionaries
  • bibliography
http://library.link/vocab/subjectName
  • Selling
  • Business
Label
Selling to win, Richard Denny, (electronic resource)
Instantiates
Publication
Note
Description based upon print version of record
Bibliography note
Includes bibliographical references
Carrier category
online resource
Carrier category code
  • cr
Content category
text
Content type code
  • txt
Contents
  • Praise for Selling to Win; Contents; Foreword; About the author; Preface; Introduction; How to get maximum results from this book; 01 Selling in perspective; The classic presentation; 'No no conditioning'; What not to do when the customer says 'No'; What are bad salespeople like?; How to get a customer to say 'Yes'; How do I become a professional?; What do sales professionals do?; 02 Planning to win; The six cylinders of professional selling; What do you look like?; Organization tactics; Keeping good records; 03 The vital ingredient; 1 It's desire, not ability, that determines success
  • 2 Set your goals3 Planning your goals; 4 Believe in you; 5 Become a 'How can I do it better?' sort of person; 6 See the oak tree in the acorn; 7 Develop the habit of thanking and complimenting people; 8 Build your confidence; 9 Handle the difficult times; 10 Be enthusiastic; 04 Finding the time; E-mail - help or hindrance?; 05 Finding the business; Existing customers; Newspapers; Home sales; Prospecting; Direct mail; E-mail; Website; Networking clubs; Referrals; Follow your customers; Research; Business cards; Sources of new business; The passive approaches; 06 Getting the appointment
  • Stage 1Stage 2; The cold telephone method; Voicemail; Some tips on making the most of your telephone calls; 07 The rules of professional selling; Rule 1: Sell to people; Rule 2: Sell yourself; Rule 3: Ask the right questions; Rule 4: Listen; Rule 5: Link features to benefits; Rule 6: Sell the results; Rule 7: Don't rely on logic; Rule 8: Be selective in the use of product knowledge; Rule 9: Identify your unique sales points (USPs); Rule 10: Don't catch 'priceitis'; Rule 11: Price condition; Rule 12: Don't just talk, show; Rule 13: Don't knock the competition; 08 The sales presentation
  • The seven 'classical' stages09 Closing the sale; The golden rule of closing the sale; Difficult closes; Not closing; 10 The principles of professionalism; Make it easy to say 'Yes'; Use your prospects' terminology; Both win or both lose; Don't prejudge; Don't catch 'big-caseitis'; Replace that sale; Waterproof the sale; Plan each contact; Vary your voice; Be trustworthy; Tell the bad news; Welcome complaints; Sell others in; Buyer motivators; Use people's names; Say 'Thank you'; Sell the 'add-ons'; Good words; Don't talk down; Be remembered; Don't sit in receptions; 11 Giving real service
  • The unexpected or the extra serviceRecognizing clients' achievements; Helping your clients; Be positive; The personal approach; Handling your product; 12 Handling objections; Prevention, not cure; The three-stage process to deflect objections; Common objections; 13 Negotiation; The principles of negotiation; 14 Letter writing; Short letters work; Short paragraphs work; Make your letters easy to read; Avoid over-complex language; Avoid jargon; Keep control; Be a good news carrier; 15 Body language; Mirroring; Eyes; Space; Seating; Height; Posture; Lies; Groups; 16 Avoiding the negative
  • 17 Don't quit
Dimensions
unknown
Edition
4th ed.
Extent
1 online resource (224 p.)
Form of item
online
Isbn
9781621985488
Media category
computer
Media type code
  • c
Specific material designation
remote
System control number
  • (EBL)1109934
  • (OCoLC)824698848
  • (SSID)ssj0000804854
  • (PQKBManifestationID)11498367
  • (PQKBTitleCode)TC0000804854
  • (PQKBWorkID)10822149
  • (PQKB)10183039
  • (MiAaPQ)EBC1109934
  • (EXLCZ)992670000000324932
Label
Selling to win, Richard Denny, (electronic resource)
Publication
Note
Description based upon print version of record
Bibliography note
Includes bibliographical references
Carrier category
online resource
Carrier category code
  • cr
Content category
text
Content type code
  • txt
Contents
  • Praise for Selling to Win; Contents; Foreword; About the author; Preface; Introduction; How to get maximum results from this book; 01 Selling in perspective; The classic presentation; 'No no conditioning'; What not to do when the customer says 'No'; What are bad salespeople like?; How to get a customer to say 'Yes'; How do I become a professional?; What do sales professionals do?; 02 Planning to win; The six cylinders of professional selling; What do you look like?; Organization tactics; Keeping good records; 03 The vital ingredient; 1 It's desire, not ability, that determines success
  • 2 Set your goals3 Planning your goals; 4 Believe in you; 5 Become a 'How can I do it better?' sort of person; 6 See the oak tree in the acorn; 7 Develop the habit of thanking and complimenting people; 8 Build your confidence; 9 Handle the difficult times; 10 Be enthusiastic; 04 Finding the time; E-mail - help or hindrance?; 05 Finding the business; Existing customers; Newspapers; Home sales; Prospecting; Direct mail; E-mail; Website; Networking clubs; Referrals; Follow your customers; Research; Business cards; Sources of new business; The passive approaches; 06 Getting the appointment
  • Stage 1Stage 2; The cold telephone method; Voicemail; Some tips on making the most of your telephone calls; 07 The rules of professional selling; Rule 1: Sell to people; Rule 2: Sell yourself; Rule 3: Ask the right questions; Rule 4: Listen; Rule 5: Link features to benefits; Rule 6: Sell the results; Rule 7: Don't rely on logic; Rule 8: Be selective in the use of product knowledge; Rule 9: Identify your unique sales points (USPs); Rule 10: Don't catch 'priceitis'; Rule 11: Price condition; Rule 12: Don't just talk, show; Rule 13: Don't knock the competition; 08 The sales presentation
  • The seven 'classical' stages09 Closing the sale; The golden rule of closing the sale; Difficult closes; Not closing; 10 The principles of professionalism; Make it easy to say 'Yes'; Use your prospects' terminology; Both win or both lose; Don't prejudge; Don't catch 'big-caseitis'; Replace that sale; Waterproof the sale; Plan each contact; Vary your voice; Be trustworthy; Tell the bad news; Welcome complaints; Sell others in; Buyer motivators; Use people's names; Say 'Thank you'; Sell the 'add-ons'; Good words; Don't talk down; Be remembered; Don't sit in receptions; 11 Giving real service
  • The unexpected or the extra serviceRecognizing clients' achievements; Helping your clients; Be positive; The personal approach; Handling your product; 12 Handling objections; Prevention, not cure; The three-stage process to deflect objections; Common objections; 13 Negotiation; The principles of negotiation; 14 Letter writing; Short letters work; Short paragraphs work; Make your letters easy to read; Avoid over-complex language; Avoid jargon; Keep control; Be a good news carrier; 15 Body language; Mirroring; Eyes; Space; Seating; Height; Posture; Lies; Groups; 16 Avoiding the negative
  • 17 Don't quit
Dimensions
unknown
Edition
4th ed.
Extent
1 online resource (224 p.)
Form of item
online
Isbn
9781621985488
Media category
computer
Media type code
  • c
Specific material designation
remote
System control number
  • (EBL)1109934
  • (OCoLC)824698848
  • (SSID)ssj0000804854
  • (PQKBManifestationID)11498367
  • (PQKBTitleCode)TC0000804854
  • (PQKBWorkID)10822149
  • (PQKB)10183039
  • (MiAaPQ)EBC1109934
  • (EXLCZ)992670000000324932

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