Expand your customer relationships into higher levels of commitment--and close more sales
In "Take Your Sales to the Next Level," Charlie Brennan leads you to the critical next step in selling: expanding your relationships into higher levels of commitment. The author of the bestselling "Sales Questions that Close the Sale," Brennan provides the secrets to building your questioning, listening, and closing skills--which are what separates competent sales professionals from the truly great ones.
"Take Your Sales to the Next Level" explains how to: Determine why a customer is not buying from you Discover the factors that stall a relationship Get the relationship going in the right direction Ask questions that generate discussions about the customer and his or her needs
You might be surprised when you find yourself deftly moving conversations beyond the predictable dialogs you've already rehashed many times over. Moving your sales skills to the next level isn't brain surgery. All it takes is commitment, effort, and the secrets of sales guru Charlie Brennan.
TABLE OF CONTENTS
Chapter 1. Why Business Relationships Stall Out and Reach a Peak
Chapter 2. Anchoring: Is It Happening to You?
Chapter 3. What Keeps You from Getting More Business?
Chapter 4. How to Unlock New Information
Chapter 5. Getting more from your questions
Chapter 6. Think Like Your Customer
Chapter 7. How to Hear What Others Don't
Chapter 8. Are You Creating a Flow in Your Conversation?
Chapter 9. Create a Sales Closing "Map," a GPS to Gaining Commitment
Chapter 10. Reciprocal Consideration
Chapter 11. Dealing with Customer Put-Offs
Chapter 12. Just Because You Know Me Doesn't Mean You Are Getting More Business
|Why Business Relationships Stall Out and Reach a Peak||p. 7|
|Schema: Is it Happening to You?||p. 23|
|What Keeps You from Getting More Business?||p. 41|
|How to Unlock New Information||p. 55|
|Getting More from Your Questions||p. 71|
|Think Like Your Customer||p. 101|
|How to Hear What Others Don't||p. 111|
|Are You Creating a Flow in Your Conversation?||p. 131|
|Create a Sales Closing "Map"-a GPS to Gaining Commitment||p. 151|
|Reciprocal Consideration||p. 165|
|Dealing with Customer Put-Offs||p. 173|
|Just Because You Know Me Doesn't Mean You Are Getting More Business||p. 191|
|Table of Contents provided by Ingram. All Rights Reserved.|
Series: Marketing/Sales/Adv & Promo
Number Of Pages: 224
Published: 11th October 2010
Publisher: McGraw-Hill Education - Europe
Country of Publication: US
Dimensions (cm): 23.0 x 15.4 x 1.5
Weight (kg): 0.31
Edition Number: 1