First Steps in Selling

An Introduction to Persuasive Techniques

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44 pages
Language:
 English
Selling successfully is dependent on understanding customers, how they make buying decisions and understanding also how to deploy an approach that respects that and is both persuasive and acceptable.
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About the author

PATRICK FORSYTH runs Touchstone Training & Consultancy, an independent firm based in the U.K. specialising in marketing consultancy, research and training on marketing issues, sales and communication and management skills. 

He is a consultant of many y...

Description
Content

Selling successfully is dependent on understanding customers and how they make buying decisions and understanding also how to deploy an approach that respects that and is both persuasive and acceptable. Here practical, proven approaches are reviewed to help get you started and form the right habits. The review follows a typical sales meeting: making a good start, presenting a powerful case, overcoming objections and gaining a commitment from a buyer.

About the Author

Patrick Forsyth is a consultant, trainer and writer. He has worked with organisations large and small and in many different parts of the world. He is the author of many successful books on management, business and careers and prides himself on having a clear how-to style.

One reviewer (“Professional Marketing”) commented: Patrick has a lucid and elegant style of writing which allows him to present information in a way that is organised, focused and easy to apply.

In this series he is also the author of several titles including “Your boss: sorted!” and “How to get a pay rise”. His writing extends beyond business. He has had published humorous books (e.g. Empty when half full) and light-hearted travel writing: First class at last!, about a journey through South East Asia, and Smile because it happened about Thailand. His novel, Long Overdue, was published recently.

He can be contacted via www.patrickforsyth.com


  • The Author
  1. Introduction: The Core Of Persuasion
  2. Off To A Good Start: Creating The Right Initial Response
  3. Making A Powerful Case: Key Tactics To Guarantee Persuasiveness
  4. Resistence Is Futile: Handling And Overcoming Objections
  5. Closing: Tying Down An Agreement
  6. Afterword: Action For The Future
  • Summary