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Reinforcing your Sales Case

Persuasive Techniques Beyond the Sales Meeting

Language:  English
This book reviews a host of areas from planning to ongoing customer management, all of which can enhance sales results.
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Sales success is dependent on many things being done right and this goes way beyond the techniques for running an effective sales meeting. This book reviews a host of areas from planning to ongoing customer management all of which can enhance sales results. It can allow you to fine-tune your approach to achieve immediate positive effect. Together such powerful and proven techniques can enhance your sales effectiveness.

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.

  • About the author
  1. Introduction: A Process where every detail matters
  2. Planning to succeed
    1. Do your homework
    2. Set clear objectives
    3. Anticipate possible objections
    4. Arrange suitable sales aids
    5. Remember two heads can be better than one
    6. Know your business
    7. Know their business
    8. Know your product
  3. Focusing to create the best potential
    1. Seeing the right people
    2. Who is the buyer?
    3. The role of the gatekeeper
  4. Finding the best prospects
    1. Make prospecting a regular activity
    2. Create prospecting methods that work for you
    3. Be available
    4. Stand up to prospects
    5. Use prospecting systems
    6. Making appointments
    7. Do not base your approach on a lie
  5. Reinforcing your case
    1. Use your colleagues in joint calling
    2. Develop a fluency with figures
    3. Be good on your feet
    4. Use your authority
    5. Make a point of not selling
    6. Consider swapping customers with your colleagues
    7. Follow-up and Persistence
    8. Handling a multi-stage contact
    9. Use one contact to arrange the next
    10. Make good use of the telephone
    11. Managing Customer Relationships
    12. Create a role for yourself in your customers’ businesses
    13. Control the “chat”
    14. Deliver!
    15. Sort queries/complaints effectively
    16. Be appreciative
  6. Afterword
    1. Adopt a positive approach
    2. Be distinctive
    3. Ride out failure
    4. Be confident
    5. Learn from experience
    6. Plan ahead
    7. Expect the unexpected
About the Author

Patrick Forsyth