Basic Selling Skills

Descripción

Are people born natural sales people or can the skills of selling be learned?

We firmly believe in that no matter what your background, education or experience is, that learning the art and the science of selling can be mastered with the right approach and technique.

During this textbook we’ll cover what the best approaches are to sell more effectively. We’ll assume that you have little or no selling experience so we’ll take you by the hand and will give you a firm foundation in basic selling skills.

Prólogo

Are people born natural sales people or can the skills of selling be learned?

We firmly believe in that no matter what your background, education or experience is, that learning the art and the science of selling can be mastered with the right approach and technique.

During this textbook we’ll cover what the best approaches are to sell more effectively. We’ll assume that you have little or no selling experience so we’ll take you by the hand and will give you a firm foundation in basic selling skills.

Contenido

Preface

1. Introduction 1.1 Overview of the Ebook 1.2 The Basic Sales Process 1.3 General Skills Every Salesperson Should Have 1.4 Sales Models 1.5 Maintaining Customer Relationships

2. The Basic Sales Process 2.1 Introduction 2.2 The Changing Face of Sales 2.3 The Development of the Selling Function 2.3.1 Sales from Simple Bartering to Profession 2.2.2 Management and Information 2.3.3 Partnership 2.3.4 Education and Enablement

3. General Skills Every Salesperson Should Have 3.1 Introduction 3.2 Listening Skills 3.3 Effective Communication Skills 3.4 Problem Solving Skills 3.5 Interpersonal Skills 3.6 Organization Skills 3.7 Self-Motivation Skills 3.8 Persuasion Skills 3.9 Customer Service Skills 3.10 Integrity

4. Basic Sales Models 4.1 Introduction 4.2 AIDA 4.2.1 Attention 4.2.2 Interest 4.2.4 Action 4.3 AIDCA 4.4 The Seven Steps of the Sale 4.4.1 Step One – Preparation 4.4.2 Step Two – Introduction 4.4.3 Step Three – Questioning 4.4.4 Step Four – Presentation 4.4.5 Step Five – Overcoming Objections 4.4.6 Step Six – Close 4.4.7 Step Seven – Follow-up

5. Maintaining Customer Relationships 5.1 Introduction 5.2 Being Perceived as an Expert 5.3 Keeping the Customer Informed 5.4 Selling to Existing Customers

6. Resources