The Art of Influencing and Selling: Guru in A Bottle Series

The Art of Influencing and Selling: Guru in A Bottle Series (Paperback)

By Ardi Kolah 
Publisher: Kogan Page
Edition: Paperback
Language: English
ISBN: 0749464488
EAN: 9780749464486
No. of Pages: 208
Publish Date: 2013-1-1
Binding: Paperback
Ships to India.

Description

About the Book:

Plan. Persuade. Negotiate. Collaborate. Sell! The Art of Influencing and Selling is designed for sales professionals looking to evaluate and improve their powers of persuasion in a business environment. From creating new business with existing clients to creating a new customer base, this book provides a valuable toolkit for developing sales skills and opening up opportunities for business growth.

Topics covered include: the psychology of selling a product or service; the sales pipeline and how to ensure it's realistic; making an effective sales presentation; up-selling, cross-selling, cold-calling and warm calling; effective approaches to prospective customers and clients; how to interrogate a database of contacts to get more sales; how to write effective sales materials; the power of business networking; how to get senior level appointments in your diary and closing a sale and follow up.

About the Author:

Ardi Kolah LL.M is prolific author and one of the most respected marketing and communication practitioners in the world. He holds a masters degree in law and is a fellow of the Chartered Institutes of Marketing and Public Relations, and a Liveryman of the Worshipful Company of Marketors. His unique approach had made Guru in a Bottle extremely popular throughout Europe, the USA and India.

Contents:

Introduction

Chapter 1: Psychology of selling a product or service or yourself
The art of persuasion
The big issue
Trust builder
Redefinition of selling
Seeing things differently
Collaboration is the future of selling
Hypnotizing the audience to fall under your spell!

Chapter 2: The sales pipeline and how to ensure its realistic
Introduction
Doing business on customers terms
The lead conversion process
Real and virtual worlds of prospecting for customers or clients
Monitoring the performance of your prospecting efforts

Chapter 3: Up-selling, cross-selling, cold calling and warm calling
Introduction
The myths about selling
Asking the right questions
How to build rapport
How to apply outcome thinking
The art of up-selling
How to cross-sell successfully
How to cold-call without someone hanging up
How to turn a warm call into a sale

Chapter 4: Effective approaches to prospective customers and clients
Introduction
Six ways to make a lasting impression
Understanding the short cuts to getting what we want
The art of sales negotiation
The future is about collaborating for profit

Chapter 5: How to interrogate a database of contacts to get more sales
Introduction
Developing a customer, client and supporter database
Basic principles of data mining
Customer, client and supporter acquisition strategies
Using survival analysis to understand customers, clients and supporters

Chapter 6: Making an effective sales presentation
Introduction
Its about them, not about you
Overcoming your fears
Prior preparation prevents poor performance
Body talk
Delivering an effective sales pitch
How to avoid death by bullet points
How to make a great close

Chapter 7: How to write effective sales materials
Introduction
Outside in, not inside out
Content is king
Sales copy tips
E-mail
Web page
Online newsletters
Google AdWords
Sales letter
Product sales brochure
International Chamber of Commerce Code (2011)

Chapter 8: The power of business networking
Introduction
Face to face
Word of mouth
Power of social media
Brand advocacy
Customer and client feedback
LinkedIn
Twitter
Facebook

Chapter 9: How to get senior-level appointments in your diary
Introduction
Doing your homework
The basic etiquette of making an appointment
Identifying the appropriate decision maker
Getting past the gatekeeper
Tools to get appointments Linkedin

Chapter 10: Closing a sale and follow-up
Introduction
Youve one chance to make a good first impression
Asking for what you want
Reading the signs
Overcoming objections and concerns
Remote closing
Maintaining the customer or client through to the next sale.
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Specification

Title: The Art of Influencing and Selling: Guru in A Bottle Series
Publisher: Kogan Page
Author: Ardi Kolah
Edition: Paperback
Language: English
ISBN: 0749464488
EAN: 9780749464486
No. of Pages: 208
Publish Date: 2013-1-1
Binding: Paperback

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