The Dynamic Manager's Guide To Sales Techniques: How To Create New Prospects And Make More Sales
Selling is a creative act when you do it Dave Donelson's way. You'll build new demand for your products and services, find more new customers, and develop closer, stronger relationships with your existing clients when you practice Creative Selling. Learn the basic techniques of selling like the sure-fire way to make cold call appointments, deliver dynamic sales presentations, find the path around price objections, and overcome your fear of closing the sale.
Episodes
Chapter 27 - The Maybe Challenge - Actively helping the customer make a purchase decision is part of the service - Chapter 28 - Successful Call Backs - Time is money, and time spent waiting for a decision is money spent on nothing.
Chapter 25 - Four Non-Price Objections - Don't try to win the argument; just walk around it - Chapter 26 - The Path Around Price Objections - Find out what kind of price objection you're dealing with, then answer it appropriately.
Chapter 24 - Objections In Four Steps - The first step in handling an objection is to listen to the prospect.
Chapter 21 - Fear Of Closing - Closing is more of a process than an event - Chapter 22 - Buying Signals - The most important part of the close is not the clever way you phrase the question, it's the amount of attention you give to the answer - Chapter 23 - Closing Techniques - Use only positive action words.
Chapter 19 - Your Creative Presentation Script - If you won't shut up and let them talk, they can't give you an order - Chapter 20 - Honing Your Presentation Skills - Stage fright is your friend; all you have to do is control it.
Chapter 18 - Essential Presentation Skills - Your task is to constantly bring their attention back to your pitch.
Chapter 15 - Getting A Cold Call Appointment - Make it worthwhile for the prospect to spend some time with you - Chapter 16 - Persistence Counts - Where there's a will, there's a way - Chapter 17 - The Brochure Brush Off - The first step is to fight off your own desire to take the easy way out.
Chapter 13 - Getting Your Foot In The Door - There are many ways to skin a cat, or to get an appointment - Chapter 14 - Getting Past The Screeners - As long as you're polite and conversational most people will give you a little information you can use.
Chapter 10 - Your Written Proposal - The customer is the focus of the proposal - Chapter 11 - Alternative Proposals - How can there be three best plans? - Chapter 12 - The salesperson who carefully listens to their prospect avoids mistakes.
Chapter 8 - Ideas To Sell - You'll never grow bored with your job because you'll be putting something new into it every day - Chapter 9 - Price It In Writing - Making a proposal too small is a common obstacle to sales success.
Chapter 6 - How Much Can They Spend? - You'll be working smarter, not harder when you estimate how much the prospect is worth before you call on them - Chapter 7 - Uncovering Prospect Needs - Invest a few minutes in a one-person brainstorm.
Chapter 3 - Selling A Basket Of Solutions - The creative part of the sales process is finding new uses for the product - Chapter 4 - Sell On The First Call - Most prospects expect the seller to have done their homework before they come in the door - Chapter 5 - Prospect Knowledge - The more you know about your prospects, the more sales you'll close.
About This Book - Chapter 1 Creativity In Sales - Creative Selling enables you to find needs even when the prospect doesn't know he has them - Chapter 2 - Tactical and Strategic Advantages - Satisfied customers are repeat customers, the most profitable customers of all.
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