β Scribed by Tom Bird
No coin nor oath required. For personal study only.
You can sell anything you want and targets are always achievable β Brilliant Selling will show you how. Whether youβre new to selling or want to take yourself to the next level,Β this bestelling, and definitive guideΒ will show you how to instantly improve your sales performance.
Cover
Title Page
Copyright
Contents
About the authors
Introduction to the second edition
How this book works
Part 1 You
Chapter 1 The personality of a salesperson
Chapter 2 How beliefs and values impact sales success
Chapter 3 Your personal βbrandβ
Chapter 4 Performance and selling
Chapter 5 Continually improving through self-coaching
Part 2 Process and planning
Chapter 6 The sales process as a tool for improvement
Chapter 7 Making the most of your time
Chapter 8 Planning for success
Chapter 9 Setting the right goals
Chapter 10 Managing sales information
Part 3 Your power to influence
Chapter 11 The C3 model β the foundations of effective influencing
Chapter 12 Asking the right questions
Chapter 13 Listening and learning
Chapter 14 Negotiating collaboratively
Part 4 Understanding buyers and prospects
Chapter 15 How do you sell?
Chapter 16 The modern buyer
Chapter 17 Prospecting with purpose
Chapter 18 Initial meeting(s) with the prospect
Chapter 19 Identifying what the prospect wants and needs
Part 5 Presenting solutions
Chapter 20 Appealing to the customer
Chapter 21 Writing great sales proposals
Chapter 22 Preparing winning pitches
Chapter 23 Persuasive delivery
Chapter 24 Making the most of objections
Chapter 25 Closing and commitment
Part 6 Developing customers
Chapter 26 The value of a customer
Chapter 27 Managing the relationship
Chapter 28 Your priorities in managing customers
Summary β your brilliant future
Index
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