Оглавление
Jackie Wade. Successful Selling for Small Business
Publishing Details
Introduction – Challenging Times
Chapter 1. Selling – Can Anyone Do It? 10 things you should know about selling
1. Firstly, successful selling is not a black art. It’s a logical process with an inevitable conclusion, based on a simple series of pre-planned, well-executed steps
2. Sales output is related to input. You get out of it what you put in
3. Selling is not marketing, marketing is not selling
4. Telling is not selling
5. You cannot close what’s not closable. If the shoe fits… sold!
6. No is ok. Every no brings you closer to yes
7. Likeability is important but not everything
8. In sales we are all equal – buyer and seller
9. It’s not about perfection, it’s about doing it
10. Sales Success = mindset + sales process + action!
Endnote
Chapter 2. A Simple Sales Framework – The Vital Ingredients
Winning Sales Framework for Sales Success©
Chapter 3. Who Will Buy?
So who is this prospect or potential customer?
Your target audience – where to start?
The Decision Maker or M.A.I.N. Players
Understanding Prospect’s & Customer’s Needs
The 7 business needs
Recap
Your notes
Endnote
Chapter 4. Helping Your Prospect “Get” You
1. What do you do? What do you really do?
2. How FABulous are you?
3. How different are you? What are the alternatives?
4. What’s in it for them? What’s your real value?
ROI Example
Recap
Your notes
Chapter 5. Connecting
Warm or Cold
Referrals
Networking
Event Speaking
Membership
Articles – Expertise – PR
Social Media
Email/Letter
Telephone
And finally – The 7 to 11 Rule
Chapter 6. Sales Meeting Success – Getting Results. The Top 12 Sales Meeting Mistakes
Your PDP Strategy
The 12 Winning Steps of Logical Conclusion Selling©
Pre-Meeting Success. Step 1: Set your objectives
Possible meeting objectives
Step 2: Research your opportunity
1. Macro or company level
2. Micro or personal level (decision maker/MAIN players)
Step 3: Get there professionally
During the meeting
Step 4: Set the Scene
Building rapport, credibility and trust
Agreeing purpose – getting on the same wavelength
Grabbing attention and interest
Step 5: Explore & Understand your Prospect and their Needs
Extra Part 1 – Explore Today
Extra Part 2 – Explore Tomorrow
10 Tips on Effective Sales Questioning Technique
Other VIP Questions to always ask in sales
Step 6: Summarise and Agree Need
Step 7: Match your Solution & Create Value
Now
Later
Step 8: Explore & Handle Concerns – Trial Close
So what is an objection?
Examples of Testing Objections
10 rules when handling objections
Step 9: Close & Gain Commitment – Getting to Yes!
10 tips to help you close more effectively
After meeting. Step 10: Follow up
How to follow up effectively
Type of follow up
10 Top Tips when writing effective proposals
CRM Systems
Step 11: Review Your Sales Meetings & Celebrate. Whether you win or lose it, review it!
Why no?
Why yes?
Step 12: Maximise
5 Simple Winning Sales Strategies for Maximum LTV
Cross-selling (sometimes called link selling)
Up-selling
Updating
Cross-dating
Top-dating
Chapter 7. Selling – A Quick Fix or a Lifetime Habit?
1. Selling as a quick fix versus lifetime habit
2. Reactive versus Proactive
3. How much time do I put into sales and selling?
4. Who else can sell?
5. How do I hire good sales people?
6. How do I keep my mojo?
10 Lifetime Principles of Great Selling
Endnote
Conclusion
Sales Jargon Buster
Appendices
Appendix 1
Appendix 2
Appendix 3
Appendix 4
BlackBerry
About this eBook
About Brightword Publishing
Products from Brightword. 49 Quick Ways to Market your Business for Free: An instant guide to marketing success
50 Fantastic Franchises!
Finance for Small Business: A straight-talking guide to finance and accounting
Go Global: How to Take Your Business to the World
Motivating Business Mums: Inspiration, ideas and advice from 45 small business owners
Pitching For Small Business
The Small Business Guide to China
The Start-Up Kit: Everything you need to know to start a small business
Twitter Your Business
Отрывок из книги
I have been selling since I was five years old; I can clearly remember the first shiny shilling! Interestingly no-one taught me till I was almost thirty. Somehow I just did it and did it well – it came naturally and I loved it. From selling sweets in my grandmother’s grocery store, to running market stalls around the fair city of Dublin; then on to the more challenging and exotic world of international business-to-business sales. These many different scenarios, different languages, different cultures, different products and services were all, somehow, the same. It was all about connecting with the right people, in the right way, with the right story, and not giving up.
When I set up my company, Winning Sales, back in 2000, and began working with others to help fine-tune and improve their sales performance, I quickly understood the important dynamics of nature and nurture. For some people (the minority), sales comes naturally: it’s instinctive or indeed in their DNA. For others (the majority), it’s a cultivated or learned process which needs to be explored and understood, adapted and refined to sit comfortably with the personality and style of each individual seller. Although the former may seem to have an easier path to fame and fortune, the latter can be just as effective and often produce better, more focused and consistent results. Ultimately, however, the real formula for true sales success, as in any walk of life, is the decision, desire and dedication to succeed and not give up whatever the pain barrier. In summary, it’s about the skill-set and the will-set!
.....
Have fun and share with me your thoughts, questions, feedback, etc. via:
Email: jackie@winningsales.co.uk
.....
