The Secrets of Success in Selling
By - Cook, NicolaCall no: 658.85 COO
When you think of the stereotypical salesperson do you conjure up an image in your head of a dodgy double-glazing salesman or greasy car salesman type, wearing white socks, with over powering after shave and someone who is full of 'patter'? Someone who makes you feel uncomfortable in their presence and is only interested in closing the deal. Fortunately this outdated form of selling no longer works in today's business climate.Today successful sales people, are well organised, understand their business' sales process, are highly skilled, self-confident and operate with strong ethics. Mastering the art of influence allows fruitful relationships to develop that benefit both parties, leading to long-term partnerships, better business results, higher motivated sales people, repeat business and transactions where everyone feels great about the exchange. How? That's because this new business era comes with new secrets to successful selling.The Secrets of Success in Management is split into 3 key parts.--The first is focused on the reader as an individual and their perceptions to their own sales ability as well as including some theory around successful selling and techniques to build self confidence.-The second part of the book focuses on sales skills and the steps of a sales interaction, including building rapport, qualifying the opportunity, presenting the solution, closing & objection handling.-Part three covers successful sales strategy and process, including building and maintaining a sales pipeline, knowing what KPIs to measure, using technology and how to organise your time to maximise your results.Nicola Cook, Nicola Cook is a coach, trainer and personal development professional. She is founder and MD of Aurora Training Ltd. She is also a certified practitioner in NLP, Hypnotherapy and Timeline Therapy. Nicola also started a charitable initiative, The Aurora Foundation.