Overview

Many books simply list prescribed techniques and leave the reader to interpret them. What makes this book different is that it provides clear, practical advice on every aspect of making a sale, but you’ll also find much more: templates, tables, exercises and stimulating ideas to develop your sales techniques and monitor your progress in each particular sale. Every chapter ends with a summary, key points and coaching advice on developing a particular part of the sales cycle.

If you’ve ever found yourself thinking ‘How can I be sure to maximise my chances of success?’ – this book is for you.

Content

1. Preparation and sales development
2. Targeting new accounts
3. Telephone and personal introductions
4. Turning interest into commitment
5. Developing a sale correctly
6. The presentation
7. The sales proposal
8. Negotiation
9. Closing the sale
10. Managing your accounts and your sales performance
11. The 10 do’s and don’ts of selling

Reviews

‘Innovative and extremely beneficial to our performance both in terms of skill sets but particularly in increasing confidence levels within our teams of sales people.’

Andrew Pendrigh, Director, James McNaughton Group

‘One of those rare people in sales… knows what has made him successful and is able to transfer these skills to others.’

Andrew Mills, Sales Director, Applied Optical Technologies

‘Julian Clay is a master of the selling process. By coupling powerful questioning techniques with his sales forecasting method we have revolutionised our sales process.’

Lawrie Siteman, Managing Director, IDS Group

The author

Julian Clay is a Management Consultant specialising in selling techniques. After a successful career with Kodak, he developed his own consultancy. His clients have included the James McNaughton Group, ICI, Racal, Gillette and Novartis. He is co-author of The Sales Manager’s Desktop Guide, also published by Thorogood.

E-mail: Julian Clay!

Business Library

The Thorogood Business Library

This publication is part of The Thorogood Business Book Library a collection of specially selected business publications, which can start or enhance a businesses own library or supply whole teams with expert reading on their areas of discipline.

This compilation of publications is a balanced blend of all the disciplines which managers in every organisation need to have: finance, people skills, leadership, strategy, PR and sales and marketing.

The full retail price for all these books is £352, but the Thorogood Business Library can be purchased at less than HALF this price for £158.40 if booking via the website (excluding delivery @ £25).

The Exceptional Benefits

• Cheaper than Amazon!
• One purchase, one delivery, hassle free
• Great authors under one collection

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