Publications

Selling For Dummies

Type
Link
Cost
Paid
Published
1995
Updated
2015

No matter your skill level, Selling For Dummies helps you lay the foundation for sales success with the latest information on how to research your prospects, break down the steps of the sales process, follow up with customers, and more. With the help of Selling For Dummies, you'll discover how to stand head-and-shoulders above the crowd by knowing your clients, and approaching selling with passion and a positive attitude. This book covers making killer sales pitches and presentations, using the latest technologies to your advantage, establishing goals and planning your time efficiently, partnering with others, addressing clients' concerns, and closing more sales.

Selling For Dummies:

  • Includes expert tips for harnessing the power of the Internet to increase sales

  • Covers the latest selling strategies and techniques in the Digital Age

  • Explains how mastering selling skills can benefit all areas of your life

  • Explores the newest prospecting and qualification strategies


Through this book you'll discover how to:

  • Use the art of selling to

  • get what you want

  • Create winning

  • presentations

  • Hone your people skills

  • Boost sales by building relationships

  • Handle rejections


Table of Contents

Introduction

Part 1: Laying a Solid Foundation for Selling

  • Chapter 1: Selling Makes the World Go Round

  • Chapter 2: The Seven-Step Selling Cycle

  • Chapter 3: What to Sell

Part II: Doing Your Homework Before You Sell a Thing

  • Chapter 4: Understanding Your Potential Clients

  • Chapter 5: Selling What Your Product Does Instead of What It Is

  • Chapter 6: Technology as a Sales Tool 

Part III: The Anatomy of a Sale

  • Chapter 7: Connecting with the People Who Need What You Have

  • Chapter 8: Arranging to Meet and Putting Your Clients at Ease

  • Chapter 9: Qualifying Your Way to Success

  • Chapter 10: Delivering Winning Presentations

  • Chapter 11: Addressing Client Concerns

  • Chapter 12: Closing Sales

  • Chapter 13: Getting Referrals from Your Satisfied Clients

Part IV: Growing Your Business

  • Chapter 14: Following Up and Keeping in Touch

  • Chapter 15: Using the Internet to Make Sales

  • Chapter 16: Planning Your Time Efficiently

Part V: You Can’t Win ‘Em All: Keeping the Faith in Sales

  • Chapter 17: Staying Upbeat When You Don’t Succeed

  • Chapter 18: Setting Goals to Stay Focused

Part VI: The Part of Tens

  • Chapter 19: The Ten Biggest Sales Mistakes to Avoid

  • Chapter 20: Ten (Plus One!) Ways to Master the Art of Selling

  • Chapter 21: Ten Alternative Closes

Index