Stop, Ask, and Listen. Proven Sales Techniques to Turn Browsers Into Buyers. 2nd Edition

  • ID: 2217184
  • Book
  • 192 Pages
  • John Wiley and Sons Ltd
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"This book gives every sales professional, in any market, a step–by–step process to make more sales, faster and easier than ever before. Worth its weight in gold!"

Brian Tracy, President, Brian Tracy International, and Author of Advanced Selling Strategies

Does the sheer thought of selling make you nervous and uncomfortable?

Do you find it difficult to overcome price objections?

Do you wish you could close more sales with less effort?

You are not alone. Most people are not natural–born sales professionals. Making a sales call stresses us out. Meeting our sales targets month after month is difficult and frustrating. We make a living but we know we could do better, close more sales, and earn more money.

Selling does not have to be difficult.

Now you can quickly and easily learn the techniques used by top retail sales people. They are deceptively simple, yet extremely effective. What s more, they can be used by sales professionals in any business to improve their results.

Stop, Ask & Listen: Proven Sales Techniques to Turn Browsers Into Buyers will show you:

  • The 11 most common mistakes sales people make and how to avoid them.
  • How to create a connection with your potential customer quickly and easily.
  • The 33 questions that will gain your prospect s trust.
  • How to deliver an engaging and captivating sales presentation.
  • A four–step process to overcome virtually any objection.
  • Lots of examples, sample scripts, and action plans you can use to apply the concepts in the book, no matter what you sell.

Whether you are new to selling, an experienced veteran, or a sales manager training, supervising, and coaching a team, you will learn valuable strategies that will help you increase your sales and earn more money.

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Acknowledgements.

Introduction.

Chapter One: The GUEST Approach to Selling.

Chapter Two: Powering Up Your Personal Attitude.

Chapter Three: Greeting Your Customer.

Chapter Four: Uncovering the Customer s Needs.

Chapter Five: Explaining the Product.

Chapter Six: Solving Objections.

Chapter Seven: Telling the Customer to Buy.

Chapter Eight: Selling to the Opposite Sex.

Chapter Nine: Maximizing Your Sales Opportunities.

Chapter Ten: Harnessing the Power of Goals to Achieve Sales Success.

Appendix 1: A–Z Qualifying.

Appendix 2: 100 Ways to Increase Your Sales.

Appendix 3: A Blueprint for Success.

A Final Comment.

Index.

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Kelley Robertson, President of The Robertson Training Group, has been helping people improve their skills for almost fifteen years. He began by training employees, managers and owner/operators in the hospitality industry, and then became Manager of Retail Training for Sony of Canada. Since 1995, he has conducted hundreds of training workshops and helped thousands of professionals improve their sales results.

His growing client list includes the Canadian Franchise Association, Crabtree & Evelyn, Delta Hotels, Fern Resort, Hillebrand Estates Winery, Home Hardware, Rogers AT&T Wireless, Rogers Video, Sony of Canada, and Staples/Business Depot.

Kelley Robertson's articles are frequently published in a variety of online and print magazines and newsletter, such as, Selling Power, Training, Sales & Marketing, Sales Promotion, Canadian Business Franchise, Small Business Canada, Creative Training Techniques, and Executive Sales Briefing. His column appears regularly in Canadian Vending magazine, and his weekly newsletter, The 59–Second Tip, provides insight on a wide variety of business skills.

Kelley Robertson can be reached at kelley@robertsontraininggroup.com.
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