Close that Sale!: Teach Yourself

Summary:

Learn how to hone your selling skills and close more sales with this easy to read guide written by someone with extensive experience of every aspect of selling and marketing in the international arena.

Based on the five stage OIMCO selling model it covers :

-Opening-phase selling skills, including taking control of your selling space and sizing up the customer  
- Interviewing-phase selling skills, including asking open-style questions , listening actively and triggering your customer's imagination
- Matching-phase selling skills , including applying the SELL formula, translating benefits into real money and mastering the art of storytelling
-Closing-phase selling skills, including tuning in to buying signals, manufacturing a close  and perfecting the art of silence   
- Objection-handling-phase selling skills, including  conditioning yourself positively to objections, pre-handling predictable objections and playing CATCH with every objection raised  

All neatly summed up in 52 skill honing sections, with skill-enhancing exercises, to perfectly suit a busy life in sales.

NOT GOT MUCH TIME?
One and five-minute introductions to key principles to get you started.

AUTHOR INSIGHTS
Lots of instant help with common problems and quick tips for success, based on the author's many years of experience.

TEST YOURSELF
Tests in the book to keep track of your progress.

EXTEND YOUR KNOWLEDGE
Extra online articles at www.teachyourself.com to give you a richer understanding.

THINGS TO REMEMBER
Quick refreshers to help you remember the key facts.

TRY THIS
Innovative exercises illustrate what you've learnt and how to use it.

• Written by a highly experienced salesperson and former marketing director
• A compact volume, neatly structured into 52 sections, allowing the busy reader to enhance one new skill a week over a whole year
• Written with humour in a lively yet practical style, making it easy to learn
• Supported by an audio CD containing 22 tips - perfect for listening to while on the road
• Clever in its simplicity!

Table of Contents:
Meet the author
Only got a minute?
Introduction
Acknowledgements
Ch 1 Opening-phase selling skills
1 Go through a set-up routine
2 Project your professionalism
3 Do the handshake one-two-three-four
4 Introduce your company as a ‘perfect partner’
5 Build STAR-quality rapport
6 Qualify your customer
7 Take control of your selling space
8 Use an appropriate attention-grabber
9 Set an agenda
10 Size up your customer
Ch nterviewing-phase selling skills
11 Ask plenty of open-style questions
12 Trigger your customer’s imagination
13 Use closed questions with pinpoint precision
14 Employ the SPOTS interviewing framework
15 Mirror the customer’s ‘personal vocabulary’
16 Signal your questions
17 Listen actively
18 Read your customer’s body language
19 Provide information-affirmation
20 Keep control of the interview
Ch 3 Matching-phase selling skills
21 Apply the SELL formula
22 Sell matching benefits
23 Demonstrate your benefits
24 Translate benefits into pounds and pence
25 Substantiate your claims
26 Master the art of storytelling
27 Handle your product with pride
28 Power-pack your benefits
29 Know when and how to mention the competition
30 Sell your secret weapon
Ch 4 Closing-phase selling skills
31 Tune in to buying signals
32 Trial close after a weak buying signal
33 Full close after a strong buying signal
34 ‘Manufacture’ a close
35 Deploy the summary-of-benefits close
36 Perfect the art of silence
37 Help your customer to make up their mind
38 Cultivate the right closing vocabulary
39 Ensure the sale is properly CLOSED
40 Time your exit
Ch 5 Objection-handling-phase selling skills
41 Condition yourself positively to objections
42 Pre-handle predictable objections
43 Play CATCH with every objection raised
44 Flush out the real objection
45 Use arithmetic to handle price objections
46 Seek out your customer’s advice
47 Trade a minor price concession
48 Use the ATTACK formula
49 Resort to a tactic of last resort
50 Bring your customer back down the mountain
Where to from here?
Selling skills self-assessment questionnaire
Postscript: a code of ethics for the professional salesperson
Index

About the Author(s):

Roger Brooksbank Ph.D, internationally known author and speaker with extensive experience as a sales manager, marketing director and business owner. Now Associate Professor of Marketing at the University of Waikato, NZ

Readership:
Anyone is sales wanting to improve their performance