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Selling - Paperback | Diverse Reads

Selling

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The Keep It Simple Series — the greatest guides ever! This book covers every aspect of selling including managing your time, setting goals, and building a rapport with accounts. A perfect guide to practical techniques that can be used before, during, and after the sale. Arm yourself with key sales skills with DK's KISS Guide to Selling. Discover the myths and realities behind successful selling. Target the best sales jobs and excel at interviews. Set realistic sales goals and plan your time effectively. Get to work on networking and learn key tips for tackling cold calls. Develop essential sales skills, from coping with rejection to using powerful words and stories. Review your progress, learn how to follow up productively, and set up sales plans for the future. The Keep It Simple Series is the new standard in how-to books! Written by leading experts, each book includes full-color photographs and illustrations throughout, making these the first and only truly accessible guides for beginners. The KISS format is designed to help readers build confidence from the start, and learn gradually and thoroughly to the very last page. Much more than introductions to various subjects, these inspiring and innovative books are the ones that readers can trust!

ISBN-13: 9780744051698

Media Type: Paperback

Publisher: DK

Publication Date: 06-21-2022

Pages: 96

Product Dimensions: 4.90(w) x 6.90(h) x 0.40(d)

Series: DK Essential Managers

We believe in the power of discovery. That's why we create books for everyone that explore ideas and nurture curiosity about the world we live in. From first words to the Big Bang, from the wonders of nature to city adventures, you will find expert knowledge, hours of fun and endless inspiration in the pages of our books. https://www.dk.com/

Table of Contents

Introduction 6

Chapter 1 Building meaningful relationships 8

Adding value through selling 10

Addressing needs 14

Appealing to buyers 16

Differentiating yourself 22

Chapter 2 Understanding the needs of customers 24

Tuning in to the client 26

Recognizing needs 28

Planning your approach 34

Making your first move 36

Presenting your credentials 38

Holding a sales meeting 40

Questioning for needs 42

Listening to your client 48

Approaching a problem 50

Reviewing needs 52

Running a joint meeting 54

Chapter 3 Recommending solutions 56

Using features and benefits 58

Targeting the pitch 60

Offering your ideas 62

Asking for feedback 64

Chapter 4 Concluding the sale 66

Understanding objections 68

Concluding the data 72

Reframing objections 78

Discussing price 80

Responding to objections 84

Closing the sale 86

Moving beyond the close 92

Index 94

Acknowledgments 96