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Selling

Author Eric Barron
Release Date: 2009/02/01
ISBN: 9780756641962
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Book Description

Learn to speak persuasively, enthuse your audience, and sell with confidence with Essential Managers: Selling. This book offers master tips and techniques for successful selling. Eric Baron is an Associate Professor of Marketing at Columbia Business School and the CEO of Baron Group, a sales and marketing training consultancy. He is also author of Selling is a Team Sport. For more on Eric and his company, visit himon the web at: www.barongroup.com

Table of Contents

  1. Introduction
  2. Building Meaningful Relationships
    1. Adding Value Through Selling
    2. Addressing Needs
    3. Appealing to Buyers
    4. Differentiating Yourself
  3. Understanding the Needs of Customers
    1. Implementing the Model
    2. Seeing the Nature of Needs
    3. Planning your Approach
    4. Making your First Move
    5. Presenting your Credentials
    6. Opening a Sales Meeting
    7. Questioning for Needs
    8. Listening to your Client
    9. Approaching a Problem
    10. Reviewing Needs
    11. Selling With Others
  4. Making Your Recommendations
    1. Using Features and Benefits
    2. Targeting the Pitch
    3. Offering your Ideas
    4. Asking for Feedback
  5. Resolving Objections and Closing the Sale
    1. Understanding Objections
    2. Collecting the Data
    3. Reframing Objections
    4. Discussing Price
    5. Responding to Objections
    6. Closing the Sale
    7. Moving Beyond the Close
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