Brilliant Selling 3rd Edition by Tom Bird, Jeremy Cassell ISBN 1292139021 9781292139029

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Product details:

ISBN 10: 1292139021

ISBN 13: 9781292139029

Author:  Tom Bird, Jeremy Cassell 

Brilliant Selling 3rd Edition: 

What do brilliant salespeople know, do and say that makes them so successful?

The world has changed, and businesses need brilliant salespeople not just to survive but to thrive. The modern buyer has become even more sophisticated, intolerant and price sensitive. Today’s brilliant salespeople need to respond and not just react.

This updated edition of the best-selling book combines a focus on the core principles, skills and behaviours of brilliant salespeople as well as new content to meet today’s challenges, including:

• How to influence more people more of the time

• Discovering what your customer really wants

• How to build relationships easily and effortlessly

• How to sell authentically

• Priorities in building your personal brand

• The key principles and ‘how tos’ of social selling

• Influencing in today’s hybrid world

– and much, much more.

If you apply what you learn in this new fully updated edition you will be able to differentiate yourself as well as improve your sales results.

 

Brilliant Selling 3rd Edition Table of contents:

Part 1 The process of selling

1. The sales process

2. Planning for success

3. Pre-suasion

4. Effective time and self-management

5. Managing sales information

Part 2 Understanding buyers and the buying environment

6. The new process of procurement

7. Prospecting with purpose

8. Asking the right questions to identify what the prospect wants and needs

9. Unprejudiced listening

Part 3 Your role as a salesperson

10. The evidence about top salespeople and personality types

11. Mind-sets of Brilliant Salespeople

12. Social selling

13. Goals, targets and the focus on performance

14. Continuous self-improvement

Part 4 Your power to influence

15. Emotional intelligence

16. The C3 Model of InfluencingTM

17. Confidence

18. Credibility

19. Connection

Part 5 Presenting solutions

20. Appealing to the customer

21. Writing great sales proposals

22. Preparing winning pitches

23. Persuasive delivery

24. Making the most of objections

25. Negotiating collaboratively

26. Securing commitment

Part 6 Developing and managing customers

27. The value of a customer

28. Managing the relationship and the road to trusted advisor

29. What to do when things go wrong in a commercial relationship

Part 7 Management of a sales team

30. Your management of a sales team

31. Maximising performance through coaching

32. Effective meeting management

 

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Tom Bird,Jeremy Cassell,Brilliant,Selling