100个伟大的销售创意 THE 100 GREATEST SALES IDEAS OF ALL TIME
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作者： KEN LANGDON著
出 版 社： John Wiley & Sons
出版时间： 2003-12-1字数：版次： 1页数： 138印刷时间： 2003/12/01开本：印次：纸张： 胶版纸I S B N ： 9781841121413包装： 平装编辑推荐
作者简介：
KEN LANGDON has worked for many major computer companies world-wide, including Hewlett Packard and DEC, and is presently the non-executive chairman for SofTools, a supplier of electronic Integrated Support Systems, and Glenhurst Ltd, an air conditioning supplier and contractor. Ken is a prolific writer whose books include Key Accounts are Different and a contribution to the The FT Handbook of Management, as well as several books in Capstone’s Smart and Express Exec and 100 Greatest Ideas series.
内容简介
At last, the secrets of the real sales wizards are revealed in this inspirational book. Here are 100 failsafe tips, techniques and ideas for driving your sales up and up and smashing your targets. The ideas are drawn from sales masters from a variety of backgrounds and sectors, providing a heady mix of the best up-to-date and original sales tactics.
* Series was previously exclusive to WH Smiths - very successful selling x copies - now available throughout trade and direct channels.
* Practical and fun to use - simple and unique format.
* Great advice mixed with a dash of irreverance.
目录
Background
Introduction
Contributors
The Top Two Greatest Sales Ideas of All Time and Five that Make Them Useable, Plus the Start to Selling Value
Idea 1 – Never interrupt a customer to make a point
Idea 2 – Focus on milestones and progress targets
Idea 3 – ABC: Always Be Closing
Idea 4 – STEP: Signal The End Point
Idea 5 – SMART: Stretching, Measurable, Achievable, Related to the customer and Time-targeted
Idea 6 – Listen to and learn from other people’s jargon
Idea 7 – Understanding the real need
Idea 8 – Remember that nobody said life was easy
Idea 9 – Start thinking about selling value
The Ten Greatest Sales Ideas for Creating Interest
Idea 10 – Use surprise to demonstrate technological excellence
Idea 11 – Use surprise to get people to read your mailshot
Idea 12 – Keep your marketing up to date with real trends
Idea 13 – Follow the right fads
Idea 14 – Use technological progress in every part of your marketing effort
Idea 15 – Make sure new products fit the brand name
Idea 16 – Make your friends your customers
Idea 17 – The old ones are sometimes the best ones
Idea 18 – Use your own money to sell your goods
Idea 19 – Use channels
The Ten Greatest Sales Ideas for Establishing Need
Idea 20 – Avoid a major gaffe
Idea 21 – Ask your customers about their business case
Idea 22 – Think like a fish
Idea 23 – Don’t push if he doesn’t want it
Idea 24 – Make the product irrelevant to the sale
Idea 25 – Don’t miss the main need
Idea 26 – Use endorsements
Idea 27 – Make sure you want as well as need the business
Idea 28 – Where there is a need there is an opportunity
Idea 29 – As a last resort take action to create the need
The Seven Greatest Sales Ideas for Selling Through an Agreed Basis of Decision
Idea 30 – Break the basis of decision into three points
Idea 31 – Use the basis of decision to establish need
Idea 32 – Use the basis of decision in making written proposals
Idea 33 – Use the basis of decision to handle price objections
Idea 34 – Use the basis of decision to discuss wins and losses
Idea 35 – Identify real ‘value for money’
Idea 36 – Prove that the customer is getting ‘value for money’
The Eight Greatest Sales Ideas for Presenting Your Case
The Five Greatest Sales Ideas for Remembering that There is Always a Way
The Four Greatest Sales Ideas for Selling in a Small Retail Outlet
The Six Greatest Sales Ideas for Dealing with Difficult Products and Markets
The Seven Greatest Sales Tips for Salespeople
The Six Greatest Sales Ideas for Planning a Complex Sale
The Four Greatest Sales Ideas for Qualifying Out Proactively
The Three Greatest Sales Ideas for Closing the Deal Softly, Softly
