LEADER 05259nam 2200661Ia 450 001 9910463433203321 005 20200520144314.0 010 $a1-62198-548-2 010 $a1-283-95052-9 010 $a0-7494-6632-4 035 $a(CKB)2670000000324932 035 $a(EBL)1109934 035 $a(OCoLC)824698848 035 $a(SSID)ssj0000804854 035 $a(PQKBManifestationID)11498367 035 $a(PQKBTitleCode)TC0000804854 035 $a(PQKBWorkID)10822149 035 $a(PQKB)10183039 035 $a(MiAaPQ)EBC1109934 035 $a(Au-PeEL)EBL1109934 035 $a(CaPaEBR)ebr10645644 035 $a(CaONFJC)MIL426302 035 $a(EXLCZ)992670000000324932 100 $a20121001d2013 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aSelling to win$b[electronic resource] /$fRichard Denny 205 $a4th ed. 210 $aLondon ;$aPhiladelphia $cKogan Page$d2013 215 $a1 online resource (224 p.) 300 $aDescription based upon print version of record. 311 $a0-7494-6631-6 320 $aIncludes bibliographical references. 327 $aPraise for Selling to Win; Contents; Foreword; About the author; Preface; Introduction; How to get maximum results from this book; 01 Selling in perspective; The classic presentation; 'No no conditioning'; What not to do when the customer says 'No'; What are bad salespeople like?; How to get a customer to say 'Yes'; How do I become a professional?; What do sales professionals do?; 02 Planning to win; The six cylinders of professional selling; What do you look like?; Organization tactics; Keeping good records; 03 The vital ingredient; 1 It's desire, not ability, that determines success 327 $a2 Set your goals3 Planning your goals; 4 Believe in you; 5 Become a 'How can I do it better?' sort of person; 6 See the oak tree in the acorn; 7 Develop the habit of thanking and complimenting people; 8 Build your confidence; 9 Handle the difficult times; 10 Be enthusiastic; 04 Finding the time; E-mail - help or hindrance?; 05 Finding the business; Existing customers; Newspapers; Home sales; Prospecting; Direct mail; E-mail; Website; Networking clubs; Referrals; Follow your customers; Research; Business cards; Sources of new business; The passive approaches; 06 Getting the appointment 327 $aStage 1Stage 2; The cold telephone method; Voicemail; Some tips on making the most of your telephone calls; 07 The rules of professional selling; Rule 1: Sell to people; Rule 2: Sell yourself; Rule 3: Ask the right questions; Rule 4: Listen; Rule 5: Link features to benefits; Rule 6: Sell the results; Rule 7: Don't rely on logic; Rule 8: Be selective in the use of product knowledge; Rule 9: Identify your unique sales points (USPs); Rule 10: Don't catch 'priceitis'; Rule 11: Price condition; Rule 12: Don't just talk, show; Rule 13: Don't knock the competition; 08 The sales presentation 327 $aThe seven 'classical' stages09 Closing the sale; The golden rule of closing the sale; Difficult closes; Not closing; 10 The principles of professionalism; Make it easy to say 'Yes'; Use your prospects' terminology; Both win or both lose; Don't prejudge; Don't catch 'big-caseitis'; Replace that sale; Waterproof the sale; Plan each contact; Vary your voice; Be trustworthy; Tell the bad news; Welcome complaints; Sell others in; Buyer motivators; Use people's names; Say 'Thank you'; Sell the 'add-ons'; Good words; Don't talk down; Be remembered; Don't sit in receptions; 11 Giving real service 327 $aThe unexpected or the extra serviceRecognizing clients' achievements; Helping your clients; Be positive; The personal approach; Handling your product; 12 Handling objections; Prevention, not cure; The three-stage process to deflect objections; Common objections; 13 Negotiation; The principles of negotiation; 14 Letter writing; Short letters work; Short paragraphs work; Make your letters easy to read; Avoid over-complex language; Avoid jargon; Keep control; Be a good news carrier; 15 Body language; Mirroring; Eyes; Space; Seating; Height; Posture; Lies; Groups; 16 Avoiding the negative 327 $a17 Don't quit 330 $aRichard Denny is the ""godfather of salesmanship"" and Selling to Win has established itself as an international best-seller and classic sales text. One of the world's most inspirational business speakers, Richard has helped countless thousands of salespeople to become high flyers, and in this bestselling book he explains how to put his winning techniques into action.This 25th anniversary edition of Selling to Win has been fully revised and updated and is packed with even more unbeatable sales tips. You'll find tried and tested advice on how to:? get a sale when you are not the cheapest;? beat 606 $aSelling 606 $aBusiness 608 $aElectronic books. 615 0$aSelling. 615 0$aBusiness. 676 $a658.85 676 $a658.85 700 $aDenny$b Richard$f1944-$0957538 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910463433203321 996 $aSelling to win$92168844 997 $aUNINA LEADER 01693nam 2200373Ia 450 001 996386464703316 005 20200824132506.0 035 $a(CKB)4940000000078284 035 $a(EEBO)2240959844 035 $a(OCoLC)ocm12645408e 035 $a(OCoLC)12645408 035 $a(EXLCZ)994940000000078284 100 $a19851008d1642 uy | 101 0 $aeng 135 $aurbn||||a|bb| 200 14$aThe petition and reasons of both Houses of Parliament to His Majesty, to forbeare his intended iourney to Ireland$b[electronic resource] $esent the 15 and presented the 18 of April by the Earle of Stamford, Sir John Culpepper ..., and Anthony Hungerford, Esquire : whereunto is added His Majesties answer hereunto returned to both Houses, Aprill 22 210 $aLondon $cPrinted for R. Harford ...$d1642 215 $a[2], 6 p 300 $aThe answer here printed promises a fuller answer, which occurs in subsequent editions. 300 $aAlso published with titles "The petition of both Houses", "The humble petition of the Lords & Commons" and "The petition of the Lords and Commons". 300 $aReproduction of original in Thomason Collection, British Library. 330 $aeebo-0158 607 $aGreat Britain$xHistory$yCharles I, 1625-1649 701 $aColepeper$b John Colepeper$cBaron,$fd. 1660.$01002524 701 $aHungerford$b Anthony$fd. 1657.$01008146 801 0$bEAA 801 1$bEAA 801 2$bm/c 801 2$bUMI 801 2$bWaOLN 906 $aBOOK 912 $a996386464703316 996 $aThe petition and reasons of both Houses of Parliament, to His Majesty, to forbeare his intended iourney to Ireland$92327909 997 $aUNISA