TKO sales! [[electronic resource] ] : ten knockout strategies for selling more of anything / / Dave Anderson

• Autore: Anderson Dave <1961->
• Pubblicazione: Hoboken, N.J., : John Wiley & Sons, c2008
• Descrizione fisica: 1 online resource (146 p.)
• Disciplina: 658.85
• Soggetto topico: Selling; Sales management
• Soggetto genere / forma: Electronic books.
• Note generali: Description based upon print version of record.
• Nota di bibliografia: Includes bibliographical references (p. 123) and index.
• Nota di contenuto: ""Tko Sales!: Ten Knockout Strategies for Selling More of Anything""; ""Copyright""; ""Contents""; ""Acknowledgments""; ""About the Author""; ""Introduction""; ""Round One: Make the First Sale to Yourself""; ""Let's Start with Tough Talk""; ""It's not as Easy as it Looks""; ""Left Jab Laws""; ""Standing Eight-Count Questions""; ""Round Two: Sell Yourself Before You Sell Your Product""; ""Opening Bell""; ""People Still Buy People First""; ""Left Jab Laws""; ""Standing Eight-Count Questions""; ""Round Three: Have Heart Surgery Every Day""; ""Opening Bell""; ""How Important is Attitude"" ; ""The Power of Your Associations""""Control Your Thoughts Because They Control Your Life""; ""Left Jab Laws""; ""Gratitude Is not a Season; It Is a Lifestyle!""; ""Standing Eight-Count Questions""; ""Round Four: Sell with Your Ears""; ""Opening Bell""; ""Listening: A Salesperson's Key to Influence""; ""Left Jab Laws: Penalties for being a Blabber Mouth""; ""Left Jab Laws: Listening Rules""; ""Standing Eight-Count Questions""; ""Round Five: Remember that Less Is More Because More Is a Bore""; ""Opening Bell""; ""Canned and Panned is for the Kitchen"" ; ""Use the 80/20 Rule for More Effective Selling""""Determine the 20% During Your Diagnosis""; ""Left Jab Laws""; ""Standing Eight-Count Questions""; ""Round Six: Ask and Ye Shall Receive . . . and If You Don't, Ask Again""; ""Opening Bell""; ""If You Don't Ask You Don't Get . . . but You Have to Ask Right""; ""How to Use Rejection""; ""Left Jab Laws: A Few of My Favorite Things""; ""Standing Eight-Count Questions""; ""Round Seven: Stop Objections in Their Tracks""; ""Opening Bell""; ""Learn to Love Objections!""; ""Left Jab Laws""; ""Standing Eight-Count Questions"" ; ""Round Eight: Make Your List and Check it Twice""""Opening Bell""; ""The One/Two Punch to Greater Success""; ""Left Jab Laws""; ""Standing Eight-Count Questions""; ""Round Nine: Decide Where, What, When, How, and Now""; ""Opening Bell""; ""The Two-Punch""; ""Left Jab Laws""; ""Left Jab Lawsâ€?â€?Part II: The Plan""; ""Standing Eight-Count Questions""; ""Round Ten: Knockout Summary for Follow-Through""; ""Knockout Summary""; ""Round One: Make the First Sale to Yourself""; ""Round Two: Sell Yourself Before You Sell Your Product""; ""Round Three: Have Heart Surgery Every Day"" ; ""Round Four: Sell with Your Ears""""Round Five: Remember that Less Is More Because More Is a Bore""; ""Round Six: Ask and Ye Shall Receive . . . and If You Don't, Ask Again""; ""Round Seven: Stop Objections in Their Tracks!""; ""Round Eight: Make Your List and Check it Twice""; ""Round Nine: Decide What, When, Where, How, and Now""; ""Bibliography""; ""Index""
• Sommario/riassunto: Practical business guides that pull no punches Dave Anderson's TKO series presents no-nonsense, down-in-the-trenches management strategies that work in the real world of business. Each of the three informative books in this series offers easy-to-follow, step-by-step guidance on developing the specific skills great managers need. These quick and to-the-point guides feature detailed techniques and effective strategies presented in user-friendly chapters that are packed with checklists, examples, and practical resources. In each book, readers will find real-world advice in a fast and powerful for
• Titolo autorizzato: TKO sales
• ISBN: 1-118-76174-X; 0-470-25743-1; 1-118-25607-7
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Lingua di pubblicazione: Inglese
• Record Nr.: 9910137617903321
• Lo trovi qui: Univ. Federico II