Selling For Dummies

How to generate more leads, win more sales, build your business and sell anything to anyone

Everyone has what it takes to become a great salesperson. All you need is a desire to learn and a wise mentor to unleash the sales hero within you. In this updated edition of their bestselling guide, Tom Hopkins and Ben Kench school you in the sales, communication and negotiating skills you need to give successful presentations, win a loyal customer base and sell with success.

Tune into your inner salesperson find out why selling is as instinctive as smiling, and how to connect with and hone your inborn sales talent Communicate YOU see why communication is about making a personal connection, and not just about conveying information Understand the anatomy of a sale master the seven–step selling cycle, from finding customers to making appointments, and giving great presentations Negotiate like a pro discover how to address concerns and make every negotiation a win–win situation Win the business, and more get the lowdown on how to close the deal and build long–term customer relationships that grow your business

Open the book and find:

The truth about what selling really is and isn′t Cutting–edge techniques for researching prospects Priceless tips on setting goals and planning your time Follow–up strategies that build long–term relationships Ways to build partnerships that benefit your business Simple techniques for earning customer loyalty Techniques for selling in up and down economies The biggest sales mistakes to avoid

Learn to:

Master the selling cycle in seven steps Take advantage of the latest technology to improve your sales Build relationships that sustain and grow your business Sell in up and down economies

Introduction 1

Part I: Laying a Solid Foundation for Selling 9

Chapter 1: Selling Is All Around You 11

Chapter 2: Working Through the Seven–Step Selling Cycle 23

Chapter 3: Selling and Your Mindset for Success 37

Part II: Doing Your Homework before You Sell a Thing 55

Chapter 4: Understanding Your Potential Clients 57

Chapter 5: Knowing Your Product 91

Chapter 6: Making Technology Your Friend 99

Part III: The Anatomy of a Sale 111

Chapter 7: Finding the People Who Want What You Sell 113

Chapter 8: Arranging Appointments That Stick 131

Chapter 9: Building Relationships and Gathering Information to Ensure Success 145

Chapter 10: Making Winning Presentations 169

Chapter 11: Handling Client Objections 191

Chapter 12: Winning the Business and Closing the Sale 205

Chapter 13: Getting Referrals from Your Present Clients 221

Part IV: Growing Your Business 233

Chapter 14: Following Up and Keeping in Touch 235

Chapter 15: Managing Your Time Efficiently 253

Chapter 16: Partnering Your Way to Success 275

Part V: You Can t Win Em All: Keeping the Faith in Sales 283

Chapter 17: Staying Focused and Positive 285

Chapter 18: Setting Goals to Stay Focused 297

Chapter 19: Selling in a Challenging Economy 309

Part VI: The Part of Tens 321

Chapter 20: The Ten Biggest Sales Mistakes to Avoid 323

Chapter 21: Ten Strategies for Improving Your Selling 329

Index 335

Tom Hopkins is a bestselling author and world–renowned sales trainer. Ben Kench is a business coach, motivational speaker and sales trainer who specialises in business growth.