Exactly How to Sell: The Sales Guide for Non–Sales Professionals

PRAISE FOR EXACTLY HOW TO SELL

"Exactly How to Sell is exactly what it promises. It is the nuts and bolts of selling, blending old school techniques with today′s dynamic customer needs."
Heather Sager, vice president, Learning & Development, Audigy Group, LLC

"The primary function of every business is sales. If you wish it weren′t that way, buy Exactly How to Sell right now. Jones will help you fall in love with selling in a way that is in line with your values and desire to be of value. And the best part he makes it simple by giving you an easy to implement process for getting all the clients and customers you want. Read this book and you′ll learn exactly how to sell."
Michael Port, New York Times and Wall Street Journal bestselling author of Book Yourself Solid and Steal the Show

"′Selling′ often is thought of as a dirty word; something I avoided. Let′s face it; no one wants to be sold to. Right? Wrong! This book brilliantly illustrates the how and why of selling for everyone. Phil Jones has finally sold me on selling."
Stephen Shapiro, author, Best Practices are Stupid

"If you don′t think of yourself as a salesperson but need clients and wish it were easier, look no further. A lot of people will give you theory, but my friend Phil Jones will give you much more, teaching you step–by–step Exactly How to Sell. You′ll love this book, you′ll use it, and you will improve your sales."
Anthony Iannarino, bestselling author of The Only Sales Guide You′ll Ever Need and The Lost Art of Closing

"In Exactly How to Sell, Phil M Jones provides a straightforward method for professionals to extract maximum value from the sales process in an entertaining, highly readable book. Simply put, this book destroys stereotypes about selling as sacrilege to professionals. In fact, the opposite is true: this book will help professionals achieve greater success by focusing on the needs of the patient or customer and why they should choose you. Buy this book you won′t regret it."
Dr. Dave Fabry, PhD, vice president, Global Medical Affairs, GN ReSound

INTRODUCTION xi

Chapter 1 A Shift in Mind–Set 1

Salespeople or Sales Professionals 1

Choosing Your Focus 4

Sales Is a Philosophy 12

Is It Worth It? 16

The Value of a Customer 18

Make It Work on Paper 19

The Two Most Important Questions 21

Chapter 2 The Quest for Confidence 23

Have You Done Your Homework? 26

Making Your Own Luck 28

Tools of the Trade 29

Keeping Your Head in the Game 31

Know Your Enemy 33

Levels of Success: Thinking BIG 34

Chapter 3 Opportunity Is Everywhere 39

What Face Are You Wearing? 40

Networking for Success 42

What s in a Name? 45

Making Yourself More Memorable 46

Become the Expert 47

Better Than a Brochure 48

Let s Get Social 49

Social Proof 53

Giving Testimonials 56

Chapter 4 Defining Your Sales Process 57

Pick Up the Phone 58

A Guaranteed Success Formula 62

Show That You Care 65

Choose Your Allies 67

Some Simple Tips 70

Chapter 5 Making the Moments Count 73

Who Holds the Controls? 73

Easy First Yes 77

What Selling Really Is? 78

Prod the Bruise 79

Make It Easy to Buy 81

Put a Bow on It 82

Choose Your Words 85

Your Sales Presentation 92

Closing the Sale 98

Buying Triggers 103

Chapter 6 Maximizing Opportunities 105

Stop Overselling 107

Pricing 108

Your Downsell 109

The Simple Upsell 110

Creating Offers 112

Should You Give Discounts? 116

A Secret Ingredient to Success 117

The Four Rs 118

Chapter 7 Overcoming Indecision 121

Avoiding Objections 122

Tackling Objections 124

Negotiate Like a Pro 126

Persistence 128

Playing Devil s Advocate 129

Chapter 8 Protecting Your Investment 131

The Database 132

The Drop–In 133

The Phone Call 134

The Newsletter 134

The E–Newsletter 135

The Blog 135

The Facebook Presence 136

The Twitter Account 136

The LinkedIn Account 137

The Website 137

The Get–Together 138

The Letter 138

The E–Mail Offer 139

The Direct Mail Offer 140

The Gift 141

The Pat on the Back 142

Certificates and Awards 142

The Text Message 142

They All Tune In to the Same Station 143

It Is the Thought That Counts 143

ABOUT THE AUTHOR 145

ACKNOWLEDGMENTS 147

INDEX 151

PHIL M JONES has made it his life′s work to demystify the sales process, reframe what it is to "sell", and help his audiences to learn new skills that empower confidence, overcome fears, and instantaneously impact bottom line results. Author of five international best– selling books, and having been awarded as the youngest–ever winner of the coveted "British Excellence in Sales and Marketing" award. Phil is currently one of the most in–demand assets from companies worldwide.