Sales Techniques
No More Selling By the Seat of Your Pants
Salespeople who follow a linked, sequential selling process stand a 92% chance of getting the sale... without one, their chances drop to under 43%.
“Sales Techniques” takes the guesswork out of selling! This book lays out the six steps of the IMPACT Selling System in plain, easy-to-understand terms. So you can start implementing the IMPACT System and the techniques in this book to achieve better results immediately.
But you’ll also want to return to this book year after year because it’s so densely packed with useful tips and information. Each time you read it, you’ll pick up something new to help boost your results even more. Stick it in your briefcase or glove box and read a little between each appointment – we guarantee that if you put these principles to work, you’ll be pleased with the results.
Whether you’re new to sales or a seasoned pro, this book tackles all of your unanswered questions about selling:
• What is a qualified prospect, and how do I find one?
• How should I position myself and my product or service in order to get more sales?
• What should I do to ensure that I’m fully prepared when I meet my prospects?
• What should I accomplish when I meet with a prospect?
• How do I make sure I get all of the information I need to make the best and most profitable sale?
• What is application-based selling and how should I use it?
• How do I close the sale?
Most top-producing salespeople will tell you they didn’t start out that way – they worked hard to develop their skills over the years. This book gives you an easy way to shorten the learning curve. You’ll learn:
• How to avoid the 20 most common errors in selling
• Selling’s biggest success secret
• Six principles to guide you through your sales career
• How to leverage your time, talent and resources
• How to engage your prospects and customers
• Ways to maximize trust
• The most powerful word you can use to present your solution
• Four proven ways to make a better presentation
• How to ask for the order and finalize the sale
No tricks, gimmicks or underhanded maneuvers – every technique in this book is buyer-friendly because the IMPACT System is all about selling to people the way they want to buy.
These ideas are proven, practical and down-to-earth. There’s no high-minded, overblown theory on these pages. Just nuts and bolts how-tos and examples to help you put these principles to work! |
