Outsmarting Your Competitors: Techniques of Sales Excellence to Build Profitable Business | by Patrick Forsyth | ISBN: 9789812614483 | Sales Strategy Books. Sales Prospecting Methods. Conducting Effective Sales Meetings. Handling Sales Objections.
Outsmarting Your Competitors: Techniques of Sales Excellence to Build Profitable Business
by Patrick Forsyth
ISBN:9789812614483
Reflecting on the need to focus on the customer and the creative nature of a sales activity to achieve business success, this book provides guidelines and approaches that will enable you to sharpen and maximize your skills in selling.
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Outsmarting Your Competitors—Techniques of Sales Excellence to Build Profitable Business
Introduction
Part One – The New Realities of the Sales Role
Chapter 1 – The Challenge of Competitive Markets
Overview
The Nature Of Selling
The Structure Of The Sales Task
The Right Frame Of Mind
Part Two – Setting a Foundation for Success
Chapter 2 – Planning to Succeed
Do Your Homework
Set Clear Objectives
Anticipate Possible Objections
Prepare Suitable Sales Aids
Remember, Two Heads Can Be Better Than One
Know Your Business
Know Your Customer’s Business
Know Your Product
Chapter 3 – Focusing to Create the Best Potential
Overview
Seeing The Right People
Who Is The Buyer?
The Role Of The Gatekeeper
Chapter 4 – Getting the Best Prospects
Make Prospecting A Regular Activity
Create Prospecting Methods That Work For You
Be Available
Stand Up To Prospects
Use Prospecting Systems
Making Appointments
Do Not Base Your Approach On A Lie
Part Three – Conducting Effective Sales Meetings
Chapter 5 – First Impressions Last
First Base
Looking The Part
Starting As You Mean To Go On
The Manner Most Likely To Succeed
Make Eye Contact
Chapter 6 – Every Customer is Different
The Need For Understanding
The Power Of Empathy
Respect Customer’s Views
Work With Customers
Customer Types
Customer Categories
Opening A Sale With Type 1 (Assertive/Cold) Customers
Opening A Sale With Type 2 (Accommodating/Cold) Customers
Opening A Sale With Type 3 (Accommodating/Warm) Customers
Opening A Sale With Type 4 (Assertive/Warm) Customers
Respect And Use Customers’ Names
Chapter 7 – Identifying Customers’ Requirements
What Customers Want
Need Identification Techniques
Be An Active Listener
Make Notes
Understanding Customers’ Needs
Two Kinds Of Need
Identifying And Agreeing To Customer Priorities
Using Record Cards
Chapter 8 – Presenting Your Case
What It Means To Be Persuasive
1. Make What You Say Understandable
Beware of jargon
2. Make What You Say Attractive
Talk benefits
Relating benefits to individual customers
Deploying different types of benefits
3. Make What You Say Credible
Offer More
Chapter 9 – Responding to Objections
Taking The Positive View
Preventing Objections
‘Sparring’ With Objections
Providing An Answer
Handling The Issue of Price
Dealing With Price Fluctuations
Do Not Knock The Competition
Avoid Untenable Comparisons
Use The ‘Boomerang’ Technique
Saving Face
Chapter 10 – Gaining a Commitment
Your Own Commitment To Close
Watch For Buying Signals
Obtaining Feedback From The Trial Close
How To Close
Responding To The Customer Who Says “Let Me Think About It”
When They Say “Yes”
Chapter 11 – Reinforcing Your Case
Make Joint Calls With Colleagues
Develop A Fluency With Figures
Build Up Your Presentation Skills
Establish Your Authority Firmly
Make A Point Of Not Selling
Consider Swapping Customers With Your Colleagues
The Importance Of Follow-Up And Persistence
Use One Meeting To Arrange The Next
Make Good Use Of The Telephone
Managing Customer Relationships
Create A Role For Yourself In Your Customer’s Business
Control The ‘Chat’
Deliver!
Attend To Queries And Complaints Quickly And Effectively
How Do You Answer A Justified Complaint?
What if the complaint is unjustified?
Be Appreciative
Chapter 12 – Communication in a Borderless World
Dealing Internationally
Putting It In Writing
An Opportunity To Outsmart Competitors
Taking The Customer’s View
Desirable Qualities
A Systematic Approach
Standard Letters
An Appropriate Style
Language And Style
Sales Letters
Presentation
Afterword – Helpful Attitudes
Adopt A Positive Approach
Be Distinctive
Ride Out Failure
Be Confident
Learn From Experience
Plan Ahead
Expect The Unexpected
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