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Brilliant Selling, 3rd edition

Published by Pearson Business (December 23, 2021) © 2022

  • Tom Bird
  • Jeremy Cassell
$19.19

  • A print text (hardcover or paperback)
  • Free shipping

Want to beat your sales target?

You can sell anything you want and targets are always achievable – Brilliant Selling will show you how. Whether you’re new to selling or want to take yourself to the next level, Brilliant Selling will show you how to instantly improve your sales performance.

  • Learn how to influence anyone
  • Understand the importance of giving before getting
  • Discover what your customer really wants
This new edition features even more on
  • Change in buying culture
  • Inevitable change in sales behaviour, skills & mind-set of salespeople
  • Expand Influencing section
  • Social Selling

Table of Contents

 

Part 1 – You

1. The personality of a salesperson

2. How beliefs and values impact sales success

3. Performance and selling

4. Continually improve through self coaching

Part 2 – Process and planning

5. The sales process as a tool for improvement

6. Making the most of your time

7. Planning for success

8. Setting the right goals

9. Managing sales information

Part 3 – Your power to influence

10.   Credibility and rapport – the foundations of effective influencing

11.   Managing your state – being confident whenever you want

12.   Asking the right questions

13.   Listening and learning

14.   Negotiating collaboratively

Part 4 – Understanding buyers and prospects

15.   How do you sell?

16.   The modern buyer

17.   Prospecting with purpose

18.   Initial meeting(s) with prospect

19.   Identifying what the prospect wants and needs

Part 5 – Presenting solutions

20.   Appealing to the customer

21.   Writing great sales proposals

22.   Preparing winning pitches

23.   Persuasive delivery

24.   Making the most of objections

25.   Closing and commitment

Part 6 – Developing customers

26.   The value of a customer

27.   Managing the ‘relationship’

28.   Your priorities in managing customers

Jeremy Cassell has worked as a freelance trainer for 12 years. Before that he was National Training Manager for L’Oreal and National Sales Training Manager for Walker’s, part of Pepsi. Before entering the business world, he gained experience in teaching English and history. He has worked as a TEFL teacher and is an NLP Master Practitioner and trainer.

Tom Bird's business career stretches over 20 years and spans sales and sales management as well as personal development and performance improvement. He is a director of RTP and has been involved professionally in developing people to realise more of their potential since 2000. To supplement his business experience Tom qualified as a Master Practitioner of NLP (the study of modelling success) and achieved a Post Graduate Diploma in Coaching and Development.

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