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100 Great Sales Ideas

Book Description

Selling is crucial to the very survival of any company. This book contains 100 great sales ideas, extracted from the world's best companies, to help anyone improve their sales and their careers.Ideas provide the fuel for individuals and companies to create value and success. Indeed the power of ideas can even exceed the power of money. One simple idea can be the catalyst to move markets, inspire colleagues and employees, and capture the hearts and imaginations of customers. This book can be that very catalyst. Each idea is succinctly described and is followed by advice on how such an idea can be applied to the reader's own business situation. A simple but potentially powerful book for anyone seeking new inspiration and that essential ingredient for success.

Table of Contents

  1. Cover
  2. Title
  3. Copyright
  4. Contents
  5. Introduction
  6. The ideas
    1. 1 Getting people to give you time
    2. 2 Be available
    3. 3 Make customers respect you
    4. 4 A good first impression
    5. 5 Enhancing customers’ recall of you
    6. 6 Enhancing customers’ recall of you (continued)
    7. 7 Find the decision maker
    8. 8 Close contact
    9. 9 The right weight of case
    10. 10 Don’t waste customers’ time
    11. 11 Be on time
    12. 12 Insisting on respect
    13. 13 Be willing to get your hands dirty
    14. 14 Lose your ego
    15. 15 Climb the stairs
    16. 16 Strawberries and cream
    17. 17 Use visual aids even when you cannot
    18. 18 Make payment dependent on results
    19. 19 Support their charity
    20. 20 Use a spoken logo
    21. 21 Send a card
    22. 22 Direct the meeting
    23. 23 Remember that it is a commercial transaction
    24. 24 Make your customer improve your productivity
    25. 25 Adopt the right attitude
    26. 26 Stand up to customers
    27. 27 Tackle a new category of customer
    28. 28 Challenge the customer’s culture
    29. 29 Think of a number
    30. 30 Let one customer sell to another
    31. 31 Work around inherent problems
    32. 32 Be afraid, be very afraid
    33. 33 Making administration assist sales
    34. 34 The usefulness of “gatekeepers”
    35. 35 Check, check, and check again
    36. 36 Mix business and chat appropriately
    37. 37 Now you’re motoring
    38. 38 Volume, volume, volume
    39. 39 Line up the whole team behind the salesperson
    40. 40 Sell in collaboration with someone else
    41. 41 Tell people you’ve won an award
    42. 42 Make people believe you are successful
    43. 43 Show people your size
    44. 44 Surprise them with your writing
    45. 45 Ask for referrals
    46. 46 Remove fear of risk
    47. 47 Take your time
    48. 48 Put over a consistent message
    49. 49 Speak their language
    50. 50 Make description ring a bell
    51. 51 Surprise customers with speed of response
    52. 52 Keep customers thinking of you
    53. 53 Guarantee as much as you can
    54. 54 Keep their attention
    55. 55 Use your customers’ timing
    56. 56 Get the competition into the discussion
    57. 57 Avoid giving a discount
    58. 58 Promises, promises
    59. 59 Maximize your collection of useful information
    60. 60 Enhance your profile as a professional
    61. 61 Not at your convenience
    62. 62 Assess competitors’ sales performance
    63. 63 When the customer does not like you
    64. 64 Work the logistics
    65. 65 Dramatically memorable
    66. 66 Understand customers’ culture
    67. 67 Admin rules OK
    68. 68 Get out of here
    69. 69 With a little help from a friend
    70. 70 En route to success
    71. 71 Don’t be totally self-sufficient
    72. 72 The ubiquitous sales meeting
    73. 73 Motivation as a catalyst
    74. 74 Put value on information about the customer
    75. 75 Take a long-term view
    76. 76 Brag, but do so convincingly
    77. 77 Use complaints as a springboard
    78. 78 Agree the impossible
    79. 79 Focus on users
    80. 80 Log objections
    81. 81 Make an exhibition of yourself
    82. 82 A strong brand
    83. 83 Use that sales meeting
    84. 84 Not just logical
    85. 85 Let competition help
    86. 86 Long-term contact
    87. 87 On your feet
    88. 88 Be prepared
    89. 89 The power of description
    90. 90 A telling song
    91. 91 Big strategies
    92. 92 No problem
    93. 93 Because you’re special
    94. 94 The small print
    95. 95 Benchmark yourself
    96. 96 Show to sell
    97. 97 Define your job
    98. 98 Go on foot
      1. Before we end . . .
    99. 99 Never tell obvious lies
    100. 100 Why are you calling?
  7. Finally (a story)
  8. Keep searching for an edge
  9. Afterword