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The Everything Sales Book, 2nd Edition

Book Description

A sales job can be the road to riches and independence when you use the right approach. In this book, you will get the tools you need to develop successful sales strategies—every time! This handy guide includes techniques and exercises, sample sales dialogues, and a step-by-step explanation of the typical sales call. It also includes instructions for building and organizing a powerful sales toolkit that will improve anyone’s bottom line. You will learn how to:
  • Find a job in sales
  • Discover and track leads to build a potential customer list
  • Choose the right selling method for every sales situation
  • Leverage the Internet, e-mail, and mobile devices
  • Improve people skills and presentation skills
  • Create winning sales proposals
Whether you are a beginner eager to get started or an experienced sales professional looking to fine-tune your skills, this book is all you need to seal the deal!

Table of Contents

  1. Cover
  2. Title Page
  3. Dedication
  4. Copyright
  5. Contents
  6. Acknowledgements
  7. Top Ten Things You’ll Learn After Reading This Book
  8. Introduction
  9. 1 What Is Selling?
    1. It’s Not What You Might Think
    2. Everyone Sells Something
    3. The Accidental Seller
    4. The Sales Professional
    5. Your Sales Career
  10. 2 Golden Rule Selling
    1. The Golden Rule of Sales
    2. What Do You Want as a Buyer?
    3. How Can You Sell by the Golden Rule?
    4. Silver Rule Selling
    5. Benefits of Golden Rule Selling
    6. Problems of Golden Rule Selling
    7. The Key to Profitable Sales
  11. 3 Types of Selling
    1. Business-to-Consumer Selling
    2. Business-to-Business Selling
    3. Where You Sell
  12. 4 Ten Top Sales Approaches
    1. Features and Benefits
    2. Selling Against Your Competition
    3. Selling on Price
    4. The Soft Sell
    5. The Hard Sell
    6. Friendly Selling
    7. Selling on Reputation
    8. Problem-Solution Selling
    9. Consultive Selling
    10. Value-Added Selling
  13. 5 Retail Selling
    1. Your First Retail Job
    2. Retail Sales 101
    3. The Retail Process
    4. The Selling Process
    5. Selling Against Your Competition
    6. Encouraging Impulse Buying
  14. 6 Selling by Phone
    1. Telephone Sales 101
    2. Developing Voice Power
    3. Building Belief and Trust
    4. Using Phone Sales Tools
  15. 7 Improving Your People Skills
    1. Understand People
    2. Clearly Express Your Thoughts
    3. Influence How Others Think
    4. Resolve Conflicts
    5. Collaborate Toward Solutions
    6. Change Paths as Needed
  16. 8 Presentation Skills
    1. Sales Presentations 101
    2. Structuring a Presentation
    3. Supplementing Your Presentation
    4. Delivering Your Presentation
    5. Overcoming Presentation Fears
    6. Personalizing Presentations
  17. 9 Essential Recordkeeping
    1. The Right Records
    2. Prioritizing Sales Efforts
    3. Contact-Management Tools
    4. Tracking Sales Performance
    5. Making Good Sales Records a Habit
  18. 10 Your Sales Tool Kit
    1. What’s in Your KIT?
    2. Your Marketing Tools
    3. Using Your Sales Tools KIT
    4. Using the Internet to Sell
  19. 11 Finding Sales Prospects
    1. Identifying Prospects
    2. Locating Prospects
    3. Contacting Prospects
    4. Sales Lead Resources
    5. Buying Sales Leads
  20. 12 Getting Appointments
    1. Toughest Job in Sales
    2. The Live Appointment
    3. The Phone Appointment
    4. Getting Past the Gatekeepers
    5. Getting Through to the Prospect
    6. Handling Turndowns
  21. 13 Precall Planning
    1. What Is Precall Planning?
    2. Prequalifying Your Buyer
    3. Anticipating Objections
    4. Final Preparation
    5. The Exit Survey
  22. 14 Anatomy of a Sales Call
    1. The Opening
    2. Identifying the Problem
    3. Offering the Solution
    4. Handling Objections
    5. Closing the Sale
    6. Following Up
  23. 15 Winning Sales Proposals
    1. Types of Sales Proposals
    2. What Sales Proposals Do
    3. Components of a Successful Sales Proposal
    4. Planning and Writing a Proposal
    5. Presenting Your Proposal
    6. The Importance of Follow-Up
  24. 16 Selling to Multiple Buyers
    1. Meet the Individuals
    2. Identify the Decision Makers
    3. Determine Buying Authority
    4. Understand Their Decision Processes
    5. Working Within the Decision Group
    6. Keeping Decision Makers Aligned
  25. 17 Leveraging the Internet
    1. Internet 101
    2. E-mail Selling
    3. E-mail Rules
    4. Keeping Current
    5. Mobile Internet
  26. 18 Self-Management for Sales Professionals
    1. Habits of Success
    2. Managing Your Schedule
    3. Dressing for Success
    4. Dealing with Emotions
    5. Staying Motivated
    6. Working on the Road
  27. 19 Setting and Achieving Your Sales Goals
    1. Plan for Success
    2. Set Your Goals
    3. Prioritize Goals
    4. Keeping Score
    5. Revising Goals
  28. 20 Selling Yourself
    1. Selling Yourself Is Different
    2. Selling Without Bragging
    3. Packaging Your Services
    4. Building Your Track Record
    5. Cultivating Repeats and Referrals
    6. Being a Problem Solver
  29. 21 Getting a Great Job in Sales
    1. Benefits of a Sales Career
    2. How to Find the Best Jobs
    3. B2C or B2B
    4. Preparing Your Resume
    5. The Interview
    6. Sales Career Success
  30. Appendix: Sales Glossary
  31. Index