How to sell when nobody's buying: (and how to sell even more when they are) 9780470523599, 047052359X
The most effective sales strategies for tough economic times Today's selling environment is tough, and only getting
915 103 272KB
English Year 2013;2010
Table of contents :
""Title Page""
""Copyright Page""
""Dedication""
""Acknowledgements""
""PREFACE""
""Chapter 0 --
QUICK START""
""WARNING!""
""SEVEN DAYS TO SELLING SUCCESSFULLY WHEN NOBODY’S BUYING""
""Chapter 1 --
GET REAL AND GET FOCUSED""
""WHEN NOBODY’S BUYING, PEOPLE BECOME PREDICTABLE""
""REALITY IS WHAT YOU FACE EVERY DAY""
""YOU DO WHATEVER IT TAKES""
""FOCUS IS THE REAL KEY TO MORE SALES""
""PRACTICE FEARSOME FOCUS USING THE 45/15 FORMULA""
""HOW TO CONDITION YOUR COLLEAGUES TO RESPECT YOUR FEARSOME FOCUS""
""SUGGESTED FEARSOME FOCUS ACTIVITIES"" ""GET HELP: YOU DON’T HAVE TO DO EVERYTHING YOURSELF""""PASS OFF WHAT YOU CAN TO SUPPORT STAFF YOU ALREADY HAVE""
""A RADICAL APPROACH TO TAKING BACK PRODUCTIVE TIME""
""THERE IS NO WAY I CAN AFFORD THIS""
""GET AGILE TO GET PROFITABLE""
""SLUMP BUSTER --
AN INTERVIEW WITH SCOTT MARKER""
""Chapter 2 --
GET VISIBLE""
""BUILDING YOUR PERSONAL BRAND ONLINE""
""THINK BIGGER: BEING SEEN DOESN’T ALWAYS MEAN IN PERSON""
""DEVELOP YOUR PERSONA""
""DRESS TO LEAD""
""SPEAK TO THEIR LISTENING""
""SAY WHAT THEY WANT TO HEAR""
""GET FACE TO FACE"" ""POSITIONING PLUS PACKAGING EQUALS DESIREâ€"AND A DESIRE IS A BUYER""""MAKE YOUR EXPERTISE KNOWN""
""Chapter 3 --
GET CONNECTED""
""THE NEW PROSPECTING TOOLS YOU AREN’T USING TO MAXIMIZE SALES""
""GOOGLE ALERTS""
""LEVERAGE YOUR LINKS ON LINKEDIN.COM""
""TWITTER YOUR WAY TO NEW SALES NOW""
""SOCIAL MEDIA IS A SMALL TOWN""
""TRADITIONAL NETWORKING AND CONNECTING""
""INTEGRATED INFLUENCE""
""Chapter 4 --
GET DIGITAL AND GET OFF THE ROAD""
""A CROWD OF ONE OR MANY, RIGHT AT YOUR COMPUTER""
""HOW TO PRESENT TO PROSPECTS 24 HOURS A DAY USING WEBINARS""
""MASS PROSPECTING"" ""GETTING DIGITAL DOESN’T REMOVE YOUR NEED TO GET FACE TO FACE WITH CLIENTS""""Chapter 5 --
GET CREATIVE""
""SIX DEGREES TO THE INFLUENCER""
""HOW TO REACH THE UNREACHABLE""
""CREATE A DRIP CAMPAIGN""
""LUMPY OR DIMENSIONAL MAIL""
""WAITâ€"THERE IS MORE THAN PHYSICAL MAIL!""
""CREATIVE IS ABOUT BREAKING THROUGH THE CLUTTER AND EARNING ATTENTION""
""SLUMP BUSTER --
AN INTERVIEW WITH TODD CARLSON""
""Chapter 6 --
GET PERSUASIVE""
""SOMATIC MARKERS AND WHY PEOPLE BUY""
""BREAKING THE TRANCE""
""WIDE AWAKEâ€"PERSUADEDâ€"WIDE AWAKE""
""CURIOSITY BREAKS THE TRANCE"" ""RESETTING THE TRANCE""""ELICIT THEIR STORY AND TELL ONE BACK""
""RESPONSIVE NARRATIVE""
""Chapter 7 --
GET PAID""
""UP-SELL THEM THE MINUTE THEY SAY YES""
""DOWN-SELL THEM THE MINUTE THEY SAY NO""
""BUNDLE IT UP TO SELL MORE""
""CROSS-SELL TO HOT PROSPECTS""
""OVERCOMING OBJECTIONS""
""Chapter 8 --
GET LEVERAGE""
""YOU""
""POSITION AND PACKAGE YOURSELF""
""DIVIDE AND CONQUER""
""COMMUNICATE AND CONTROL""
""TOUCH AND MOVE TO DEEPEN RAPPORT""
""CREATING BUY-IN""
""INTENSIFY EMOTIONAL CONNECTEDNESS""
""CREATE AND MAINTAIN BUYING PRESSURE""
""BIG EFFORT EQUALS BIGGER REWARDS"" ""Chapter 9 --
GET THEM SELLING""
