The Art of Influencing and Selling - Ardi Kolah

The Art of Influencing and Selling
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Autor: Ardi Kolah

 Wydawnictwo: Kogan Page
ISBN: 9780749464486
EAN:
Format: ...
Oprawa: miękka
Stron: 304
Data wydania: 2013-06-01
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Whether you're new to sales or have at least one year's experience in selling, this book will leapfrog your selling skills and understanding of sales techniques to a more sophisticated, satisfying and more genuinely customer and client-oriented level. If you're more experienced, then this book provides a comprehensive refresher which uses fresh insights, the latest ideas and practical useable tools like checklists to help you sell more and sell better. Fully reference and researched, "The Art of Influencing and Selling" covers: the psychology of selling a product or service; the sales pipeline and how to ensure it's realistic; making an effective sales presentation; up-selling, cross-selling, cold-calling and warm calling; effective approaches to prospective customers and clients; how to interrogate a database of contacts to get more sales; how to write effective sales materials; the power of business networking; how to get senior level appointments in your diary and closing a sale and follow up. If you want to improve your sales performance by learning how to listen to your customer and client and collaborate with them profitably, "The Art of Influencing and Selling" is the book for you. "This excellent book dispels commonly held myths about how to sell and provides a blue print for driving incremental sales. Written in a highly engaging way, it is one of the best books on sales available and is a valuable addition to the highly successful Guru in a Bottle Series." Sir Paul Judge, President, Chartered Institute of Marketing "This book makes a major contribution to the Chartered Institute of Marketing's Sales Leadership Alliance (SLA) initiative. It's totally unlike traditional books on selling, being an excellent manifestation of the fusion of the best of marketing with the best of selling. I wish it had been around when I was Marketing Sales Director of a major company." Malcolm McDonald, Emeritus Professor, Cranfield School of Management "In a book about the art of selling it's refreshing to see so much emphasis on listening to the customer, and collaborating to co-create products and services that they really want. Highly accessible and insightful, the book also encourages sales professionals to challenge assumptions about what motivates their customers and offers practical guidance on the approaches they are more likely to respond to." Alex Evans, Editorial Director, National Sales Awards "A comprehensive guide to selling, with lots of practical insight and tools to help you sell more and better." Professor Merlin Stone, Head of Research, The Customer Framework "Ardi Kolah nails some of the central issues for all sales and marketing people: the power and central role of emotion in buying decisions, the importance of listening, and the need to focus, relentlessly, on your customer. It's a relief to read that I've been doing a few things properly over the years - I still wish I'd had this book from the beginning." Andy Maslen, author of Write to Sell "The key question that companies need to answer in the development of their sales strategy is: 'what do customers want?' - rather than - 'what do we want?' This book delivers the insights and processes to address this question." Raoul Pinnell, Chairman, Bromley Healthcare "Right from the very beginning, this book grips the reader - whether as a businessman or student.

Książka "The Art of Influencing and Selling"
Ardi Kolah