10 steps to sales success : the proven system that can shorten the selling cycle, double your close ratio, and significantly increase your income by Breithaupt, Tim instant download

10 steps to sales success : the proven system that can shorten the selling cycle, double your close ratio, and significantly increase your income by Breithaupt, Tim instant download

xiv, 272 pages : 23 cm, Selling is a complex process. In order to succeed, sales professionals need to have not only a healthy self-esteem, but also a precise, proven system to get them confidently through each sales call. In Ten Steps to Sales Success, sales expert Tim Breithaupt both teaches and inspires -- providing a treasure-trove of practical tools and techniques designed to cover the entire selling process from A to Z. The book presents a complete methodology based on the author's \"Ten-Step Model of Sequential Selling, \" comprising:, Attitudes of Success-- Time Management-- Prospecting-- Building Rapport and Trust-- Probing and Listening-- Value-Added Solutions-- Closing-- Creative Negotiation-- Action Plans-- and Follow-Up, Perfect for both sales novices and veterans, the book includes humorous illustrations to support key points, and provides numerous \"how-to\" examples. It is a must-read for anyone seeking to move beyond sales survival to sales excellence, Includes bibliographical references (pages 259-261) and index, The sequential model of professional selling -- Attitudes of success: five pillars -- Planning and prepaation [i.e. preparation]: measure twice, cut once -- Time management: it's about time -- Prospecting: I know where you are hiding -- Building rapport and trust: behavioral flexibility -- Discovery: game day -- Presentation skills: value-added solutions -- Confirming the sale: closing -- Creative negotiation: there is always a way -- Action plan: implementation -- Follow-up: you never call or write anymore