The Ultimate Sales Book

Master Account Management, Perfect Negotiation, Create Happy Customers

Christine Harvey, Grant Stewart, Di McLanachan, Peter Fleming

• Publisher: Teach Yourself
• Year: 2018
• Print ISBN: 9781473684010
• eBook ISBN: 9781473684027
• Topic: Business
• Subtopic: Sales
• Index: Business

If you want to be the best, you have to have the right skillset. From sales strategy and account management to negotiation and customer service, THE ULTIMATE SALES BOOK is a dynamic collection of tools, techniques, and strategies for success. Discover the main themes, key ideas and tools you need and bring it all together with practical exercises. This is your complete course in successful selling. ABOUT THE SERIES
ULTIMATE books are for managers, leaders, and business executives who want to succeed at work. From marketing and sales to management and finance, each title gives comprehensive coverage of the essential business skills you need to get ahead in your career. Written in straightforward English, each book is designed to help you quickly master the subject, with fun quizzes embedded so that you can check how you're doing.

PART 1

Your Successful Selling Masterclass

Introduction

The idea of selling as an occupation leaves many people terror-stricken, and yet selling is an integral part of running any business. Good salespeople are in great demand. Sales skills are essential in starting any business, and successful selling brings with it career progression, satisfaction and personal growth that are second to none.

In this Part, you’ll learn ways to increase the effectiveness of your efforts, save time and energy and get the best results possible, regardless of your field of sales. You’ll be able to put together your own system of success, just like the people before you from whom these principles are drawn. Successful selling means using a structured set of systems that all professional high achievers can learn.

Chapter 1

Jump-start your success formula

I have often travelled to Hong Kong and Singapore, where business competition is fierce. A journalist there asked me about the principles of my books and courses. ‘Mrs Harvey, why are you so adamant about targets for salespeople? Isn’t it enough just to do your best?’

‘Well, look at it like this,’ I replied. ‘If you were training to be an Olympic champion runner, would you go out every day and practise running any distance at any speed, just doing your best? Or would you know exactly how far you had to run, and at what speed, in order to meet your defined goal?’

‘Oh, yes, I see,’ she responded. That made sense to her. It’s painful for people to work hard and do their best, to have high expectations and then be let down.

In this chapter you will learn how to set and achieve goals that are right for you. You won’t fail by thinking sales will come to you magically, or later if you wait. Instead, you’ll be planning your best formula for success. You will learn how to:

• adopt new methods of operation

• set your overall goal

• create daily targets

• measure your results

• carry out the actions needed for success.

Adopt new methods of operation

Do you remember the last time you changed jobs? Did it require a mental adjustment of your self-image? The chances are that you needed time to grow into the new shoes.

I remember sitting on a plane from London, bound for Chicago, to meet my first prospective client after I started my company. I still felt allegiance to my old company, my old job and my old colleagues because I had no experiences to draw upon for my new role. If you are just starting out in sales, or changing companies, you may experience this too.

However, psychologists say that we can do a lot for ourselves to speed up the acclimatization process. If we visualize ourselves working in the new role, feeling comfortable in the new role and succeeding in the new role, we will acclimatize faster.

Whether we are new to sales or want to improve our returns, we’ll be adopting new methods of operation. We’ll be forcing ourselves in new directions, putting ourselves under new pressures, disciplining ourselves and sett...

Table of contents

• Cover 
• Title
• Contents 
• Part 1: Your Successful Selling Masterclass
• Part 2: Your Successful Key Account Management Masterclass
• Part 3: Your Negotiation Skills Masterclass
• Part 4: Your Successful Customer Care Masterclass
• Surviving in tough times
• Further reading
• Answers
• Copyright