Selling in the Real World
eBook - ePub

Selling in the Real World

Why Everything's Changed, Why Nothing's Changed

  1. English
  2. ePUB (mobile friendly)
  3. Available on iOS & Android
eBook - ePub

Selling in the Real World

Why Everything's Changed, Why Nothing's Changed

About this book

Sales is an art form.

Sales strategies are required everywhere, for everyone. They're used all the time: to get a raise, to get a date, or even to get a high-level executive to agree to a twenty-million dollar order. The better someone is at selling themselves, their ideas, and/or their product, the better their results.

Rather than a list of tricks, Selling in the Real World is strategic guide of plans, behaviors, and attitudes that will improve an individual's ability to sell. Larry Sternlieb's approach features stress-tested principles for anyone to create an easy-to-understand track to run on. And a better track always produces results—results that are easier, faster, and unbeatable.

Selling in the Real World is not a feel-good book. It was designed to be hard-hitting, to provide a solid track for both the experienced sales professional looking to refocus and polish their skills, as well as for those about to create their livelihood from the art of sales for the first time.

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Yes, you can access Selling in the Real World by Larry Sternlieb in PDF and/or ePUB format, as well as other popular books in Business & Imprenditoria. We have over one million books available in our catalogue for you to explore.

Information

Publisher
Morgan James Publishing
Year
2023
Print ISBN
9781400226528
eBook ISBN
9781636980775
Topic
Business
Subtopic
Imprenditoria
Index
Business

Table of contents

  1. Cover
  2. Title
  3. Copyright
  4. Contents
  5. Introduction
  6. Chapter One: THE PSYCHOLOGY OF SELLING
  7. Chapter Two: YOUR MANAGEMENT, YOUR COMPANY
  8. Chapter Three: DEVELOPING YOUR ACTION PLAN, TERRITORY, AND TIME MANAGEMENT
  9. Chapter Four: LAYING OUT THE REQUIREMENTS
  10. Chapter Five: SOCIAL SELLING
  11. Chapter Six: PROSPECTING AND SETTING INITIAL APPOINTMENTS
  12. Chapter Seven: QUALIFYING: TURNING SUSPECTS INTO PROSPECTS
  13. Chapter Eight: STRATEGIZING, ORGANIZING, AND PLANNING FOR THE BUYING DECISION
  14. Chapter Nine: SELLING OBSTACLES IN THE TWENTY-FIRST CENTURY
  15. Chapter Ten: STRUCTURING THE INITIAL SALES CALL
  16. Chapter Eleven: ENGAGING THE PROSPECT
  17. Chapter Twelve: THE SALES OR PRODUCT PRESENTATION
  18. Chapter Thirteen: SURVEYING CUSTOMER REQUIREMENTS AND THE ART OF LISTENING
  19. Chapter Fourteen: UNDERSTANDING THE ORGANIZATIONAL CHART OF YOUR CLIENT
  20. Chapter Fifteen: DECISION-MAKERS AND THEIR PERSONALITY TRAITS
  21. Chapter Sixteen: CREATING VALUE FOR LARGE SALES OPPORTUNITIES
  22. Chapter Seventeen: OFFERING CLIENT SOLUTIONS
  23. Chapter Eighteen: THE RETURN ON INVESTMENT
  24. Chapter Nineteen: CLOSING OUT THE COMPETITION
  25. Chapter Twenty: OVERCOMING OBSTACLES
  26. Chapter Twenty-One: IS THIS GOOD BUSINESS?
  27. Chapter Twenty-Two: CLOSING THE DEAL
  28. Chapter Twenty-Three: STAGING THE FINAL CONTRACT
  29. Chapter Twenty-Four: IMPLEMENTING THE SALE
  30. Chapter Twenty-Five: ACCOUNT REVIEW AND RECAP
  31. Chapter Twenty-Six: GOOD WORK HABITS FOR SELLING IN THE REAL WORLD
  32. Conclusion: THE REALITY OF SELLING IN THE REAL WORLD
  33. The Author
  34. Acknowledgments
  35. Bibliography
  36. Index