100 Great Sales Ideas

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• Publisher: Marshall Cavendish Edition
• Year: 2009
• Edition: 0
• eBook ISBN:
  9789814312059
• Topic: Business
• Index: Business

Selling is crucial to the very survival of any company. This book contains 100 great sales ideas, extracted from the world's best companies, to help anyone improve their sales and their careers.Ideas provide the fuel for individuals and companies to create value and success. Indeed the power of ideas can even exceed the power of money. One simple idea can be the catalyst to move markets, inspire colleagues and employees, and capture the hearts and imaginations of customers. This book can be that very catalyst. Each idea is succinctly described and is followed by advice on how such an idea can be applied to the reader's own business situation. A simple but potentially powerful book for anyone seeking new inspiration and that essential ingredient for success.

Table of contents

• Cover
• CONTENTS
• INTRODUCTION
• THE IDEAS
• 1 GETTING PEOPLE TO GIVE YOU TIME
• 2 BE AVAILABLE
• 3 MAKE CUSTOMERS RESPECT YOU
• 4 A GOOD FIRST IMPRESSION
• 5 ENHANCING CUSTOMERS’ RECALL OF YOU
• 6 ENHANCING CUSTOMERS’ RECALL OF YOU (CONTINUED)
• 7 FIND THE DECISION MAKER
• 8 CLOSE CONTACT
• 9 THE RIGHT WEIGHT OF CASE
• 10 DON’T WASTE CUSTOMERS’ TIME
• 11 BE ON TIME
• 12 INSISTING ON RESPECT
• 13 BE WILLING TO GET YOUR HANDS DIRTY
• 14 LOSE YOUR EGO
• 15 CLIMB THE STAIRS
• 16 STRAWBERRIES AND CREAM
• 17 USE VISUAL AIDS EVEN WHEN YOU CANNOT
• 18 MAKE PAYMENT DEPENDENT ON RESULTS
• 19 SUPPORT THEIR CHARITY
• 20 USE A SPOKEN LOGO
• 21 SEND A CARD
• 22 DIRECT THE MEETING
• 23 REMEMBER THAT IT IS A COMMERICIAL TRANSACTION
• 24 MAKE YOUR CUSTOMER IMPROVE YOUR PRODUCTIVITY
• 25 ADOPT THE RIGHT ATTITUDE
• 26 STAND UP TO CUSTOMERS
• 27 TACKLE A NEW CATEGORY OF CUSTOMER
• 28 CHALLENGE THE CUSTOMER’S CULTURE
• 29 THINK OF A NUMBER
• 30 LET ONE CUSTOMER SELL TO ANOTHER
• 31 WORK AROUND INHERENT PROBLEMS
• 32 BE AFRAID, BE VERY AFRAID
• 33 MAKING ADMINISTRATION ASSIST SALES
• 34 THE USEFULNESS OF“GATEKEEPERS
• 35 CHECK, CHECK, AND CHECK AGAIN
• 36 MIX BUSINESS AND CHAT APPROPRIATELY
• 37 NOW YOU’RE MOTORING
• 38 VOLUME, VOLUME,VOLUME
• 39 LINE UP THE WHOLE TEAM BEHIND THE SALESPERSON
• 40 SELL IN COLLABORATION WITH SOMEONE ELSE
• 41 TELL PEOPLE YOU’VEWON AN AWARD
• 42 MAKE PEOPLE BELIEVE YOU ARE SUCCESSFUL
• 43 SHOW PEOPLE YOUR SIZE
• 44 SURPRISE THEM WITH YOUR WRITING
• 45 ASK FOR REFERRALS
• 46 REMOVE FEAR OF RISK
• 47 TAKE YOUR TIME
• 48 PUT OVER A CONSISTENT MESSAGE
• 49 SPEAK THEIR LANGUAGE
• 50 MAKE DESCRIPTION RING A BELL
• 51 SURPRISE CUSTOMERS WITH SPEED OF RESPONSE
• 52 KEEP CUSTOMERS THINKING OF YOU
• 53 GUARANTEE AS MUCH AS YOU CAN
• 54 KEEP THEIR ATTENTION
• 55 USE YOUR CUSTOMERS’TIMING
• 56 GET THE COMPETITION INTO THE DISCUSSION
• 57 AVOID GIVING A DISCOUNT
• 58 PROMISES, PROMISES
• 59 MAXIMIZE YOUR COLLECTION OF USEFUL INFORMATION
• 60 ENHANCE YOUR PROFILE AS A PROFESSIONAL
• 61 NOT AT YOUR CONVENIENCE
• 62 ASSESS COMPETITORS’ SALES PERFORMANCE
• 63 WHEN THE CUSTOMER DOES NOT LIKE YOU
• 64 WORK THE LOGISTICS
• 65 DRAMATICALLY MEMORABLE
• 66 UNDERSTAND CUSTOMERS’ CULTURE
• 67 ADMIN RULES OK
• 68 GET OUT OF HERE
• 69 WITH A LITTLE HELP FROM A FRIEND
• 70 EN ROUTE TO SUCCESS
• 71 DON’T BE TOTALLY SELF-SUFFICIENT
• 72 THE UBIQUITOUS SALES MEETING
• 73 MOTIVATION AS A CATALYST
• 74 PUT VALUE ON INFORMATION ABOUT THE CUSTOMER
• 75 TAKE A LONG-TERM VIEW
• 76 BRAG, BUT DO SO CONVINCINGLY
• 77 USE COMPLAINTS AS A SPRINGBOARD
• 78 AGREE THE IMPOSSIBLE
• 79 FOCUS ON USERS
• 80 LOG OBJECTIONS
• 81 MAKE AN EXHIBITION OF YOURSELF
• 82 A STRONG BRAND
• 83 USE THAT SALES MEETING
• 84 NOT JUST LOGICAL
• 85 LET COMPETITION HELP
• 86 LONG-TERM CONTACT
• 87 ON YOUR FEET
• 88 BE PREPARED
• 89 THE POWER 0F DESCRIPTION
• 90 A TELLING SONG
• 91 BIG STRATEGIES
• 92 NO PROBLEM
• 93 BECAUSE YOU’RE SPECIAL
• 94 THE SMALL PRINT
• 95 BENCHMARK YOURSELF
• 96 SHOW TO SELL
• 97 DEFINE YOUR JOB
• 98 GO ON FOOT
• 99 NEVER TELL OBVIOUSLIES
• 100 WHY ARE YOU CALLING?
• FINALLY (A STORY)
• KEEP SEARCHING FORAN EDGE
• AFTERWORD