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More than 16 million Americans work as sales professionals, according to the U.S. Bureau of Labor Statistics. Add in the vast number of small business owners, consultants, doctors, lawyers, and other professionals who must sell their services and promote their credibility in order to succeed, and it’s clear that there is a huge need for practical, easy-to-apply information on the art of sales. From Contact to Contract fills this need in a way no other book does. From prospecting and presenting to consultative conversations and closing, this book provides a comprehensive collection of 496 tips and best practices without getting bogged down in long explanations of sales theory and models. Author Dianna Booher has pulled together insights gained during her 23-year career as a highly successful sales and communication consultant to help readers understand how to: Gain commitments from customers and prospects Manage their pipeline Do their own marketing to generate leads Structure the sales conversation to keep it moving toward the sales goal Use strategic persuasion techniques to turn information into real communication Engage buyers with interactive presentations of their products and services Negotiate to maintain profit margins Deal with difficult buyers Stay motivated during a competitive upsurge or economic downturn. The summary headlines of each key tip and brief entries have been written with fast-paced sales professionals in mind––in pick-up, put-down fashion, they can go right to the help they need with a specific prospect. Filled with practical techniques and advice that can be used immediately, From Contact to Contract is a sales primer professionals will use again and again!
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