Whatever you are selling, find out how good preparation, customer focus and effective interaction will enable you to make a sale.Practical techniques, effective tips, five-minute fixes and case studies equip you to succeed in the real world.Set your goals and check your progress with self-assessment exercises.

No business can succeed without effective salespeople. Understanding professional salesmanship is, therefore, a key competency not only for front-line salespeople, but for anyone whose job in any way affects the most important asset any organization has - its customers.

Professional sellers understand the necessity of making an excellent first impression. They know that a feature of their product only helps to make a sale if the customer can see how it will benefit them. And they understand each stage of the sales process, from the basics of questioning and listening to leading a customer towards saying "Yes, please - I’ll buy it." So, whether your customer is someone in a dress shop, a highly skilled buyer in a multi-national, an entire board committee, or a middle manager controlling a budget, you need to develop the selling skills that will make more profitable sales quickly.

1 Prepare For Your

Customers

Understand the Sales

Relationship

Make a Good

First Impression

Communicate Persuasively

Identify Customer Benefits

2 Find Your Customers

Know Your Market

Get Organized

The Sales Forecast

Find Your Prospects

Develop Your Sales Pipeline

3 Manage The

Sales Process

Define the Sales Process

Plan the Initial Sales Call

Open the Sale

Qualify Your Prospects

Complete the

Opening Call

Build the Sale

Make Your Proposal

Present Your Solution

Negotiate the Best Terms

Clinch the Deal

Protect Your Time

4 Deliver Customer

Satisfaction

Put the Customer First

Satisfy Your Customers

Satisfy Your Retail

Customers

Offer a First-Class Service

5 Manage Your

Key Accounts

Focus on Your

Best Customers

Build Your Account Team

The Key Account Process

Critical Success Factors

Write Your Key

Account Plan

Complete Your

Key Account Plan

Index

Acknowledgments