Selling to win / Richard Denny.

ISBN:

9780749444341

Title:

Author:

Denny, Richard.

Personal Author:

Denny, Richard.

Edition:

3rd ed.

Publication Information:

London ; Philadelphia : Kogan Page, 2006.

Physical Description:

x, 195 p. ; 22 cm.

Contents:

Contents: Selling in perspective -- Planning to win -- Finding the time -- Finding the business -- Getting the appointment -- The rules of professional selling -- The sales presentation -- Closing the sale -- The principles of professionalism -- Giving real service -- Handling objections -- Negotiation -- Letter writing -- Body language.

Subject Term:

Selling.

Sales management.

Format:

Books

Publication Date:

2006

Publication Information:

London ; Philadelphia : Kogan Page, 2006.

Available:*

Shelf Number	Material Type	Copy	Shelf Location	Status
658.85 DEN	Book	1	Standard shelving location	Searching... Unknown

Bound With These Titles

On Order

Summary

"Fantastic read, the results speak volumes." - Steve Bennett, JUNGLE.COM Selling to Win has established itself as one of the world's best-selling books on selling skills. The power of Denny's simple message has helped many thousands of salespeople become high flyers. In a very direct and accessible style, he shows how to put winning techniques into practice.Updated and revised, this third edition is even more effective, highlighting the important change needed to sell and win business in a more sophisticated and competitive marketplace. It gives practical advice on how to:get a sale when your service is not the cheapest;turn your customer into an ambassador;build a positive attitude;beat the competitionclose a sale.This invaluable book is recogised as one of the most effective and powerful sales-improvement guides ever written.

Author Notes

Richard Denny is one of the UK's foremost authorities on sales and management training. Highly sought after as a speaker at company conventions and conferences throughout the world, he is also the author of Communicate to Win, Motivate to Win, Speak for Yourself and Succeed for Yourself , all published by Kogan Page.

Excerpts

Selling in perspective; Planning to win; Finding the time; Finding the business; Getting the appointment; The rules of professional selling; The sales presentation; Closing the sale; The principles of professionalism; Giving real service; Handling objections; Negotiation; Letter writing; Body language. Excerpted from Selling to Win by Richard Denny All rights reserved by the original copyright owners. Excerpts are provided for display purposes only and may not be reproduced, reprinted or distributed without the written permission of the publisher.

Preface	p. ix
Introduction	p. 1
1 Selling in Perspective	p. 5
2 Planning to Win	p. 16
3 The Vital Ingredient	p. 30
4 Finding the Time	p. 50
5 Finding the Business	p. 57
6 Getting the Appointment	p. 66
7 The Rules of Professional Selling	p. 79
8 The Sales Presentation	p. 105
9 Closing the Sale	p. 113
10 The Principles of Professionalism	p. 124
11 Giving Real Service	p. 142
12 Handling Objections	p. 148
13 Negotiation	p. 162
14 Letter Writing	p. 170
15 Body Language	p. 176
16 Avoiding the Negative	p. 182
17 Don't Quit	p. 188

Available:*

Bound With These Titles

On Order

Summary

Summary

Author Notes

Excerpts

Excerpts

Table of Contents