51 Sales Tips - Look Inside
Interested in taking a look and knowing what you can find in this book?
In that case, it's my pleasure to list the content of the 9 chapters, hoping that you find several topics that can help you survive and excel in the world of sales.
PROLOGUE
CHAPTER 1: ON SELLING
Tip nº 1. Ten Sales Tips that weren’t Sales Tips
Tip nº 2. The Way of Excellence to Succeed Selling
Tip nº 3. The Trust in Sales
Tip nº 4. The Client is still the King
Tip nº 5. The Art and Science of Selling
Tip nº 6. The Importance of Knowing the Needs of your Clients
Tip nº 7. The “Secret” of Selling without Selling
CHAPTER 2: ON SALESPEOPLE
Tip nº 8. Logos, Pathos and Ethos
Tip nº 9. Some Mistakes of the Salespeople
Tip nº 10. Essential Skills of the Salespeople
Tip nº 11. The New Seller’s Perspective
CHAPTER 3: ON LISTENING AND ASKING
Tip nº 12. Listen to your Client
Tip nº 13. The Active Listening
Tip nº 14. Smart Questions
Tip nº 15. On Types of Questions
Tip nº 16. Try it, Ask your Clients
Tip nº 17. Try it, Ask your Clients (II)
Tip nº 18. Do not Argue with your Clients
Tip nº 19. The Non-verbal Communication
CHAPTER 4: ON THE COMPETITORS
Tip nº 20. Avoid Competing only for Price
Tip nº 21. Keys to Differentiate from the Competition
Tip nº 22. Keys to Differentiate from the Competition (II)
Tip nº 23. Competitive Benefits and Advantages
Tip nº 24. Customer Service as a Competitive Advantage
CHAPTER 5: ON THE PRICE
Tip nº 25. How to Sell More without Lowering the Price
Tip nº 26. The Price Objection
Tip nº 27. The Best Strategy to Price Objection
Tip nº 28. Tips and Ideas for Overcoming Price Objections (I)
Tip nº 29. Tips and Ideas for Overcoming Price Objections (II)
Tip nº 30. Beyond the Price (I)
Tip nº 31. Beyond the Price (II)
Tip nº 32. Beyond the Price (III)
Tip nº 33. Beyond the Price (IV)
CHAPTER 6: ABOUT THE CUSTOMER EXPERIENCE
Tip nº 34. About the Customer Experience
Tip nº 35. The Customer Experience (II) - the Perceived Value
Tip nº 36. The Customer Experience (III) - the Influence on the Brand
Tip nº 37. The Customer Experience (IV) - The Loyalty
Tip nº 38. Customer Experience Tools
Tip nº 39. The Prospect Experience
CHAPTER 7: ON PROSPECTING
Tip nº 40. Generating New Opportunities - Prospecting
Tip nº 41. Searching for Potential Clients
Tip nº 42. Importance of Opportunity and Prospect Qualification
Tip nº 43. Prospect Qualification – BANT Method
Tip nº 44. Beyond BANT
Tip nº 45. Initial Keys in the particular case of RFQ/RFP
CHAPTER 8: ON THE SALES PROCESS
Tip nº 46. The Sales Process
Tip nº 47. The Previous Preparation
Tip nº 48. Development of the Proposal
Tip nº 49. On the Objections
Tip nº 50. Keys to Remember in Any Negotiation
Tip nº 51. Considerations on the Closing
CHAPTER 9: THE VISIT OF CR
Author’s Note
This is the second book in the "Salesman’s Thoughts" series, a series of sales books - independent but complementary - about fundamental and timeless concepts that will help you sell more and understand the keys to succeed selling.
Reader Reviews (from the original edition - Amazon ES - that reached #1 in "Sales" category):
"Fantastic and essential. An essential reading to understand the complicated world of sales. Recommended whether you are a salesperson or not."
"A practical book to reflect on and deepen the sale, very well structured in commercial pills. People-based selling: relationship, trust and value."
"A highly recommended book. I already read the first book of this author and I found it excellent; he has kept up the level in this second book, succeeding in gathering a lot of quality information in 51 tips. "
"I am a regular reader of sales books and I have to say that I especially liked this one for its ease of reading. Impossible to choose just one chapter because all help and relate to each other."
Discover the fundamental principles for selling more and succeed selling:
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