Selling for Dummies

Learn to: - Find, research, and win over potential clients - Create and give winning presentations - Close the sale - Follow up and build strong relationships Get your hands on the most up-to-date selling strategies and techniques If you're brand new to sales or in the trenches and want to win more clients and close more sales, this book has you covered. You'll find out how to make killer sales presentations, use the latest technologies to your advantage, establish goals and plan your time efficiently, and discover that selling is more than a job—it's an art! - Selling 101 — get a grip on how selling is done, why it makes the world go 'round, and which goods or services you should sell to keep your job satisfaction on a high - Don't sell ice cubes to an Eskimo — do your homework before you sell a thing, understand your potential client's psyche, and sell what your product does instead of what it is - Prospect, prospect, prospect — find out how to connect with the people who want what you have, confidently deliver winning presentations, and close the sale - Plant a seed — use social media to follow up (and keep in touch) with clients to grow your business - Ya gotta have faith — stay upbeat when you don't succeed, set goals to stay focused, and give yourself a pat on the back when you deserve it Open the book and find: - The lowdown on the seven-step selling cycle - How to harness technology as a selling tool - Why it's important to get referrals from satisfied clients - The latest info on social media sales approaches - Tips to avoid costly and timely mistakes in sales - The importance of mindfulness and willpower - Ten major selling fails to avoid - Proven strategies for improving your selling

Tom Hopkins is the epitome of sales success. A millionaire by the time he reached the age of 27, he is now chairman of Tom Hopkins International Inc., one of the most prestigious sales-training organizations in the world.

Introduction 1 Part I: Laying a Solid Foundation for Selling 7 Chapter 1: Selling Makes the World Go Around 9 Chapter 2: The Seven-Step Selling Cycle 19 Chapter 3: What to Sell 29 Part II: Doing Your Homework Before You Sell a Thing 47 Chapter 4: Understanding Your Potential Clients 49 Chapter 5: Selling What Your Product Does Instead of What It Is 85 Chapter 6: Technology as a Sales Tool 95 Part III: The Anatomy of a Sale 105 Chapter 7: Connecting with the People Who Need What You Have 107 Chapter 8: Arranging to Meet and Putting Your Clients at Ease 129 Chapter 9: Qualifying Your Way to Success 159 Chapter 10: Delivering Winning Presentations 175 Chapter 11: Addressing Client Concerns 195 Chapter 12: Closing Sales 209 Chapter 13: Getting Referrals from Your Satisfied Clients 233 Part IV: Growing Your Business 247 Chapter 14: Following Up and Keeping in Touch 249 Chapter 15: Using the Internet to Make Sales 267 Chapter 16: Planning Your Time Efficiently 277 Part V: You Can't Win 'Em All: Keeping the Faith in Sales 295 Chapter 17: Staying Upbeat When You Don't Succeed 297 Chapter 18: Setting Goals to Stay Focused 311 Part VI: The Part of Tens 323 Chapter 19: The Ten Biggest Sales Mistakes to Avoid 325 Chapter 20: Ten (Plus One!) Ways to Master the Art of Selling 331 Chapter 21: Ten Alternative Closes 341 Index 347