{"product_id":"brilliant-selling-9781292139012","title":"Brilliant Selling","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cstrong\u003eJeremy Cassell \u003c\/strong\u003ehas worked as a freelance trainer for 12 years. Before that he was National Training Manager for L'Oreal and National Sales Training Manager for Walker's, part of Pepsi. Before entering the business world, he gained experience in teaching English and history. He has worked as a TEFL teacher and is an NLP Master Practitioner and trainer.\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003eTom Bird'\u003c\/strong\u003es business career stretches over 20 years and spans sales and sales management as well as personal development and performance improvement. He is a director of RTP and has been involved professionally in developing people to realise more of their potential since 2000. To supplement his business experience Tom qualified as a Master Practitioner of NLP (the study of modelling success) and achieved a Post Graduate Diploma in Coaching and Development.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e‘Brilliant Selling can make a positive difference to salespeople, sales managers and of course the performance of organisations.'  \u003cbr\u003e  \u003cstrong\u003ePhilip Jansen - CEO, BT\u003c\/strong\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cstrong\u003eTable of Contents\u003c\/strong\u003e\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003ePart 1 – You\u003c\/strong\u003e\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e1. \u003c\/strong\u003eThe personality of a salesperson\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e2. \u003c\/strong\u003eHow beliefs and values impact sales success\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e3. \u003c\/strong\u003ePerformance and selling\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e4. \u003c\/strong\u003eContinually improve through self coaching\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003ePart 2 – Process and planning\u003c\/strong\u003e\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e5. \u003c\/strong\u003eThe sales process as a tool for improvement\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e6. \u003c\/strong\u003eMaking the most of your time\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e7. \u003c\/strong\u003ePlanning for success\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e8. \u003c\/strong\u003eSetting the right goals\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e9. \u003c\/strong\u003eManaging sales information\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003ePart 3 – Your power to influence\u003c\/strong\u003e\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e10. \u003c\/strong\u003eCredibility and rapport – the foundations of effective influencing\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e11. \u003c\/strong\u003eManaging your state – being confident whenever you want\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e12. \u003c\/strong\u003eAsking the right questions\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e13. \u003c\/strong\u003eListening and learning\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e14. \u003c\/strong\u003eNegotiating collaboratively\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003ePart 4 – Understanding buyers and prospects\u003c\/strong\u003e\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e15. \u003c\/strong\u003eHow do you sell?\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e16. \u003c\/strong\u003eThe modern buyer\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e17. \u003c\/strong\u003eProspecting with purpose\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e18. \u003c\/strong\u003eInitial meeting(s) with prospect\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e19. \u003c\/strong\u003eIdentifying what the prospect wants and needs\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003ePart 5 – Presenting solutions\u003c\/strong\u003e\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e20. \u003c\/strong\u003eAppealing to the customer\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e21. \u003c\/strong\u003eWriting great sales proposals\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e22. \u003c\/strong\u003ePreparing winning pitches\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e23. \u003c\/strong\u003ePersuasive delivery\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e24. \u003c\/strong\u003eMaking the most of objections\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e25. \u003c\/strong\u003eClosing and commitment\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003ePart 6 – Developing customers\u003c\/strong\u003e\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e26. \u003c\/strong\u003eThe value of a customer\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e27. \u003c\/strong\u003eManaging the ‘relationship’\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003e28. \u003c\/strong\u003eYour priorities in managing customers\u003c\/p\u003e","brand":"Pearson Education","offers":[{"title":"Default Title","offer_id":51019585093975,"sku":"9781292139012","price":999.99,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781292139012.jpg?v=1750780702","url":"https:\/\/bookcurl.com\/products\/brilliant-selling-9781292139012","provider":"Book Curl","version":"1.0","type":"link"}