{"product_id":"coffees-for-closers-9780857089557","title":"Coffees for Closers","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword xvii\u003c\/p\u003e \u003cp\u003ePreface xxi\u003c\/p\u003e \u003cp\u003eAbout the Author xxv\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 Introduction to Sales 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDo Not Listen to Respond, Listen to Learn 4\u003c\/p\u003e \u003cp\u003eAsking Intelligent Questions 4\u003c\/p\u003e \u003cp\u003eMindset 5\u003c\/p\u003e \u003cp\u003eThe Lesson 7\u003c\/p\u003e \u003cp\u003eThe Whale 8\u003c\/p\u003e \u003cp\u003eTenacity 18\u003c\/p\u003e \u003cp\u003eWhy Do People Buy? 25\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 It Is Not Just About the Destination 29\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 Give, and You Shall Gain 37\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Every Second Counts 43\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Preparation 51\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePreparation for a Call 57\u003c\/p\u003e \u003cp\u003eThe A–Z of Success 61\u003c\/p\u003e \u003cp\u003ePrepare for a Meeting 71\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 My Best Sales Lesson Yet 77\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Motivation 91\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eReflect on Past Triumphs 99\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Building Rapport 105\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Rapport? 105\u003c\/p\u003e \u003cp\u003eUsing Keywords 114\u003c\/p\u003e \u003cp\u003eThe Two Golden Rules of Rapport 116\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Who Is Your Ideal Client? 123\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuilding Your Hit List 128\u003c\/p\u003e \u003cp\u003eStrategic Alliances 129\u003c\/p\u003e \u003cp\u003eHow to Be Seen as the Expert in Their Field 132\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 Getting Past the Gatekeepers 139\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eVoice Mails 144\u003c\/p\u003e \u003cp\u003e\u003cb\u003e11 Smart Calling 147\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFunnelling Process 157\u003c\/p\u003e \u003cp\u003e\u003cb\u003e12 Direct Marketing 159\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e13 I Only Have Capacity for Seven Clients 171\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e14 Questioning 183\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTag- On Questions 187\u003c\/p\u003e \u003cp\u003eStatement Question 188\u003c\/p\u003e \u003cp\u003eOpinion Question 188\u003c\/p\u003e \u003cp\u003eReplay Question 188\u003c\/p\u003e \u003cp\u003eClarification Question 189\u003c\/p\u003e \u003cp\u003eFuture Pace Question 189\u003c\/p\u003e \u003cp\u003ePain Questions 190\u003c\/p\u003e \u003cp\u003eBenchmarking Question 191\u003c\/p\u003e \u003cp\u003eDecision- Maker Questions 191\u003c\/p\u003e \u003cp\u003eThought- Provoking Questions 192\u003c\/p\u003e \u003cp\u003eDiscovery Questions 193\u003c\/p\u003e \u003cp\u003eWhy Do We Ask Closed- Ended Questions? 194\u003c\/p\u003e \u003cp\u003e\u003cb\u003e15 Listening 195\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Smart Salesperson Listens to Emotions, Not Facts 195\u003c\/p\u003e \u003cp\u003eLimit the Time You Speak 196\u003c\/p\u003e \u003cp\u003eReflective Listening 196\u003c\/p\u003e \u003cp\u003eTag- On Questions 197\u003c\/p\u003e \u003cp\u003eImproving Active Listening Skills 199\u003c\/p\u003e \u003cp\u003eOpportunity Antenna 201\u003c\/p\u003e \u003cp\u003eListening to What Is ‘Not’ Shared 202\u003c\/p\u003e \u003cp\u003eListen to Learn 206\u003c\/p\u003e \u003cp\u003e\u003cb\u003e16 As Nike Says, ‘Just Do It’ 209\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e17 Conducting a Meeting 213\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e18 Proposals 219\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e19 Selling with NLP 223\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is NLP? 223\u003c\/p\u003e \u003cp\u003eHow People Buy 228\u003c\/p\u003e \u003cp\u003eNLP Epistemology – The Communication Model 229\u003c\/p\u003e \u003cp\u003eInternal Representation 229\u003c\/p\u003e \u003cp\u003eSelling to Visual Learners 233\u003c\/p\u003e \u003cp\u003eSelling to Auditory Learners 234\u003c\/p\u003e \u003cp\u003eSelling to Kinaesthetic Learners 234\u003c\/p\u003e \u003cp\u003eSelling to a Group 235\u003c\/p\u003e \u003cp\u003e\u003cb\u003e20 Handle the Person, Not the Objection 239\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy Do You Think People Object? 240\u003c\/p\u003e \u003cp\u003eWhat Do We Do if the Client Has an Objection? 241\u003c\/p\u003e \u003cp\u003eMarket Is Not Good at the Moment (Property) 242\u003c\/p\u003e \u003cp\u003eBad Experience 243\u003c\/p\u003e \u003cp\u003eNeed to Speak to My Partner 244\u003c\/p\u003e \u003cp\u003eI Am Happy with My Current Supplier 245\u003c\/p\u003e \u003cp\u003eYour Product Is too Expensive 249\u003c\/p\u003e \u003cp\u003eSend Me Information 250\u003c\/p\u003e \u003cp\u003eYour Competitor, Who Is Very Similar to You, Is Cheaper 251\u003c\/p\u003e \u003cp\u003e\u003cb\u003e21 Positive Words and Language 253\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e22 Lead Generation 259\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eLead Generation Ideas If You Work in Recruitment 263\u003c\/p\u003e \u003cp\u003ePipeline 264\u003c\/p\u003e \u003cp\u003e\u003cb\u003e23 Gaining Referrals 267\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e24 FAB Selling 275\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e25 Cross- Selling and Upselling 283\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCreate the Need and Fill It 285\u003c\/p\u003e \u003cp\u003e\u003cb\u003e26 Handling Rejection 289\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e27 Six Components of Success 293\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTalent 294\u003c\/p\u003e \u003cp\u003e\u003cb\u003e28 Negotiations 297\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRule 1 300\u003c\/p\u003e \u003cp\u003eRule 2 302\u003c\/p\u003e \u003cp\u003eRule 3 302\u003c\/p\u003e \u003cp\u003eRule 4 303\u003c\/p\u003e \u003cp\u003eRule 5 304\u003c\/p\u003e \u003cp\u003eRule 6 305\u003c\/p\u003e \u003cp\u003eRule 7 305\u003c\/p\u003e \u003cp\u003eRule 8 306\u003c\/p\u003e \u003cp\u003eRule 9 306\u003c\/p\u003e \u003cp\u003eSell the Difference 307\u003c\/p\u003e \u003cp\u003e\u003cb\u003e29 Time Management 309\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnnecessary Meetings 316\u003c\/p\u003e \u003cp\u003eElephant Tasks 316\u003c\/p\u003e \u003cp\u003e\u003cb\u003e30 Gaining Commitment and Closing 319\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eExamples of Some Closing Techniques 322\u003c\/p\u003e \u003cp\u003e\u003cb\u003e31 Howlers 329\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMy First B2B Sales Job 329\u003c\/p\u003e \u003cp\u003eMy First Field Meeting 330\u003c\/p\u003e \u003cp\u003eCall Centre Selling Gas and Electric 331\u003c\/p\u003e \u003cp\u003eDouble Glazing 336\u003c\/p\u003e \u003cp\u003eDoor- to- Door Sales 338\u003c\/p\u003e \u003cp\u003e\u003cb\u003e32 Conclusion 341\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eComplimentary Resources 343\u003c\/p\u003e \u003cp\u003eTony Morris International 345\u003c\/p\u003e \u003cp\u003eMention of Studies or Research 347\u003c\/p\u003e \u003cp\u003eBook Mentions 349\u003c\/p\u003e \u003cp\u003eReferences 349\u003c\/p\u003e \u003cp\u003eBook Mentions 350\u003c\/p\u003e \u003cp\u003eIndex 351\u003c\/p\u003e","brand":"John Wiley and Sons Ltd","offers":[{"title":"Default Title","offer_id":48866068529495,"sku":"9780857089557","price":17.09,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780857089557.jpg?v=1722276888","url":"https:\/\/bookcurl.com\/products\/coffees-for-closers-9780857089557","provider":"Book Curl","version":"1.0","type":"link"}