Description
Book SynopsisRichard Denny is one of the foremost authorities on sales, management training and personal development. A highly sought-after inspirational speaker, he has been sharing his ideas on success and achievement around the world for over 20 years. He is also the author of Winning New Business, Motivate to Win, Communicate to Win and Succeed for Yourself (all published by Kogan Page). His books have sold over a quarter of a million copies worldwide.
Trade Review"The master of professional salesmanship" * The Times *
Table of Contents
- Chapter - 00: Introduction;
- Chapter - 01: Selling in perspective;
- Chapter - 02: Planning to win;
- Chapter - 03: The vital ingredient;
- Chapter - 04: Finding the time;
- Chapter - 05: Finding the business;
- Chapter - 06: Getting the appointment;
- Chapter - 07: The rules of professional selling;
- Chapter - 08: The sales presentation;
- Chapter - 09: Closing the sale;
- Chapter - 10: The principles of professionalism;
- Chapter - 11: Giving real service;
- Chapter - 12: Handling objections;
- Chapter - 13: Negotiation;
- Chapter - 14: Letter writing;
- Chapter - 15: Body language;
- Chapter - 16: Avoiding the negative;
- Chapter - 17: Don’t quit
