{"product_id":"the-100-greatest-sales-ideas-of-all-time-9781841121413","title":"The 100 Greatest Sales Ideas of All Time","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eAt last, the secrets of the real sales wizards are revealed in this inspirational book.  Here are 100 failsafe tips, techniques and ideas for driving your sales up and up and smashing your targets.  The ideas are drawn from sales masters from a variety of backgrounds and sectors, providing a heady mix of the best up-to-date and original sales tactics.  \u003cul\u003e\n\u003cli\u003eSeries was previously exclusive to WH Smiths – very successful selling x copies – now available throughout trade and direct channels.\u003c\/li\u003e\n\u003cli\u003ePractical and fun to use – simple and unique format.\u003c\/li\u003e\n\u003cli\u003eGreat advice mixed with a dash of irreverance. \u003c\/li\u003e\n\u003c\/ul\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eBackground.  \u003cp\u003eIntroduction.\u003c\/p\u003e \u003cp\u003eContributors.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eThe Top Two Greatest Sales Ideas of All Time and Five that Make Them Useable, Plus the Start to Selling Value.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIdea 1 – Never interrupt a customer to make a point.\u003c\/p\u003e \u003cp\u003eIdea 2 – Focus on milestones and progress targets.\u003c\/p\u003e \u003cp\u003eIdea 3 – ABC: Always Be Closing.\u003c\/p\u003e \u003cp\u003eIdea 4 – STEP: Signal The End Point.\u003c\/p\u003e \u003cp\u003eIdea 5 – SMART: Stretching, Measurable, Achievable, Related to the customer and Time-targeted.\u003c\/p\u003e \u003cp\u003eIdea 6 – Listen to and learn from other people’s jargon.\u003c\/p\u003e \u003cp\u003eIdea 7 – Understanding the real need.\u003c\/p\u003e \u003cp\u003eIdea 8 – Remember that nobody said life was easy.\u003c\/p\u003e \u003cp\u003eIdea 9 – Start thinking about selling value.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eThe Ten Greatest Sales Ideas for Creating Interest.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIdea 10 – Use surprise to demonstrate technological excellence.\u003c\/p\u003e \u003cp\u003eIdea 11 – Use surprise to get people to read your mailshot.\u003c\/p\u003e \u003cp\u003eIdea 12 – Keep your marketing up to date with real trends.\u003c\/p\u003e \u003cp\u003eIdea 13 – Follow the right fads.\u003c\/p\u003e \u003cp\u003eIdea 14 – Use technological progress in every part of your marketing effort.\u003c\/p\u003e \u003cp\u003eIdea 15 – Make sure new products fit the brand name.\u003c\/p\u003e \u003cp\u003eIdea 16 – Make your friends your customers.\u003c\/p\u003e \u003cp\u003eIdea 17 – The old ones are sometimes the best ones.\u003c\/p\u003e \u003cp\u003eIdea 18 – Use your own money to sell your goods.\u003c\/p\u003e \u003cp\u003eIdea 19 – Use channels.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eThe Ten Greatest Sales Ideas for Establishing Need.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIdea 20 – Avoid a major gaffe.\u003c\/p\u003e \u003cp\u003eIdea 21 – Ask your customers about their business case.\u003c\/p\u003e \u003cp\u003eIdea 22 – Think like a fish.\u003c\/p\u003e \u003cp\u003eIdea 23 – Don’t push if he doesn’t want it.\u003c\/p\u003e \u003cp\u003eIdea 24 – Make the product irrelevant to the sale.\u003c\/p\u003e \u003cp\u003eIdea 25 – Don’t miss the main need.\u003c\/p\u003e \u003cp\u003eIdea 26 – Use endorsements.\u003c\/p\u003e \u003cp\u003eIdea 27 – Make sure you want as well as need the business.\u003c\/p\u003e \u003cp\u003eIdea 28 – Where there is a need there is an opportunity.\u003c\/p\u003e \u003cp\u003eIdea 29 – As a last resort take action to create the need.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eThe Seven Greatest Sales Ideas for Selling Through an Agreed Basis of Decision.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIdea 30 – Break the basis of decision into three points.\u003c\/p\u003e \u003cp\u003eIdea 31 – Use the basis of decision to establish need.\u003c\/p\u003e \u003cp\u003eIdea 32 – Use the basis of decision in making written proposals.\u003c\/p\u003e \u003cp\u003eIdea 33 – Use the basis of decision to handle price objections.\u003c\/p\u003e \u003cp\u003eIdea 34 – Use the basis of decision to discuss wins and losses.\u003c\/p\u003e \u003cp\u003eIdea 35 – Identify real ‘value for money’.\u003c\/p\u003e \u003cp\u003eIdea 36 – Prove that the customer is getting ‘value for money’.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eThe Eight Greatest Sales Ideas for Presenting Your Case.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIdea 37 – Make sure the whole team is talking to customers.\u003c\/p\u003e \u003cp\u003eIdea 38 – Present yourself well.\u003c\/p\u003e \u003cp\u003eIdea 39 – Look at payment from the customer’s point of view.\u003c\/p\u003e \u003cp\u003eIdea 40 – Target the decision-maker.\u003c\/p\u003e \u003cp\u003eIdea 41 – If someone says they are a poor presenter, believe them.\u003c\/p\u003e \u003cp\u003eIdea 42 – Present the numbers in a way that suits the customer.\u003c\/p\u003e \u003cp\u003eIdea 43 – Use the cup of coffee close to present to a committee.\u003c\/p\u003e \u003cp\u003eIdea 44 – Don’t get mugged by politicians.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eThe Five Greatest Sales Ideas for Remembering that There is Always a Way.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIdea 45 – Remember there is always a way (1).\u003c\/p\u003e \u003cp\u003eIdea 46 – Remember there is always a way (2).\u003c\/p\u003e \u003cp\u003eIdea 47 – Remember there is always a way (3).\u003c\/p\u003e \u003cp\u003eIdea 48 – Remember there is always a way (4).\u003c\/p\u003e \u003cp\u003eIdea 49 – Remember there is always a way (5).\u003c\/p\u003e \u003cp\u003eIdea 50 – Remember there is always a way to make a gaffe.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eThe Four Greatest Sales Ideas for Selling in a Small Retail Outlet.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIdea 51 – Treat your customers as what they are – your purpose in life.\u003c\/p\u003e \u003cp\u003eIdea 52 – Count your customers.\u003c\/p\u003e \u003cp\u003eIdea 53 – Diversify carefully.\u003c\/p\u003e \u003cp\u003eIdea 54 – First run a pilot.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eThe Six Greatest Sales Ideas for Dealing with Difficult Products and Markets.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIdea 55 – Use physical attractiveness to sell rubbish.\u003c\/p\u003e \u003cp\u003eIdea 56 – If at first it succeeds, sell it again and again.\u003c\/p\u003e \u003cp\u003eIdea 57 – Obey the rules of supply and demand.\u003c\/p\u003e \u003cp\u003eIdea 58 – Use television to cash in on fear.\u003c\/p\u003e \u003cp\u003eIdea 59 – Look out for different cultures.\u003c\/p\u003e \u003cp\u003eIdea 60 – Don’t make people want their own back.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eThe Seven Greatest Sales Tips for Salespeople.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIdea 61 – Learn to read upside down.\u003c\/p\u003e \u003cp\u003eIdea 62 – Learn to read from the side.\u003c\/p\u003e \u003cp\u003eIdea 63 – Don’t fall for the ‘We’ll book your air ticket’ ploy.\u003c\/p\u003e \u003cp\u003eIdea 64 – Make your customer want to solve your problem.\u003c\/p\u003e \u003cp\u003eIdea 65 – Don’t overplan.\u003c\/p\u003e \u003cp\u003eIdea 66 – People buy from people.\u003c\/p\u003e \u003cp\u003eIdea 67 – ‘It’s about the customer, stupid’.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eThe Six Greatest Sales Ideas for Planning a Complex Sale.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIdea 68 – Get the timing right.\u003c\/p\u003e \u003cp\u003eIdea 69 – Set a stretching campaign goal.\u003c\/p\u003e \u003cp\u003eIdea 70 – Check sales campaign goals with the customer.\u003c\/p\u003e \u003cp\u003eIdea 71 – Use a structured campaign planning process.\u003c\/p\u003e \u003cp\u003eIdea 72 – Go through a structured campaign planning process step-by-step.\u003c\/p\u003e \u003cp\u003eIdea 73 – Drive a campaign plan from an assessment of the customer’s business issues.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eThe Four Greatest Sales Ideas for Qualifying Out Proactively.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIdea 74 – Use a very direct approach by asking a hard question.\u003c\/p\u003e \u003cp\u003eIdea 75 – Ask a logical and serious business question.\u003c\/p\u003e \u003cp\u003eIdea 76 – Ask the prospect to do something.\u003c\/p\u003e \u003cp\u003eIdea 77 – Use the ‘obvious decision’ ploy.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eThe Three Greatest Sales Ideas for Closing the Deal Softly, Softly.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIdea 78 – Use the trial close.\u003c\/p\u003e \u003cp\u003eIdea 79 – Use an alternative close.\u003c\/p\u003e \u003cp\u003eIdea 80 – Use the mouth of babes.\u003c\/p\u003e","brand":"John Wiley and Sons Ltd","offers":[{"title":"Default Title","offer_id":49413348065623,"sku":"9781841121413","price":11.69,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781841121413.jpg?v=1730519842","url":"https:\/\/bookcurl.com\/products\/the-100-greatest-sales-ideas-of-all-time-9781841121413","provider":"Book Curl","version":"1.0","type":"link"}