Ultimate Sales Tool Kit: The Versatile 15-Piece Skill Set That Every Professional Needs - Hardcover

William Skip Miller

9780814474006: Ultimate Sales Tool Kit: The Versatile 15-Piece Skill Set That Every Professional Needs

Hardcover

ISBN 10: 0814474004 ISBN 13: 9780814474006

Publisher: AMACOM, 2007

Most sales professionals tend to rely on just a few basic strategies. Actually, there are a range of proven techniques that can boost their business: the trick is knowing how and when to use them. This book contains fifteen powerful, effective tools for use in prospecting, educating the client, and closing. From a ‘next-step’ mechanism for identifying the best move to make, to the ‘BuyThink’ process used to help get the buyer involved, the book shows readers how to:

* be prepared
* get buyers to call them back
* ask the right questions quickly to open the door to larger sales
* use all their skills, not just the ones they think they’re good at
* talk effectively to the real decision-makers
* and much more

Each chapter introduces a different tool, giving examples of how to use it, as well as a unique visual exercise to help readers remember it when on a sales call. Packed with ready-to-use techniques, Ultimate Sales Tool Kit provides a potent energy boost for sales professionals eager to improve their bottom lines.

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Book Description:

"Are you still relying on just a few basic strategies to use on your sales calls, leaving it up to chance whether they'll work or not? Every sales call requires a different tactic; it stands to reason that if you don't have the right tool for the right situation, you're not going to be able to get the job done. Would you hire a plumber who only came armed with a hammer?

Ultimate Sales Tool Kit gives you a wide array of fresh new tools you can start using immediately. The book provides helpful examples and unique visual exercises that help you remember how and when to use each one and work them into your routine. Making it easy to flip to exactly what you need, right when you need it, each chapter introduces a different tool, with dynamic and exciting approaches for asking the right questions. You'll learn how to quickly open the door to larger sales, get buyers to call you back, gain access to the real decision-makers, and a whole lot more. Taking you far beyond your usual success patterns, Ultimate Sales Tool Kit doesn't ask you to get rid of what already works for you, but allows you to add to it, with exciting new tools such as:

30-Second Intro -- How do you get a sales call off on the right foot? This tool helps you make sure prospects get interested and start talking with you from the very first moment.

TimeZones -- Buyers purchase to satisfy needs, and time considerations are a critical, deciding element. This tool shows you how to create a sense of urgency with your prospect, and find out what time sensitive issues might be driving their buying decisions.

I-Date -- How can you get a buyer to commit and thus keep your deal from slipping? Learn how to get the prospect to commit to a date...and determine if you have a real sale, or just a maybe.

ValueStar -- What's the key to getting a prospect to find value in what you're selling? Buyers evaluate every solution in their own financial terms. Are you presenting value in their language?

Most sales professionals incorporate a new method into their routine less than once a year -- but when a major sale is on the line, you need to have the right tool at your disposal, and know how to use it. Ultimate Sales Tool Kit arms you with brand new tactics that will energize your performance and bring in more sales than you ever thought possible."

About the Author:

William "Skip" Miller is president of M3 Learning, a sales and management development company, and an instructor for numerous AMA sales management training programs. He is the author of several books, including ProActive Selling and ProActive Sales Management. He lives in Los Gatos, California.

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