驾弩营销MASTERS OF SALES
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作者： Ivan R. Misner著
出 版 社： Oversea Publishing House
出版时间： 2007-1-1字数：版次： 1页数： 301印刷时间： 2007/08/01开本：印次： 1纸张： 胶版纸I S B N ： 9781599181295包装： 平装编辑推荐
作者简介：
Ivan R.Misner,Ph.D.,is founder and CEO of Business Network International,the largest business networking organization in the world, and author of sevenbooks, including three bestsellers: World's Best Known Marketing Secret,Masters of Networking and Masters of Success.
内容简介
The magic word. The holy grail.
Why are some salespeople remarkably successful, while others make call after call with no results? How do some turn any no into a yes, while others can't even get their foot in the door?
For the first time, more than 80 of the most successful salespeople in the world have come together to reveal their secrets to success. You'll learn what makes these outstanding sellers true masters of their craft-and how you can adapt the masters' tactics for your own.
Learn Martha Stewart's secrets to promoting yourself as an expert.
Discover the 11 key questions to ask from Harvey McKay.
Get Anthony Parinello's advice on selling to CEOs.
Be trained in guerrilla tactics for direct selling from Jay Conrad Levinson.
Find out Brian Tracy's secrets on the psychology of selling.
Bursting with valuable advice from Jack Canfield, Anthony Robbins, Keith Ferrazzi, Tom Hopkins, Al Lautenslager and more than 70 other masters of the art of selling, this exclusive compilation of the best sales strategies ever known puts you on the fast track to sales success.
目录
Acknowledgments
Preface
CHAPTER ONE THE MASTER OF SALES ATTITUDE: ALIGNING YOUR INNER SELF WITH YOUR OUTSIDE PERSONAL IMAGE
Direct Selling by Jay Conrad Levinson and A1 Lautenslager...
Developing Habits of a Master of Sales by Hazel M. Walker
Selling 101: What Every Successful Sales Professional Needs to Know by Zig Ziglar
The Abundant Sales Person by Kimberly George
Social Capital + Quality Capital= Selling More! by Myron Waldman
The Art of Monumental Sales by Ron and Joanna Stark
Mastering the Mind-Set by Debbra Sweet
Persistence Pays Offi. by Janet Attwood
The Ocean of Sales by Linda McCarthy
CHAPTER TWO SELLING GOALS VS. LIFE GOALS: (PSSST... THEY'RE RELATED!)
Set and Achieve All Your Sales Goals by Brian Tracy
From Mickey Mouse to Cruise Ships by Julien Sharp
Million Dollar Sales Goal: Help Enough People by Ed Craine ..
Setting the Stage for Sales Success by Dawn S. Pastores
Creating a Compelling Future by Anthony Robbins
It's in the BHAG by Krystle Edwards and Barbara Knackstedt.
Practice the Rule of 5 by Jack Canfield
CHAPTER THREE GETTING CLIENTS: PROSPECTING THE OLD WAY TO TIlE NEW
Cold Calling Is... Well, COLD/by Shelli Howlett
Mastering Telephone Terror by Wendy Weiss
Getting from Zero to Sales Hero by Don Mastrangelo
A World-Class Funnyman Says:"Persist and Set High Expectations" by Trey McAlister
The Shortest Sales Pitch by Sherry Steiman
Teaching Your Customers How to Replace Themselves by Sue Henry
Giving Really Does Lead to Receiving by Bob Burg
Constant Connections by Stephanie O'Hara and Tom Gosche.
Promote Yourself as an Expert by Martha Stewart
CHAPTER FOUR SPEAK TO BE HEARD, AND HEAR TO KNOW HOW TO SPEAK
Supernatural Sellers by Susan RoAne
Selling Is Easy with Cousins by Harvey Branman
Earning the Right to be Heard by Stuart Mitchell..
Ask the Right Questions and Win the Sale by Darrell Ross
Sell Naked/Telling Isn't Selling by Sandy Donovan.
Your Body Speaks Volumes...What's It Saying? by Anne Warfield
Do Ya Wanna Buy? by Don Morgan
CHAPTER FIVE RELATING TO YOUR CORPORATE CLIENTS
CHAPTER SIX THE BUYER'S PERSPECTIVE
CHAPTER SEVEN SALES SYSTEMS
CHAPTER EIGHT THE VIRTUAL SALESPERSON:ONLINE SELLING TECHNOLOGIES
CHAPTER NINE HANDLING OBJECTIONS
CHAPTER TEN RELATIONSHIP SELLING:ALL THE RAGE OR JUST A FAD?
CHAPTER ELEVEN CLOSING THE CUSTOMER:IT'S IN THE WOW FACTOR
CONCLUSION
INDEX
