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　　分類: 图书,进口原版书,经管与理财 Business & Investing ,

作者： Bill Brooks著

出 版 社： Oversea Publishing House

出版时间： 2005-10-1字数：版次： 1页数： 206印刷时间： 2005/10/01开本： 32开印次： 1纸张： 胶版纸I S B N ： 9780071462013包装： 平装内容简介

How do you get an appointment with a prospect who doesn't accept sales calls? When is the best time to make a presentation? What's the smartest way to handle price objections? Top salespeople solve these problems by relying on specific words and concepts that are persuasive and convincing to customers. Perfect Phrases for the Sales Call puts an arsenal of this dynamic, persuasive language at your disposal.

You'll discover the right phrase to use when prospecting, seeking appointments, meeting customers, making presentations, proving your claims, creating value and much more. This handy reference provides winning phrases for each stage of the sales process, showing the right words you need to:

Get past gatekeepers and sell to the decision makers

Present your product or service in the best light

Handle objections, stalling, and other delaying tactics

Build trust and cultivate relationships

目录

Preface

Part One.The Basics of Selling in the 21st Century

Chapter 1. The Realities of 21st-Century Selling

1. The Secret to Selling Is Never in the Selling

2. To Sell Successfully, You Must Be in Front of a Qualified Prospect

3. You Must Position Yourself Correctly

4. There Is Less Margin for Error

5. Prospects Must Believe You Have SomethingImportant to Say

6. Being Trusted Is More ImportantThan Being Liked

7. Prospects Are Busy

8. Prospects Will Buy to Solve their Problems, Not Yours

9. Prospects Will Try to Make Your Product or Service a Commodity

10. Prospects Will Want the Price Before You Want to Give It

11. Establish the Value or It's All About Price

12. Relationships Have Changed

Understanding the Realities

Six Truths of Selling

Chapter 2. The Nine Sales You Must Make First

1. If You're Not Sold, No One Else Will Be Either

2. If You Have No Prospects, You Will Fail

3. Being Trusted Is More Essential Than Being Liked

4. The Sale Is All in the Questions

5. Selling Is About Providing Solutions

6. You Can Minimize Stalls, Objections, and Delaying Strategies

7. Closing Is Not Just Using Closes

8. Promise a Lot--and Deliver Even More

9. You Must Master Special Situations

Chapter 3. Your Direct Value Statement

Sample Direct Value Statements

Using the Direct Value Statements

Part Two.Scenarios for the Xix Steps of the Sale

Chapter 4. Step 1. Investigate

Defeat Negative Self-Talk

Step 1. Investigate: Prospecting, Positioning, and Pre-Call Planning

Appointment-Setting Scenarios

You Are Calling for an Appointment after Meeting Your Prospect at an Event

……

 

 

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