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You can sell anything you want and targets are always achievable – Brilliant Selling will show you how. Whether you’re new to selling or want to take yourself to the next level, this bestelling, and definitive guide will show you how to instantly improve your sales performance. The full text downloaded to your computer With eBooks you can: search for key concepts, words and phrases make highlights and notes as you study share your notes with friends eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps. Upon purchase, you will receive via email the code and instructions on how to access this product. Time limit The eBooks products do not have an expiry date. You will continue to access your digital ebook products whilst you have your Bookshelf installed.

Brilliant Selling

• Title page


• Contents


• Dedication


• About the authors


• Introduction to the second edition


• How this book works


• Part 1 You


• 1 The personality of a salesperson


• 2 How beliefs and values impact sales success


• 3 Your personal 'brand'


• 4 Performance and selling


• 5 Continually improving through self-coaching


• Part 2 Process and planning


• 6 The sales process as a tool for improvement


• 7 Making the most of your time


• 8 Planning for success


• 9 Setting the right goals


• 10 Managing sales information


• Part 3 Your power to influence


• 11 The C3 model - the foundations of effective influencing


• 12 Asking the right questions


• 13 Listening and learning


• 14 Negotiating collaboratively


• Part 4 Understanding buyers and prospects


• 15 How do you sell?


• 16 The modern buyer


• 17 Prospecting with purpose


• 18 Initial meeting(s) with the prospect


• 19 Identifying what the prospect wants and needs


• Part 5 Presenting solutions


• 20 Appealing to the customer


• 21 Writing great sales proposals


• 22 Preparing winning pitches


• 23 Persuasive delivery


• 24 Making the most of objections


• 25 Closing and commitment


• Part 6 Developing customers


• 26 The value of a customer


• 27 Managing the relationship


• 28 Your priorities in managing customers


• Summary - your brilliant future


• What did you think of this book?


• Index


• Endorsements


• Advertisements


• Imprint