Secrets of Selling, The

<p>&nbsp;</p> <p>Table of Contents:</p> <p>&nbsp;</p> <p>Introduction: The Secrets of Selling &nbsp;</p> <p>Section 1: Sales meetings and sales proposals</p> <p>&nbsp;1. What to say in sales meetings</p> <p>Preparing for sales meetings</p> <p>The structure of a typical sales meeting&nbsp; </p> <p>Dealing with objections &nbsp;</p> <p>Closing</p> <p>2. How to assess the character of your prospect quickly and accurately</p> <p>How to make these judgements</p> <p>The most common reasons why people misjudge the characters of others</p> <p>3. Using emotion in selling</p> <p>Honesty Charm </p> <p>Using emotion correctly </p> <p>&nbsp;The emotions behind buying decisions</p> <p>4. Body language in sales meetings</p> <p>The importance of body language in selling </p> <p>Persuasive and non-persuasive body language </p> <p>What to look for in others</p> <p>5. How to write proposals</p> <p>The best way to write a proposal</p> <p>The management summary</p> <p>The introduction </p> <p>Your understanding of their requirements </p> <p>Your company’s suitability for the work </p> <p>The proposed way forward </p> <p>The costs </p> <p>Possible next steps</p> <p>6. Writing words that sell</p> <p>The rules for writing good English </p> <p>How to write case studies </p> <p>How to write one page summaries</p> <p>&nbsp;Section 2: How to find new business</p> <p>Choosing your targets </p> <p>The theory behind finding new business</p> <p>Maximising the efficiency of your lead-searching </p> <p>The four main ways to find new business</p> <p>&nbsp;7. Finding new business through mailshots</p> <p>How to get good lists</p> <p>The message in your mailshot </p> <p>Knowing how many to send </p> <p>E-mailshotting </p> <p>Measuring the success of mailshots </p> <p>The mailshot idea that usually fails </p> <p>Running newsletters</p> <p>8. Finding new business through seminars</p> <p>Attending other people’s seminars </p> <p>Speed networking events </p> <p>Running your own seminars </p> <p>Alternatives to full blown seminars </p> <p>Following up after seminars</p> <p>9. How to use the telephone to make appointments</p> <p>The secret to successfully selling on the phone </p> <p>The four possible responses to your call </p> <p>The words you should use </p> <p>Getting past gatekeepers </p> <p>Common issues when phoning</p> <p>10. Finding new business through partners</p> <p>The three types of partner </p> <p>How to make your partnerships effective </p> <p>How to choose the right partners for you </p> <p>How to spot the partners you should avoid </p> <p>Keeping your partnerships healthy</p> <p>&nbsp;Section 3: Becoming a complete salesperson</p> <p>11. How to brand and advertise your company effectively</p> <p>How to create a brand </p> <p>Colours and branding </p> <p>Advertising </p> <p>How to choose a tagline </p> <p>How to place your adverts </p> <p>Dealing with advertising agencies</p> <p>12. Presentations, away days and exhibitions</p> <p>The best way to present</p> <p>Things to remember when you are preparing to present </p> <p>Things to remember when you are presenting </p> <p>How the size of the audience affects your presentation</p> <p>Client away days </p> <p>Manning an exhibition stand </p> <p>Following it all up</p> <p>13.&nbsp; Getting the most from the media</p> <p>Getting articles into the press </p> <p>Finding journalists and publications that specialise in your area </p> <p>Press releases </p> <p>Other ways of contacting the press </p> <p>Doing media interviews </p> <p>Dealing with adverse publicity </p> <p>PR agencies</p> <p>Professional associations</p> <p>14. Tips on beating the competition</p> <p>What buyers are looking for </p> <p>Avoiding the biggest waste of a salesperson’s time </p> <p>Four general rules for competitive situations </p> <p>Dealing with specific types of competition&nbsp; </p> <p>Timing your visits when you are part of a formal bid process </p> <p>The waiting room</p> <p>15. Tips </p>