Successful Selling Solutions

Test, Monitor and Constantly Improve Your Selling Skills

September 2003
More details
  • Publisher
  • Published
    1st September 2003
  • ISBN 9781854182425
  • Language English
  • Pages 272 pp.
  • Size 6.25" x 9.25"

Many books simply list prescribed techniques and leave the reader to interpret them. What makes this book different is that it provides clear, practical advice on every aspect of making a sale, but you'll also find much more: templates, tables, exercises and stimulating ideas to develop your sales techniques and monitor your progress in a particular sale. Each chapter ends with a summary, key points and coaching advice on developing a particular part of the sales cycle.

If you've ever found yourself thinking "How can I be sure to maximize my chances of success?"--this books is for you.

"Innovative and extremely beneficial to our performance both in terms of skill sets but particularly in increasing confidence levels within our teams of sales people."

Andrew Pendrigh, Director - , James McNaughton Group

"One of those rare people in sales....knows what has made him successful and is able to transfer these skills to others."

Andrew Mills, Sales Director - , Applied Optical Technologies

"Julian Clay is a master of the selling process. By coupling powerful questioning techniques with his sales forecasting method we have revolutionised our sales process."

Lawrie Siteman, Managing Director - , IDS Group

Preparation and sales development; Targeting new accounts; Telephone and personal introductions; Turning interest into commitment; Developing a sale correctly; The presentation; The sales proposal; Negotiation; Closing the sale; Managing your accounts and your sales performance; The 10 do's and don'ts of selling.

Julian Clay

Julian Clay has a BSc (Hons) degree in Psychology and Business Studies. He was a top sales performer in Kodak’s Office Imaging division and progressed to become part of its senior management team. He is the author of Successful Selling Solutions, as well as the co-author of The Sales Manager’s Desktop Guide, Sales Strategy for Business Growth and The Mobile Boardroom (Thorogood Publishing).