The Power of Selling, 2010a

More documents

Recommendations

Info

18. [10] Kelley Robertson, “How to Create a Powerful Sales Presentation,” About.com,http://sbinfocanada.about.com/od/salesselling/a/presentationkr.htm (accessed January 4, 2010). 19. [11] Kelley Robertson, “How to Create a Powerful Sales Presentation,” About.com,http://sbinfocanada.about.com/od/salesselling/a/presentationkr.htm (accessed January 4, 2010). 20. [12] Doug Dvorak, “How Trial Closing and Closing Techniques Can Save You Time and Help You Make More Sales,” EzineArticles, http://ezinearticles.com/?How-Trial-Closing-and-Closing-Techniques-Can- Save-You-Time-and-Help- You-to-Make-More-Sales&id=1019686(accessed May 16, 2010). 21. [13] Jim Holden, The Selling Fox (Hoboken, NJ: John Wiley and Sons, Inc., 2002), 25. 22. [14] Tom Hopkins, “Giving Champion Presentations,” Entrepreneur, February 7, 2005,http://www.entrepreneur.com/sales/presentations/article75918.html#ixzz0LqUNOCM3(accessed May 16, 2010). 23. [15] Edward Lowe Foundation, “How to Write a Sales Proposal,” eSmallOffice, 2008,http://www.esmalloffice.com/SBR_template.cfm?DocNumber=PL12_4000.htm (accessed May 16, 2010). 24. [16] Edward Lowe Foundation, “How to Write a Sales Proposal,” eSmallOffice, 2008,http://www.esmalloffice.com/SBR_template.cfm?DocNumber=PL12_4000.htm (accessed May 16, 2010). 25. [17] Kimberly Kayler, “Send Me a Proposal! Proposals Are Often a Downfall of the Sales Cycle,” AllBusiness, August 1, 2005,http://www.AllBusiness.com/manufacturing/nonmetallic-mineral-productmanufacturing/521322-1.html (accessed May 16, 2010). 26. [18] Edward Lowe Foundation, “How to Write a Sales Proposal,” eSmallOffice, 2008,http://www.esmalloffice.com/SBR_template.cfm?DocNumber=PL12_4000.htm (accessed May 16, 2010). 27. [19] Kimberly Kayler, “Send Me a Proposal! Proposals Are Often a Downfall of the Sales Cycle,” Concrete Construction, August 1, 2005, AllBusiness,http://www.AllBusiness.com/manufacturing/nonmetallicmineral-product-manufacturing/521322-1.html (accessed May 16, 2010). Saylor URL: http://www.saylor.org/books Saylor.org 497
28. [20] Glenn Wheaton, “Request for Proposal,” Epiq Technologies, November 20, 2008,http://www.epiqtech.com/request-for-proposal-rfp.htm (accessed May 16, 2010). 29. [21] Kimberly Kayler, “Send Me a Proposal! Proposals Are Often a Downfall of the Sales Cycle,” Concrete Construction, August 1, 2005, AllBusiness,http://www.AllBusiness.com/manufacturing/nonmetallicmineral-product-manufacturing/521322-1.html (accessed May 16, 2010). 30. [22] Kimberly Kayler, “Send Me a Proposal! Proposals Are Often a Downfall of the Sales Cycle,” Concrete Construction, August 1, 2005, AllBusiness,http://www.AllBusiness.com/manufacturing/nonmetallicmineral-product-manufacturing/521322-1.html (accessed May 16, 2010). 31. [23] Adapted from Cheryl Smith, “Writing Killer Proposals,” Edward Lowe Foundation, “How to Write a Sales Proposal,” eSmallOffice, 2008,http://www.esmalloffice.com/SBR_template.cfm?DocNumber=PL12_4000.htm (accessed May 16, 2010). 32. [24] “Testimonials,” Chico Real Estate, Inc.,http://www.chicorealestate.net/Testimonials.aspx (accessed May 16, 2010). Saylor URL: http://www.saylor.org/books Saylor.org 498
Page 2 and 3:
This text was adapted by The Saylor
Page 4 and 5:
helping you learn and succeed. In f
Page 6 and 7:
Sales professionals (left to right)
Page 8 and 9:
Andrew Sykes, Pharmaceutical Sales
Page 10 and 11:
Chapter 1 The Power to Get What You
Page 12 and 13:
Pearson-Bernard, the president and
Page 14 and 15:
Mac and fries, and you always know
Page 16 and 17:
Personal selling is a powerful part
Page 18 and 19:
But the bigger story is the fact th
Page 20 and 21:
understand the power of collaborati
Page 22 and 23:
departments, according to Dennis J.
Page 24 and 25:
At times, however, sales and market
Page 26 and 27:
6. [4] Bureau of Economic Analysis,
Page 28 and 29:
Chapter 6 "Why and How People Buy:
Page 30 and 31:
Resource Description information. J
Page 32 and 33:
Choosing a career direction and wri
Page 34 and 35:
managed your costs and time. Every
Page 36 and 37:
Now that you have read this chapter
Page 38 and 39:
2. Write your personal mission stat
Page 40 and 41:
garage in 1976. Jobs said, “I was
Page 42 and 43:
Contrary to popular belief, speakin
Page 44 and 45:
evealed that boomers are more likel
Page 46 and 47:
many can put it all together.” [2
Page 48 and 49:
phone?” No techno-talk, no slick
Page 50 and 51:
A good salesperson does more than s
Page 52 and 53:
18. [13] Margaret Norton, “Is the
Page 54 and 55:
Toshiba to manufacture laptop compu
Page 56 and 57:
Types of B2B and B2C Selling When y
Page 58 and 59:
outside salesperson. Inside salespe
Page 60 and 61:
Title Description Industries manage
Page 62 and 63:
Selling Power Magazine “50 Best C
Page 64 and 65:
You’ve now seen how B2B, B2C, and
Page 66 and 67:
want to focus on making a contribut
Page 68 and 69:
14. [7] Justin Sorkin, “AT&T Urgi
Page 70 and 71:
lasting impression. If you think yo
Page 72 and 73:
Figure 2.8 Standard Résumé Incorp
Page 74 and 75:
Now, it’s time to put your brand
Page 76 and 77:
Step 4: Write Your Bullet Points On
Page 78 and 79:
Consider the difference between the
Page 80 and 81:
1. First paragraph. Introduction an
Page 82 and 83:
Step 3: Write Your Cover Letter Wit
Page 84 and 85:
Saylor URL: http://www.saylor.org/b
Page 86 and 87:
KEY TAKEAWAYS Your résumé and co
Page 88 and 89:
Now it’s time to put what you’v
Page 90 and 91:
The Power of Building Relationships
Page 92 and 93:
ather than what you want to sell he
Page 94 and 95:
single man could and should be nurt
Page 96 and 97:
For example, many companies offer l
Page 98 and 99:
Trust Me “The check is in the mai
Page 100 and 101:
No one likes to deliver bad news. B
Page 102 and 103:
according to Tim Conner, sales trai
Page 104 and 105:
irthday celebration went, or even j
Page 106 and 107:
A solid relationship is essential,
Page 108 and 109:
29. [24] Tom Reilly, “Relationshi
Page 110 and 111:
than your friends? Do you speak to
Page 112 and 113:
opinions in their decision making.
Page 114 and 115:
Expressives are creative and can se
Page 116 and 117:
thanks.” It’s important to note
Page 118 and 119:
16. [13] Barton A. Weitz, Stephen B
Page 120 and 121:
providing an excellent method to ne
Page 122 and 123:
Jon: Have you talked to anyone at U
Page 124 and 125:
down an otherwise promising job can
Page 126 and 127:
Search the social networking job bo
Page 128 and 129:
7. [3] Meredith Levinson, “How to
Page 130 and 131:
Role: Pharmaceutical sales manager
Page 132 and 133:
7. Be professional; focus on facts
Page 134 and 135:
eliefs and moral conduct. [6] Your
Page 136 and 137:
marketing at the University of Notr
Page 138 and 139:
Ethical Dilemmas in Business Not al
Page 140 and 141:
just like personal ethics, mean doi
Page 142 and 143:
attached. You might miss the opport
Page 144 and 145:
Religion Values provide your person
Page 146 and 147:
You learned about creating your per
Page 148 and 149:
These ten things are the principles
Page 150 and 151:
Ludwig, author ofPower Selling, exp
Page 152 and 153:
At some point in your selling caree
Page 154 and 155:
o o Simon Cowell Angelina Jolie 4.
Page 156 and 157:
21. [19] Julie Creswell and Landon
Page 158 and 159:
44. [42] FedEx, “Company Informat
Page 160 and 161:
Conduct, for example, explains when
Page 162 and 163:
Family interests create a conflict
Page 164 and 165:
documents related to that fact, led
Page 166 and 167:
come face-to-face with these differ
Page 168 and 169:
9. [3] Starbucks, Business Ethics a
Page 170 and 171:
Selling Yourself versus Stretching
Page 172 and 173:
You: Well, I’ve been trying to ge
Page 174 and 175:
Figure 4.4Sample References Letters
Page 176 and 177:
Now that you have read this chapter
Page 178 and 179:
2. What influences your values? Mak
Page 180 and 181:
has often been referred to as a sof
Page 182 and 183:
The same thing can happen in a sell
Page 184 and 185:
Figure 5.3 Letter of Apology from J
Page 186 and 187:
you receive the check. Specificity
Page 188 and 189:
Take notes. While it may seem like
Page 190 and 191:
Figure 5.4 The Impact of Intonation
Page 192 and 193:
Touch Space or proximity Dress Mul
Page 194 and 195:
Touch neck: insecurity Crossed legs
Page 196 and 197:
extra time to review before you sen
Page 198 and 199:
EXERCISES 1. Choose an advertisemen
Page 200 and 201:
22. [13] Patricia M. Buhler, “Man
Page 202 and 203:
and established practices aren’t
Page 204 and 205:
Etiquette Tips for Conversations, M
Page 206 and 207:
The purpose of a business breakfast
Page 208 and 209:
Now, we’re seeing a bit of a reve
Page 210 and 211:
Don’t leave a long, rambling voic
Page 212 and 213:
Proper etiquette is a necessity in
Page 214 and 215:
10. [4] Kim Richmond, “Poll: Entr
Page 216 and 217:
31. [25] Patrick Welsh, “Txting A
Page 218 and 219:
An informational interview is exact
Page 220 and 221:
Informational interviews are usuall
Page 222 and 223:
Bring extra copies of your résumé
Page 224 and 225:
Your interviewee will most likely s
Page 226 and 227:
13. [8] “Informational Interviewi
Page 228 and 229:
You are meeting with a potential cu
Page 230 and 231:
and is best used for communicating
Page 232 and 233:
The science of consumer behavior de
Page 234 and 235:
what anyone did for a living, or if
Page 236 and 237:
Although recovery will be going on
Page 238 and 239:
to retailers such as Foot Locker, w
Page 240 and 241:
and your decisions don’t put you
Page 242 and 243:
Figure 6.7 Comparison of B2C and B2
Page 244 and 245:
technology will not only be expensi
Page 246 and 247:
The September 2009 issue of Vanity
Page 248 and 249:
An individual such as a buyer, purc
Page 250 and 251:
Content,http://www.associatedconten
Page 252 and 253:
The Traditional View of the Seven S
Page 254 and 255:
6. Evaluating proposals. After the
Page 256 and 257:
world to solve the problem. This is
Page 258 and 259:
Norm Brodsky is the owner of an arc
Page 260 and 261:
Traditional Seven Steps of Selling
Page 262 and 263:
Figure 6.10 Nutritional Information
Page 264 and 265:
Source:http://www.thedailyplate.com
Page 266 and 267:
Table 6.3 FAB in Action Product Fea
Page 268 and 269:
The traditional B2B buying process
Page 270 and 271:
15. [10] Bryan Eisenberg, “Buying
Page 272 and 273:
40. [36] Bryan Eisenberg, “Want T
Page 274 and 275:
Brand Positioning Point Feature Adv
Page 276 and 277:
Choose a few work samples. Select s
Page 278 and 279:
A word of caution: Your professiona
Page 280 and 281:
6. [2] “Job Search: Back Up Your
Page 282 and 283:
You are a salesperson for an advert
Page 284 and 285:
Chapter 7 Prospecting and Qualifyin
Page 286 and 287:
Saylor URL: http://www.saylor.org/b
Page 288 and 289:
If you’re satisfied with his resp
Page 290 and 291:
happens if the customer is not inte
Page 292 and 293:
and prospecting for new customers.
Page 294 and 295:
16. [13] Dave Dolak, “Sales and P
Page 296 and 297:
good fit. Sometimes you aren’t ac
Page 298 and 299:
1. Describe the ideal customer for
Page 300 and 301:
It costs five times more to attract
Page 302 and 303:
If you’re a member of the America
Page 304 and 305:
Forget Google for a minute. It migh
Page 306 and 307:
Database or Directory Good source f
Page 308 and 309:
Page 310 and 311:
Page 312 and 313:
Page 314 and 315:
Business journals such as the Phila
Page 316 and 317:
As a salesperson, you can use trade
Page 318 and 319:
isn’t a qualified prospect. For t
Page 320 and 321:
egin prospecting for another lead a
Page 322 and 323:
latest Google search results based
Page 324 and 325:
KEY TAKEAWAYS Prospecting takes c
Page 326 and 327:
21. [15] Paige Palmateer, “Inaugu
Page 328 and 329:
employment agencies. This is a fair
Page 330 and 331:
you might or might not find later o
Page 332 and 333:
Local business journals, like the P
Page 334 and 335:
Business Directories and Databases
Page 336 and 337:
sites to gather stats. Publicly hel
Page 338 and 339:
3. When a customer says, “It’s
Page 340 and 341:
9. There are several business journ
Page 342 and 343:
service in order to make a decision
Page 344 and 345:
Listing your goals in writing befor
Page 346 and 347:
Sporting Goods, Dick’s Sporting G
Page 348 and 349:
presentation. For instance, you mig
Page 350 and 351:
the company also has a communicatio
Page 352 and 353:
companies or people he has worked w
Page 354 and 355:
13. [7] Marcel Sim, “Leveraging Y
Page 356 and 357:
play MP3s, store a day planner, sur
Page 358 and 359:
for instance—can often be a surpr
Page 360 and 361:
question early on in the sales call
Page 362 and 363:
8. [2] Mark Anthony, “The Psychol
Page 364 and 365:
According to Gary Duncan, principal
Page 366 and 367:
SMART objectives give you the power
Page 368 and 369:
3. Assume you are a financial advis
Page 370 and 371:
order. For example, Szaky knows tha
Page 372 and 373:
2. Assume you are the director of d
Page 374 and 375:
tool, in combination with five othe
Page 376 and 377:
on your part. If one of your target
Page 378 and 379:
SMEI http://smei.associationcareern
Page 380 and 381:
Internships and professional organi
Page 382 and 383:
Use networking sites like LinkedIn
Page 384 and 385:
You can determine SMART precall obj
Page 386 and 387:
TEST YOUR POWER KNOWLEDGE ANSWERS 1
Page 388 and 389:
The Approach: The Power of Connecti
Page 390 and 391:
Communication Customization Collab
Page 392 and 393:
taste in shoes. As long as the appr
Page 394 and 395:
you will read more about the dos an
Page 396 and 397:
included fifteen-second audio spots
Page 398 and 399:
7. [4] Brian Johnson’s Philosophe
Page 400 and 401:
9.2 How to Start Off on the Right F
Page 402 and 403:
Approaching by Telephone Establishi
Page 404 and 405:
uilding up your wardrobe so that yo
Page 406 and 407:
prospect’s name in the heading an
Page 408 and 409:
new contacts: “I thought you migh
Page 410 and 411:
stop by on Tuesday morning so we ca
Page 412 and 413:
in the retail environment as it is
Page 414 and 415:
Customers can’t seem to stop sayi
Page 416 and 417:
1. Take the listening quiz by click
Page 418 and 419:
19. [12] Sharon Drew Morgan, “Thi
Page 420 and 421:
43. [36] Donna Siegel, “Relations
Page 422 and 423:
fewer paper jams than any other cop
Page 424 and 425:
contact you. She thought your compa
Page 426 and 427:
ing out several products for custom
Page 428 and 429:
move straight into a question or cu
Page 430 and 431:
9.4 Overcoming Barriers to Success
Page 432 and 433:
to go through the gatekeeper first.
Page 434 and 435:
2. Imagine that you are a sales rep
Page 436 and 437:
Your elevator pitch is critical bec
Page 438 and 439:
ask the person for their business c
Page 440 and 441:
Power Wrap-Up Now that you have rea
Page 442 and 443:
3. Use your elevator pitch in a pro
Page 444 and 445:
about to connect in an exciting way
Page 446 and 447:
presentations to their prospect’s
Page 448 and 449: will you have to find a parking gar
Page 450 and 451: EXERCISES 1. You are preparing for
Page 452 and 453: to take off a jacket and tie than t
Page 454 and 455: EXERCISES 1. Review the clothes tha
Page 456 and 457: A good salesperson can read group d
Page 458 and 459: keeping an eye on group dynamics du
Page 460 and 461: When the five executives arrived, W
Page 462 and 463: It is also important to resist the
Page 464 and 465: salespeople who are starting out an
Page 466 and 467: won’t get read. [30] Don’t rely
Page 468 and 469: A cost-benefit analysis asks the qu
Page 470 and 471: through but (b) establishing a conn
Page 472 and 473: 2008,http://www.completeselling.com
Page 474 and 475: 36. [29] Geoff William, “The Perf
Page 476 and 477: prospect you have already met.) [4]
Page 478 and 479: You: So your IT people have regular
Page 480 and 481: In smaller sales, obtaining commitm
Page 482 and 483: unstated needs: situation, problem,
Page 484 and 485: 1. Learn the five steps of a succes
Page 486 and 487: that shows how outsourcing your bac
Page 488 and 489: to make sure you understand and hav
Page 490 and 491: information you are presenting and
Page 492 and 493: a call to action that asks the pros
Page 494 and 495: Timing: When to Deliver Your Propos
Page 496 and 497: The most important ingredient of a
Page 500 and 501: 10.6 Selling U: Selling Yourself in
Page 502 and 503: Does this company deal in B2B or B2
Page 504 and 505: important to be honest when you res
Page 506 and 507: Interviewers often ask this questio
Page 508 and 509: Step 8: Prepare Your Wardrobe Your
Page 510 and 511: A job interview is like a sales pre
Page 512 and 513: 18. [15] Kim Richmond, Brand You, 3
Page 514 and 515: PUT YOUR POWER TO WORK: SELLING U A
Page 516 and 517: Chapter 11 Handling Objections: The
Page 518 and 519: What Are Objections? Objections, al
Page 520 and 521: what you can deliver and by when. I
Page 522 and 523: When Prospects Object While you may
Page 524 and 525: identifying his problem, and presen
Page 526 and 527: 2. Try to sell your professor on co
Page 528 and 529: 11.2 Types of Objections and How to
Page 530 and 531: Don’t say anything negative about
Page 532 and 533: When a prospect has a source object
Page 534 and 535: car has what you want. At this poin
Page 536 and 537: uild a deeper trust. [18] Just as w
Page 538 and 539: 14. [7] Felice Philip Verrecchia,
Page 540 and 541: This is another opportunity to refe
Page 542 and 543: Mention something specific that you
Page 544 and 545: Do proof your thank-you e-mail or n
Page 546 and 547: Thank-you notes are a reflection of
Page 548 and 549:
You understand how to use a follow-
Page 550 and 551:
3. A prospect may object at any tim
Page 552 and 553:
salesperson who continues to follow
Page 554 and 555:
Relationship selling doesn’t work
Page 556 and 557:
http://www.bestsampleletters.com/sa
Page 558 and 559:
Web site so unique is that you can
Page 560 and 561:
a negative impact on the company’
Page 562 and 563:
6. Imagine that you are a sales rep
Page 564 and 565:
28. [22] Tamara Monosoff, “Focus
Page 566 and 567:
asking customers what they think ca
Page 568 and 569:
(scores of 7 to 8), reflect poorly
Page 570 and 571:
14. [8] Rob Markey, Fred Reichheld,
Page 572 and 573:
Plan your route. Even though you pr
Page 574 and 575:
1. Assume you just accepted a job o
Page 576 and 577:
You can identify ways to add value
Page 578 and 579:
2. Identify someone who already wor
Page 580 and 581:
unstructured, and sometimes unpredi
Page 582 and 583:
his insights to help you be success
Page 584 and 585:
Procurement or product development
Page 586 and 587:
Figure 14.3 Activities of Salespeop
Page 588 and 589:
Poor planning. Avoid getting caught
Page 590 and 591:
Being successful in sales doesn’t
Page 592 and 593:
one of the components of the compen
Page 594 and 595:
draw. This is an advance against fu
Page 596 and 597:
some performance KPIs and conversio
Page 598 and 599:
KPI Name Calculation KPI Goal Avera
Page 600 and 601:
Activity Color (Red, Yellow, Green)
Page 602 and 603:
Activity Comments Time to complete
Page 604 and 605:
[10] Data from Gerald L. Manning, B
Page 606 and 607:
[32] Jim Kahrs, “Sales Compensati
Page 608 and 609:
passion and desire he played with,
Page 610 and 611:
It may seem counterintuitive, but t
Page 612 and 613:
It’s virtually impossible to be s
Page 614 and 615:
3. Assume you are a designer and yo
Page 616 and 617:
2005,http://kansascity.bizjournals.
Page 618 and 619:
find the right internship to help y
Page 620 and 621:
Your campus career center and facul
Page 622 and 623:
eight hours for every twenty-four-h
Page 624 and 625:
Professional Organization Informati
Page 626 and 627:
8. [5] Kim Richmond, Brand You, 3rd
Page 628 and 629:
7. Is it possible for an employer t
Page 630 and 631:
sites and review the mission, event
Page 632 and 633:
15.1 The Power of Entrepreneurship
Page 634 and 635:
Approximately 75 percent of new job
Page 636 and 637:
These facts reflect the importance
Page 638 and 639:
Tech-savvy teenagers are starting o
Page 640 and 641:
Best Social Entrepreneurs View the
Page 642 and 643:
View Entrepreneur magazine’s list
Page 644 and 645:
2008, http://www.america.gov/st/bus
Page 646 and 647:
43. [40] Scott A. Shane, “Failure
Page 648 and 649:
a business plan are standard. The f
Page 650 and 651:
Private investors may want to have
Page 652 and 653:
When you present your business plan
Page 654 and 655:
Entrepreneur: Noah Lehmann-Haupt Ho
Page 656 and 657:
Entrepreneur: Jeremy Bloom Article:
Page 658 and 659:
Resource Name and Web Site Descript
Page 660 and 661:
Resource Name and Web Site Descript
Page 662 and 663:
You can describe the impact that en
Page 664:
3. Free market system is an economy
show all

The Power of Selling, 2010a

You also want an ePaper? Increase the reach of your titles

Delete template?

Save as template?