Sell Your Way to Success: A Guide Book for Selling in a Changing World [Paperback]

Technology has enabled us to flood the market with so much information that most sales and marketing material goes straight in the bin. These selling methods in boom periods work when there was pleanty of spare cash around. Buyers and consumers today have a much greater understanding of products and services and there has been a tidal wave of consumer protection legislation. The high pressure and unethical sales practices of the past are no longer acceptable. Today we need to approach business from a fresh perspective. That is what this book is all about.

It is time to look at the world in which we work and change our selling and marketing practices to reflect the changing requirements of the buyers. We need to 'Stop Selling and Help People to Buy'.

Part 1 - Selling in the 21st Century

The first part of the book looks at the importance of selling in a world of information overload and introduces the KASH approach, KNOWLEDGE, ATTITUDE, SKILL, HABITS, the four ingredients for success in any walk of life. This overview of selling is designed as an introduction for people new to selling and establishes the basic principles of ethical selling. It is also a reminder of the basics for more experienced salespeople, emphasising the important changes that need to be made to cope with the post-boom marketplace. Success in selling today depends upon creating good, long tern relationships with buyers and in developing a systematic and focused approach to work.

Part 2 - Understanding Buyer Behaviour

'Selling is Solving People Problems at a Profit' This is my definition of selling and it emphasises the importance of creating good long term relationships with buyers. This section explores a simple model for understanding buyer behaviour. Empathy is the ability of salespeople put themselves into their prospects' shoes. New sales opportunities are more easily recognised when we look at the world from our clients' and prospects' points of view. Whether we sell sweets in a corner store or major construction projects around the globe. this model will help all salespeople to satisfy their customers' needs more successfully.

Part 3 - The Sales Process

In this section, the sales process is broken into five self contained steps building to a complete, systematic approach to selling, Finding the Market, Approaching the Market, Establishing the Relationship, Completing the Sale and Servicing the Client. This approach will promote the development of sound working habits and enable every salesperson to be able to identify what they need to do if they find that things are not working. Each has its own set of skills and objectives and the systematic approach enables salespeople to respond quickly and easily to change and maintain their success.

This book is a manual for coping with change in sales and marketing. It is a guidebook for an exciting journey into success. Join me on that journey.

To survive and succeed in this new world of rapid change we need a fresh approach to selling and marketing to meet the buyer's new expectations

Sell Your Way to Success provides that fresh approach. Every chapter is packed with practical ideas and advice to help you take advantage of the changing marketplace and stay ahead of your competitors.

You will learn how to

* Develop the habit of persistent success with the magical KASH approach
* Form better relationships with prospects and customers
* Become more efficient at prospecting.
* Adapt more quickly to using technology.
* Make more appointments and banish rejection forever
* Create instant rapport with all your prospects and customers
* Generate better customer satisfaction and more recommendations.
* Stop 'selling' and help people to buy
This book is a manual for coping with change in sales and marketing. It is a guidebook for an exciting journey into success.