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The 100 Greatest Sales Ideas of All Time

ISBN: 978-1-84112-141-3
Paperback
156 pages
July 2003, Capstone
List Price: US $17.99
Government Price: US $12.72
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The 100 Greatest Sales Ideas of All Time (184112141X) cover image
Other Available Formats: E-book

Background.

Introduction.

Contributors.

The Top Two Greatest Sales Ideas of All Time and Five that Make Them Useable, Plus the Start to Selling Value.

Idea 1 – Never interrupt a customer to make a point.

Idea 2 – Focus on milestones and progress targets.

Idea 3 – ABC: Always Be Closing.

Idea 4 – STEP: Signal The End Point.

Idea 5 – SMART: Stretching, Measurable, Achievable, Related to the customer and Time-targeted.

Idea 6 – Listen to and learn from other people’s jargon.

Idea 7 – Understanding the real need.

Idea 8 – Remember that nobody said life was easy.

Idea 9 – Start thinking about selling value.

The Ten Greatest Sales Ideas for Creating Interest.

Idea 10 – Use surprise to demonstrate technological excellence.

Idea 11 – Use surprise to get people to read your mailshot.

Idea 12 – Keep your marketing up to date with real trends.

Idea 13 – Follow the right fads.

Idea 14 – Use technological progress in every part of your marketing effort.

Idea 15 – Make sure new products fit the brand name.

Idea 16 – Make your friends your customers.

Idea 17 – The old ones are sometimes the best ones.

Idea 18 – Use your own money to sell your goods.

Idea 19 – Use channels.

The Ten Greatest Sales Ideas for Establishing Need.

Idea 20 – Avoid a major gaffe.

Idea 21 – Ask your customers about their business case.

Idea 22 – Think like a fish.

Idea 23 – Don’t push if he doesn’t want it.

Idea 24 – Make the product irrelevant to the sale.

Idea 25 – Don’t miss the main need.

Idea 26 – Use endorsements.

Idea 27 – Make sure you want as well as need the business.

Idea 28 – Where there is a need there is an opportunity.

Idea 29 – As a last resort take action to create the need.

The Seven Greatest Sales Ideas for Selling Through an Agreed Basis of Decision.

Idea 30 – Break the basis of decision into three points.

Idea 31 – Use the basis of decision to establish need.

Idea 32 – Use the basis of decision in making written proposals.

Idea 33 – Use the basis of decision to handle price objections.

Idea 34 – Use the basis of decision to discuss wins and losses.

Idea 35 – Identify real ‘value for money’.

Idea 36 – Prove that the customer is getting ‘value for money’.

The Eight Greatest Sales Ideas for Presenting Your Case.

Idea 37 – Make sure the whole team is talking to customers.

Idea 38 – Present yourself well.

Idea 39 – Look at payment from the customer’s point of view.

Idea 40 – Target the decision-maker.

Idea 41 – If someone says they are a poor presenter, believe them.

Idea 42 – Present the numbers in a way that suits the customer.

Idea 43 – Use the cup of coffee close to present to a committee.

Idea 44 – Don’t get mugged by politicians.

The Five Greatest Sales Ideas for Remembering that There is Always a Way.

Idea 45 – Remember there is always a way (1).

Idea 46 – Remember there is always a way (2).

Idea 47 – Remember there is always a way (3).

Idea 48 – Remember there is always a way (4).

Idea 49 – Remember there is always a way (5).

Idea 50 – Remember there is always a way to make a gaffe.

The Four Greatest Sales Ideas for Selling in a Small Retail Outlet.

Idea 51 – Treat your customers as what they are – your purpose in life.

Idea 52 – Count your customers.

Idea 53 – Diversify carefully.

Idea 54 – First run a pilot.

The Six Greatest Sales Ideas for Dealing with Difficult Products and Markets.

Idea 55 – Use physical attractiveness to sell rubbish.

Idea 56 – If at first it succeeds, sell it again and again.

Idea 57 – Obey the rules of supply and demand.

Idea 58 – Use television to cash in on fear.

Idea 59 – Look out for different cultures.

Idea 60 – Don’t make people want their own back.

The Seven Greatest Sales Tips for Salespeople.

Idea 61 – Learn to read upside down.

Idea 62 – Learn to read from the side.

Idea 63 – Don’t fall for the ‘We’ll book your air ticket’ ploy.

Idea 64 – Make your customer want to solve your problem.

Idea 65 – Don’t overplan.

Idea 66 – People buy from people.

Idea 67 – ‘It’s about the customer, stupid’.

The Six Greatest Sales Ideas for Planning a Complex Sale.

Idea 68 – Get the timing right.

Idea 69 – Set a stretching campaign goal.

Idea 70 – Check sales campaign goals with the customer.

Idea 71 – Use a structured campaign planning process.

Idea 72 – Go through a structured campaign planning process step-by-step.

Idea 73 – Drive a campaign plan from an assessment of the customer’s business issues.

The Four Greatest Sales Ideas for Qualifying Out Proactively.

Idea 74 – Use a very direct approach by asking a hard question.

Idea 75 – Ask a logical and serious business question.

Idea 76 – Ask the prospect to do something.

Idea 77 – Use the ‘obvious decision’ ploy.

The Three Greatest Sales Ideas for Closing the Deal Softly, Softly.

Idea 78 – Use the trial close.

Idea 79 – Use an alternative close.

Idea 80 – Use the mouth of babes.

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