Selling Is A Dirty Business
A light hearted dialogue describing the whole sales process.
This book is ideal for those who are thinking of moving to sales or for those who are new to sales.
It tackles all the prejudices to see best practice. The result is a refreshing, honest, direct view of how to sell.
Experienced salespeople will be intrigued to compare the way they behave to these straightforward concepts:
- Understand the whole sales process from ‘soup to nuts’
- Give yourself a sales health check
- Give people new to sales an overview of all the activities
The book is written as a light hearted dialogue. It examines all phases of the sales cycle and looks at the best practice. It makes the point that good business to business selling is very honest but highly disciplined. It’s an ideal read for anyone new to sales or wanting to see sales from another point of view.
- Territory research
- Making contact
- Uncovering business needs
- Uncovering personal needs
- Qualification
- Selling timetables
- Presenting your story
- The handover of the proposal
- Gaining access during ‘death valley’
- Negotiation
- Implementation
- Gaining preferred supplier status