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99 - Sales

99 - Sales
  • #: 126363
  • Price: $4.99 In Apple Store
  • Category: Books
  • Updated: 2010-02-15
  • Current Version: 1.2
  • 1.2
  • Size: 1.40 MB
  • Language: English
  • Seller: Oneapp
  • Requirements: Compatible with iPhone, iPod touch, and iPad. Requires iOS 3.1.2 or later
  • © Oneapp Application Studio Inc
  •  Add to Favorite apps

 

Description

99 Things You Wish You Knew Before™… Going Into Sales

Features

Customize text size

Page read history

Current page marker

Notes to self by topic

Contents

#1: Why Are You in Sales?

#2: Quantifying the Goal

#3: Dark Days of Selling

#4: Know Your Target

#5: Data Mining

#6: Sketch Your Prospect

#7: Are You B2B or B2C?

#8: Law of Sales Attraction

#9: Knowing Your Product or

#10: Building Credibility

#11: The “I Don’t Know” Rule

#12: Features and Benefits

#13: Know Thy Competition

#14: Creating Value

#15: Sales Integrity

#16: Why Listening Works

#17: Open-Ended & Closed-Ended Questions

#18: Interview, Not an Investigation

#19: Active and Passive Listening

#20: You’re Not Selling, You’re Helping

#21: Seek to Understand First

#22: Find Reasons Not to Sell

#23: Sell Steak and the Sizzle

#24: Never Get Caught Selling

#25: The Six Stages of Selling

#26: Stage 1 - Prospecting

#27: Stage 2 – Qualification

#28: Stage 3 – Investigative

#29: Stage 4 – Presentation

#30: Stage 5 – Pricing

#31: Stage 6 – Closing

#32: The Sales Funnel

#33: Calculating Your Closing Rate

#34: The Rule of Thirds

#35: Five Reasons Prospect Don’t Buy

#36: When the Prospect Says They Don’t Have the Money

#37: When the Prospect Says They Don’t Have the Time

#38: When the Prospect Says They Don’t Have the Need

#39: When the Prospect Doesn’t Have a Sense of Urgency

#40: Building Trust When There is No Trust

#41: Crossing the Sales Gaps

#42: They’re Rejecting the Offer, Not You

#43: Principle of Least Interest Effect

#44: Make the Client Discontent

#45: Long Sales Cycle versus Short Sales Cycle

#46: Measuring Your Sales Cycle

#47: I Have to Speak with My X

#48: Send Me Your Information

#49: That’s Too Expensive or That’s Too Much Money

#50: Displaying Your Products

#51: Influence versus Manipulation

#52: The Primacy Effect

#53: The Recency Effect

#54: Presentation Sequence

#55: Pricing Option

#56: Social Proof

#57: Salting the Jar (Another Example of Social Proof)

#58: Rule of Consistency

#59: How Telemarketers Use Consistency

#60 Sales Truth Serum – How to Get Accurate Information

#61: Sales Attention Grabbers

#62: Price Options

#63: I Don’t Know!

#64: Reducing Your Sales Cycle

#65: The Alternative Close

#66: Verbal Packaging

#67: Sequence Your Offer

#68: Building Instant Credibility

#69: Relative Value of Money

#70: Customer Orientation

#71: Sunk Cost Fallacy

#72: Customers Lie

#73: Prospecting

#74: Prospecting via Cold Calling

#75: Prospecting via Inquiry

#76: Prospecting via Referral

#77: No Pain, No Sales Gain

#78: Lowering Resistance, Then Raising Acceptance

#79: Situation Questions

#80: Verbal Gifting: The Ultimate Rapport Builder

#81: Trouble Questions

#82: Don’t React or Act

#83: The Psychology of Consistency…Again!

#84: Amplify Questions

#85: Rule of Association

#86: Reward Questions

#87: Tie-Down

#88: Tie-Down in a Small Simple Sale

#89: Tie-Downs in Large Complex Sales

#90: Price Distortion – The Magnifying Effect

#91: The Discount Deception

#92: Nodding: Pumping the Prospect for Information

#93: Rule of Liking

#94: Rule of Reciprocity

#95: The Endowment Effect

#96: Foot-In-The-Door

#97: Finding the Dominant Buying Motive

#98: Reversing Field - Building Rapport and Credibility

#99: When to Consolidate or Partition Your Prices

About 99 Series

The 99 Series is a collection of quick, easy-to-understand guides that spell it all out for you in the simplest format. The book series is the ‘one-stop shop’ for all readers of self-help books. The bullet point format that is the basis for all the 99 books was created purposely for today’s fast-paced society. Not only do we need information at our finger tips… we need it quickly and accurately without having to do much research to find it.

What's New in Version 1.2

Cpde optimization

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99 - Sales iPhone Screenshot 1

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The information may be outdated (2011-04-14 11:22:29). For actual information go to iTunes

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