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Power of Selling
This text aims to explore selling as a career and the success factors in selling. Learn the consultative selling process including product/industry knowledge, approach techniques, needs assessment, product presentation and demonstration, handling objections, and closing the sale successfully to build a relationship.
- Author
- Lisa O'Halloran
- Publisher
- Northeast Wisconsin Technical College
- Source
- LibreTexts
- License
- CC BY-NC-SA
- Language
- EN
- Category
- Business Administration
Contents· 36 sections
- 01: What is Sales
- 1.01: Selling in Everyday Life
- 1.02: Heartbeat of the Company
- 1.03: What Does It Take to Be in Sales
- 1.04: Sales Channels
- 1.05: Why and How People Buy
- 1.06: How the Buying Process Works
- 1.07: Ethics - Doing the Right Thing
- 02: Getting Started
- 2.01: Seven Steps to Successful Selling
- 2.02: Prospecting
- 2.03: Qualifying
- 2.04: The Pre-Approach
- 03: The Approach
- 3.01: The Power of First Impressions
- 3.02: Standards for Contact
- 3.03: Choosing the Best Approach
- 04: The Needs Assessment
- 4.01: Solving Not Selling
- 4.02: Setting Sales Call Objectives
- 05: The Sales Presentation
- 5.01: Preparation
- 5.02: Dress for Success
- 5.03: Making Your Presentation Work
- 5.04: Using the SPIN Method
- 5.05: Putting It All Together
- 5.06: The Social Style Matrix
- 06: Handling Objections
- 6.01: Objections Are Opportunities to Learn
- 6.02: Objection Types and How to Handle
- 07: Closing the Sale
- 7.01: Closing Starts at the Beginning
- 7.02: Collaborate to Negotiate
- 08: Building Relationships
- 8.01: Follow-Up is the Lasting Impression
- 8.02: Customer Satisfaction Is Not Enough