Borg The Inner Game of Selling . . . Yourself

Mind-Bending Ways to Achieve Results in Business
1. Auflage 2014
ISBN: 978-1-4831-9310-6
Verlag: Elsevier Science & Techn.
Format: PDF
Kopierschutz: 1 - PDF Watermark

E-Book, Englisch, 190 Seiten, Web PDF

The Inner Game of Selling...Yourself: Mind-Bending Ways to Achieve Results in Business offers tips on the art of successful selling not only for professional salespeople but also for anyone in business who wants to effectively get their viewpoint or message accepted. It argues that salesmanship requires no special skills but just draws upon a few basic personal qualities by 'putting yourself into selling'. Comprised of 12 chapters, this book begins with an overview of salesmanship as an art, focusing on selling as essentially about appealing to human nature. The reader is then introduced to three important techniques of persuasion that enable anyone to strike a chord in the mind of the other(s) and so an idea is accepted: empathy, sincerity, and perspicacity. The importance of questioning and listening in getting inside the mind of someone, as well as holding the audience's attention, is also emphasized. Subsequent chapters explain the importance of a good memory for a person in business who wants to sell himself/herself; the use of the telephone to communicate with potential clients; types of clients; four stereotypical salespeople; the process of negotiation; and the power of words in selling. The final chapter describes the fortunes of a sales manager, first to show how not to do it and then to demonstrate the art of successful selling. This monograph is intended for those in business who wish to know how to sell themselves and how to be able to read people.

Autoren/Hrsg.

Borg, James

Inhaltsverzeichnis

1;Front Cover;1
2;The Inner Game of Selling . . . Yourself: Mind-Bending Ways to Achieve Results in Business;2
3;Copyright Page;3
4;Table of Contents;6
5;Dedication;4
6;Chapter 1. Get inside the mind . . . and you will find . . .;8
6.1;ESP;11
7;Chapter 2. Mind bending using ESP: Empathy, Sincerity, Perspicacity;15
7.1;Meeting people;17
8;Chapter 3. Asking questions;21
8.1;Questioning Listening;21
8.2;The first six minutes;22
8.3;Questioning techniques;24
9;Chapter 4. Being a good listener;28
9.1;Productive listening;29
9.2;Objections;33
10;Chapter 5. Holding attention;38
10.1;The attention curve;44
10.2;Ways to win more attention;49
11;Chapter 6. Make your memory pay;57
11.1;Remembering names;57
11.2;Business cards can be trumps;67
11.3;Importance of a good memory in business;68
11.4;Empty promises;71
11.5;Memory improving tricks;73
12;Chapter 7. Tricks with the telephone;82
12.1;Switchboard;87
12.2;Secretary;90
12.3;Chatting up the decision maker;92
12.4;Talking your way into an appointment;101
13;Chapter 8. Client types;107
13.1;Get on with it: give me the bottom line;107
13.2;Aggressive: what's in it for me?;110
13.3;Meticulous and methodical;113
13.4;Friendly: I'll talk to anybody;117
13.5;Amicable: let's get you off your guard;119
14;Chapter 9. Stereotype salespeople;122
14.1;Rambles on regardless;122
14.2;Monotonous and mean with words;124
14.3;Confident: it's in your interest to buy from me;128
15;Chapter 10. Negotiating to win;132
15.1;Game plan;134
15.2;Concessions;135
15.3;Concluding;137
16;Chapter 11. Making words work for you;139
16.1;A true story;143
17;Chapter 12. Acting the part — wrongly and rightly;147
17.1;Dealing with the secretary;147
17.2;Securing an appointment;149
17.3;The first meeting;152
17.4;The third meeting;163
18;Questionnaire: have you developed ESP?;173
19;Answers;184