The Formula for Selling Alarm Systems

Erscheinungsjahr 1996
ISBN: 978-0-7506-9752-1
Verlag: BUTTERWORTH HEINEMANN

Buch, Englisch, 160 Seiten, Format (B × H): 140 mm x 216 mm, Gewicht: 240 g

Learn the theory behind the formula for sales success! The Formula for Selling Alarm systems provides answers to some of the mysteries of selling in the alarm industry. The reader will learn proven methods of selling more effectively with a step-by-step method of selling closing. The author urges readers to apply the principles and steps in the book for a minimum of twenty-one days, the amount of time it takes to form a habit.

Learn how to make your prospects think like you do - the key to selling. You will discover the way to avoid common pitfalls and 'stinking thinking', in addition to answering objections and concerns confidently and professionally. The Formula for Selling Alarm Systems addresses all of these areas and is written by someone with more than 28 years of sales experience. This unique book is must-have for every alarm dealer.

Zielgruppe

Security alarm professionals and providers

Autoren/Hrsg.

Sepulveda, Lou

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Außenhandel
• Wirtschaftswissenschaften Wirtschaftssektoren & Branchen Dienstleistungssektor & Branchen Sicherheitsgewerbe
• Technische Wissenschaften Bauingenieurwesen Gebäudesicherheit
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb

Inhaltsverzeichnis

From One to TenThe Formula for SalesVisualize the SaleStinking ThinkingUnderstand the Prospects Objections and ConcernsThe Six Step SElling PlanClosing the SaleThe Eight Step Closing PatternAnswering the ObjectionsTwelve Powerful ClosesThe Power of Role PlayingWhy do I place so Much Emphasis on Closing?Lead GenerationProspectingWho is a Prospect?