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Selling for Engineers Ebook

Selling for Engineers
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Ebook cover: Selling for Engineers

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Title: Selling for Engineers
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Topic headings

 

  • How to win repeat business.
  • 'Qualifying' the prospect
  • The 'ideal' sales personality
  • Guiding principles for Sales Managers
  • The 'Sales Process Flow Chart'
  • Prospecting methods - mail, phone, visits, email, fax, exhibitions, referrals
  • Discovering the buying motivations
  • Dealing with common problems
  • How to grow fast but stay successful long-term
  • How to stay motivated
  • A 4 stage formula which gives you the best chance of success
  • Professional listening
  • Asking for the order
  • Common faults
  • Professional complaint-handling
  • Setting appointments
  • Self-limiting beliefs and how to neutralise them
  • Two key words to obtain strategic information
  • Meeting the prospect - the sales interview
  • Should we hire a science graduate and train him/her to sell?
  • What to say on the phone
  • The reason why most 'techies' are not 'natural' sales people
  • Closing the sale
  • When your are the customer, what do you look for in a salesperson?
  • Sales basics for beginners
  • An ethical approach to sales
  • Dealing with 'difficult' buyers Handling rejection
  • The reasons for the rise and fall of companies
  • How to prospect for new business
  • The importance of sales
  • The trap of the friendly, helpful buyer
  • Inter-personal skills
  • Comparison of a 'sales-led' versus a 'product-led' company
  • How to write an effective sales letter
  • Self-limiting beliefs and your 'Circle of Influence'
  • How to deal with different personality types
  • The sales presentation
  • Building your confidence
  • The only way to get out of a 'slump'
  • A refresher for older / experienced sales people
  • The personality traits needed for sales
  • Price-conditioning
  • The symptoms of weak sales ability
  • Good answers to difficult objections, including
  • The 'Old Way' of selling versus the 'New Way'
  • What 'techies' really think about selling - the negative stereotype
  • Why does anybody buy anything? A fundamental understanding
  • Common reasons for lack of sales success - and what to do about them
  • Seven classic closes
  • Presenting to academics and experts
Ebook cover: Selling for Engineers
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