Selling for Engineers Ebook

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