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Full Description
The guide to listening, building trust, and selling what the buyer wants Everyone sells in every aspect of your life and no matter what your profession. Supremely Successful Selling describes the art of selling that helps the buyer understand the value and appeal of a product for their personal life or for their business. Replete with stories of some of the greatest sales people in the country, this book teaches you how to listen more than talk, become an ethical ambassador for your product, and understand that everything in life is selling. You'll learn how to take the fear out of asking, the ten actions to avoid, and the most powerful incentives that sell your product. * Offers proven advice on how to get the appointment * Shares the "Three Magic Questions" that engage a prospect * Explains how to overcome objections, the power of the "Magic 7 Minutes," and the Four Es that make a great Sales person Jerold Panas is one of the nation's leading consultants and a platform personality of note. He is the author of thirteen bestselling books and manages one of the largest consulting firms in the world for advising organizations and foundations on philanthropy.Let Jerry teach you how to ask questions, listen, build trust, and get to a "Yes."
Contents
Chapter 1 A Charmed and Fulfilling Life 1 Chapter 2 The Great Ones 7 Chapter 3 Failure Is the Path of Least Persistence 17 Chapter 4 Move Those Marbles 23 Chapter 5 It s Never Too Late to Be What You Might Have Been 29 Chapter 6 There Are Really No Mistakes in Selling Only Lessons 37 Chapter 7 It s a Numbers Game 45 Chapter 8 Failing to Prepare Is Preparing to Fail 53 Chapter 9 Go the Extra Mile that Failures Refuse to Travel 61 Chapter 10 Sometimes You Have to Be Silent to Be Heard 69 Chapter 11 Be Like the Busy Spider 77 Chapter 12 Amazing What You Can Do When You Don t Know What You Can t Do 85 Chapter 13 Listen! I Think I Hear a Sale 91 Chapter 14 It s Astounding What You Don t Sell When You Don t Ask 99 Chapter 15 If You Don t Know Where You re Going, You ll Probably End Up Somewhere Else 105 Chapter 16 There Are No Shortcuts to Anyplace Worth Going 113 Chapter 17 Know Your Product, but It s Testimony that Persuades 121 Chapter 18 If You Think You ll Lose, You re Lost 127 Chapter 19 Climb the Ladder of Success One Objection at a Time 135 Chapter 20 Objections Aren t Bitter if You Don t Swallow Them 141 Chapter 21 No Isn t an Answer, It s a Question 145 Chapter 22 The Horrifying 10 155 Chapter 23 Have Only Two Dials on Your Console Fast and Faster 165 Chapter 24 Integrity Isn t Important It Is Everything 171 Chapter 25 Flimflam Is Out 175 Chapter 26 The Highest of Callings 179 Chapter 27 The Unconquerable Joy of Selling That Ignites a Fire 185 Chapter 28 You Don t Have to Be Great to Start, But You Have to Start to Be Great 191 Chapter 29 Here s the Magic 197 Appendix 203 About the Author 209 Index 211
