87 Practical Tips for Dynamic Selling

Copyright......Page 5
Table of Contents......Page 6
List of 'How To's..'......Page 10
Introduction......Page 12
1. You Can't Fail......Page 16
2. Find Your Selling Style (and use it!)......Page 17
3. Confirmation Bias......Page 22
4. Cold Calling Techniques that Really Work......Page 31
5. Word Power......Page 33
6. Know When to Avoid the Most Dangerous Word in Selling......Page 35
7. Know When to Use the Most Powerful Word in Selling......Page 37
8. Use the Second Most Powerful Word in Selling......Page 39
9. Problem vs. Concern......Page 41
10. Coach vs. Help......Page 43
11. Think......Page 45
12. Sell What Is Personally Important......Page 46
13. Acknowledge People......Page 55
14. Make Positive Assumptions......Page 57
15. Approach at the Right Time......Page 58
16. Approach in the Right Way......Page 59
17. Overview......Page 62
18. Agenda......Page 64
19. We Don’t Like to Be Proved Wrong......Page 66
20. Open v Closed Questions......Page 68
21. Agreeing and Disagreeing......Page 70
22. Waiting......Page 71
23. Understanding and Selling Questions......Page 73
24. Take Notes......Page 82
25. Secondary Questioning......Page 83
26. Key Words and Clue Words......Page 85
27. Budgets......Page 87
28. Cialdini......Page 89
29. The One-second Rule......Page 90
30. Go for Small Orders......Page 93
31. NLP (Neuro-Linguistic Programming)......Page 95
32. Sell to the Woman – Close to the Man......Page 97
33. Getting to 'Yes'......Page 99
34. 'Three Yes' Technique......Page 100
35. Two Brochures......Page 102
36. Correlations......Page 103
37. Three Reasons......Page 106
38. Forget the Concept of Loyalty......Page 107
39. Deal with the Behavior......Page 109
40. Spare Tire......Page 116
41. Reciprocity......Page 120
42. Competition......Page 123
43. Windows of Opportunity......Page 125
44. It Is Better Not to Do Something Than Do It Badly......Page 127
45. Fake Your Attitude......Page 128
46. Use Ballpark Figures......Page 129
47. Implied vs. Explicit......Page 131
48. Sell the Brand......Page 134
49. Half Empty or Half Full......Page 137
50. Commitment v Consistency......Page 139
51. Use Letters of Intent......Page 141
52. Do What You Say You Will Do......Page 143
53. Give Bad News in Advance......Page 144
54. Don't Upset Browsers......Page 145
55. Never Say No......Page 148
56. Control......Page 150
57. Control, Influence and Concern......Page 152
58. Comparison Theory......Page 156
59. Quality vs. Price......Page 159
60. Top-down Selling......Page 162
61. Present Your Products in the Right Order......Page 166
62. The Power of One......Page 167
63. Testimonials......Page 168
64. Avoid Pain......Page 169
65. Sell 'Through' People......Page 172
66. When to Sell Accessories......Page 173
67. Don’t Do What Others Do......Page 174
68. Objections......Page 175
69. Don’t Do What Others Do......Page 181
70. Feel, Felt, Found......Page 184
71. Get the Prospect to Sell the Product to You......Page 186
72. Discounting......Page 188
73. Fast, Good, and Cheap......Page 193
74. Break it to the Ridiculous......Page 194
75. Cost vs. Price......Page 195
76. Gestures......Page 196
77. Decision Making......Page 197
78. Four Differentiators......Page 198
79. Trust the Customer......Page 203
80. When to Close......Page 206
81. Closing Techniques......Page 207
82. Getting Your Next Appointment......Page 210
83. Create an Objection......Page 211
83a. Savers......Page 214
84. Complaints......Page 215
85. Dormant Accounts......Page 219
86. Use Your Results to Be the Best......Page 220
87. Be the Best......Page 222