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Selling For Dummies, 3rd Edition (0470930667) cover image

Selling For Dummies, 3rd Edition

ISBN: 978-0-470-93066-3
Paperback
384 pages
April 2011
US $21.99 Add to Cart

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Introduction.

Part I: Laying a Solid Foundation for Selling.

Chapter 1: Selling Is All Around You.

Chapter 2: The Seven-Step Selling Cycle.

Chapter 3: Love What You Do: Turning Selling into Your Hobby.

Part II: Doing Your Homework Before You Sell a Thing.

Chapter 4: Understanding Your Potential Clients.

Chapter 5: Knowing Your Product.

Chapter 6: Taking Advantage of Technology.

Part III: The Anatomy of a Sale.

Chapter 7: Finding the People Who Need What You Have.

Chapter 8: Arranging Meetings and Putting Your Clients at Ease.

Chapter 9: Qualifying Your Way to Success.

Chapter 10: Making Winning Presentations.

Chapter 11: Addressing Client Concerns.

Chapter 12: Closing the Sale.

Chapter 13: Getting Referrals from Your Present Clients.

Part IV: Growing Your Business.

Chapter 14: Following Up and Keeping in Touch.

Chapter 15: Using the Internet to Make More Sales.

Chapter 16: Planning Your Time Efficiently.

Chapter 17: Partnering with Others.

Part V: You Can't Win 'Em All: Keeping the Faith in Sales.

Chapter 18: Staying Upbeat When You Don't Succeed.

Chapter 19: Setting Goals to Stay Focused.

Part VI: The Part of Tens.

Chapter 20: The Ten Biggest Sales Mistakes to Avoid.

Chapter 21: Ten Strategies for Improving Your Selling.

Chapter 22: Ten Ways to Master the Art of Selling.

Chapter 23: Ten Advanced Closes.

Index.

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