Secrets of Successful Sales

Acknowledgements

Foreword

Introduction

Pillar One: Understanding Customer Behaviours
It's Not Rocket Science
- The Reds
- Selling to Reds
- The Yellows
- Selling to Yellows
- The Greens
- Selling to Greens
- The Blues
- Selling to Blues

Body Language - Uncovering the Clues
- Interpreting Red Body Language
- Interpreting Yellow Body Language
- Interpreting Green Body Language
- Interpreting Blue Body Language

Understanding Behaviours Online
- Identifying Reds Online
- Identifying Yellows Online
- Identifying Greens Online
- Identifying Blues Online

Adapting is Not Acting
Not an Exact Science

Pillar Two: The Sales Process
Buying Motives
Hierarchy of Authority
The Sales Process
- Step 1: Be Prepared
- Step 2: Do Your Research
- Step 3: How Do You Introduce Yourself?
- Step 4: Questioning Techniques
- Step 5: Listen Up!
- Step 6: Get the Need
- Step 7: Features Tell, Benefits Sell
- Step 8: Asking for the Order
- Step 9: Objections
- Step 10: Delivering to Expectations

Customer Journey
Two Become One


Pillar Three: Strategy
My Strategy
- The Start
- The Why
- The Route
- The Vehicle
- The Fuel
- Acceleration
- Traffic Jams
- The Destination

Pillar Four: Confidence
Supermodel of Sales
Impostor Syndrome
A Case of Confidence
Glasgow to Cape Town
Win-Win Mindset

My Secrets

References

Work with The Entrepreneur's Godmother

What Others Say About Working with The Entrepreneur's Godmother

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About the Author
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Alison's sales methodology works and makes selling easy and fun! This book is a must have for anyone who wants to master the art of selling. -- Ben Towers, Award-winning Entrepreneur, named by e Times at the top of the world's Super Teen Power List A simple and effective approach to sales, this is a must read for anyone who wants to start and grow a successful business. -- Warren Cass, Speaker, Entrepreneur and Best Selling Author of Influence Alison Edgar is one of the most entrepreneurial people that we have ever come across at Enterprise Nation. Alison inspires people to start a business and then applies her skills to help them grow. The entrepreneurial landscape in Britain is a better place with her in it. -- Emma Jones MBE, Founder of Enterprise Nation and Small Business Representative for the Crown Alison Edgar is rightly considered to be an expert in her eld. With a wealth of experience and the ability to utilise a range of methodologies, Alison has a proven track record of not only helping entrepreneurs, but also supporting and guiding seasoned sales professionals to achieve even greater success. This is a must read for anyone working in the sales profession - not to be missed. -- Thomas Moverley, Corporate Account Director, The Institute of Sales
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Alison has over 25 years' experience as an award-winning salesperson and founded her own sales training business, Sales Coaching Solutions, in 2011. Secrets of Successful Sales gives you the knowledge and techniques that enabled Alison to grow her own business, become one of the UK's top 10 business advisers and become a regular contributor to the BBC.
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