Service Selling
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Service Selling
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Author : Robert G. Stemper
language : en
Publisher: John Wiley & Sons
Release Date : 1991-09-03
Service Selling written by Robert G. Stemper and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 1991-09-03 with Business & Economics categories.
A guide to improving sales and profits in consumer financial services that stresses the development of a sales and service culture. The key principles discussed are interaction with customers, cultural support and values, service from the customer's point of view, service selling, characteristics of successful sales organizations, star sales people, perfecting the sales process, dealing with prospective clients, and ongoing interaction with the client.
The New Rules Of Sales And Service
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Author : David Meerman Scott
language : en
Publisher: John Wiley & Sons
Release Date : 2016-06-14
The New Rules Of Sales And Service written by David Meerman Scott and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-06-14 with Business & Economics categories.
The essential roadmap for the new realities of selling when buyers are in charge Sales and service are being radically redefined by the biggest communications revolution in human history. Today buyers are in charge! There is no more 'selling'—there is only buying. When potential customers have near perfect information on the web, it means salespeople must transform from authority to consultant, product narratives must tell a story, and businesses must be agile enough to respond before opportunity is lost. The New Rules of Sales and Service demystifies the new digital commercial landscape and shows you how to stay ahead of the pack. Companies large and small are revolutionizing the way business gets done, and this book takes you inside the new methods and strategies that are critical to success in the modern market. Real-world examples illustrate the new marketplace in action, and demonstrate the brilliant utility of taking a new look at your customer and your business. This new edition has been updated to reflect the current reality of this rapidly-evolving sphere, with fresh strategies, new tools, and new stories. Whether you're an independent contractor, a multi-national corporation, a start-up, or a nonprofit, this book is your essential guide to navigating the new digital marketplace. David Meerman Scott provides up-to-the-minute analysis of the current state of the digital commercial landscape, plus expert guidance toward the concepts, strategies, and tools that every business needs now. Among the topics covered in detail: Why the old rules of sales and service no longer work in an always-on world The new sales cycle and how informative Web content drives the buying process Providing agile, real-time sales and service 24/7 without letting it rule your life The importance of defining and understanding the buyer personas How agile customer service retains existing clients and expands new business Why content-rich websites motivate interest, establish authority, and drive sales How social media is transforming the role of salesperson into valued consultant Because buyers are better informed, and come armed with more choices and opportunities than ever before, everything about sales has changed. Salespeople must adapt because the digital economy has turned the old model on its head, and those who don't keep up will be left behind. The New Rules of Sales and Service is required reading for anyone wanting to stay ahead of the game and grow business now.
How To Sell A Service
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Author : M. H. B. McDONALD
language : en
Publisher:
Release Date : 1986
How To Sell A Service written by M. H. B. McDONALD and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1986 with categories.
The problems associated with selling a service; Reaching the customers; Opening the sales interview; Benefit selling; Dealing with objections; Techniques for closing the sale.
Selling Luxury
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Author : Robin Lent
language : en
Publisher: John Wiley & Sons
Release Date : 2009-05-27
Selling Luxury written by Robin Lent and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-05-27 with Business & Economics categories.
Selling high-end luxury creations requires a different set of skills than does traditional selling. Clients have high expectations for the service they receive and base their purchasing decisions more on emotion and desire than practical need. Whether you are selling diamond bracelets or sports cars, the key to concluding the sale lies in how well you sell rather than what you sell. In Selling Luxury, Robin Lent and Geneviève Tour explore every component of luxury sales and offer proven, practical strategies for connecting with customers. Rather than sales associates, the luxury market calls for “Sales Ambassadors” who represent the brand with distinction. Sales Ambassadors understand how to connect with customers by discovering their unique motivational desires. This requires a multitude of specialized skills: passion, perseverance, empathy, daring, and curiosity. Through personalized service each and every time, Sales Ambassadors are able to build trust, brand loyalty, and lasting customer relationships. If you want to succeed in the luxury sales universe, Selling Luxury is for you. You’ll pick up the skills and approaches that work everyday in a multitude of situations. You’ll learn how to: Connect emotionally with customers Exceed your customers’ expectations Turn every customer contact into a brand experience Personalize your customer service Learn about customers through observing and discovery Create the desire to purchase Deal positively with customer objections Build a relationship of trust and brand loyalty The universe of luxury is no place for traditional hard-sell tactics. Instead, you have to subtly adapt to your customer in a deeper way. Doing so takes a truly personal touch. Selling Luxury shows you how to develop these skills and make them a key part of your own unique selling style.
Fundamentals Of Selling
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Author : Charles Futrell
language : en
Publisher: Irwin/McGraw-Hill
Release Date : 2004
Fundamentals Of Selling written by Charles Futrell and has been published by Irwin/McGraw-Hill this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004 with Business & Economics categories.
FUNDAMENTALS OF SELLING: Customers For Life Through Service, 8eis one of McGraw-Hill's best-selling texts in the Selling discipline. Its approach is classic and practical and emphasizes role-play. FUNDAMENTALS, written by a salesperson turned teacher, draws widely from Charles Futrell's experience as a sales professional rather than from a staid theoretical perspective. The text is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Upjohn, and Ayerst and from the author's sales consulting business. Charles Futrell focuses on improving communication skills and emphasizes that no matter what career a student pursues, selling skills are a valuable asset.
How To Sell Anything To Anybody
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Author : Joe Girard
language : en
Publisher: Simon and Schuster
Release Date : 2006-02-07
How To Sell Anything To Anybody written by Joe Girard and has been published by Simon and Schuster this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-02-07 with Business & Economics categories.
Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.
Selling Strategies For Service Businesses
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Author : Karen Johnston
language : en
Publisher:
Release Date : 1988
Selling Strategies For Service Businesses written by Karen Johnston and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1988 with Selling categories.
Fundamentals Of Selling
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Author : Charles M. Futrell
language : en
Publisher: McGraw-Hill/Irwin
Release Date : 2005
Fundamentals Of Selling written by Charles M. Futrell and has been published by McGraw-Hill/Irwin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005 with Business & Economics categories.
FUNDAMENTALS OF SELLING: Customers For Life Through Service, 9/eis one of McGraw-Hill’s best-selling texts in the Selling discipline. Its approach is classic and practical and emphasizes role-plays. FUNDAMENTALS, written by a salesperson turned teacher, draws widely from Charles Futrell’s experience as a sales professional rather than from a staid theoretical perspective. The text is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Upjohn, and Ayerst and from the author’s sales consulting business. Charles Futrell focuses on improving communication skills and emphasizes that no matter what career a student pursues; selling skills are a valuable asset.
Sales Through Service
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Author : Guy Arnold
language : en
Publisher: Crooked Stick Limited
Release Date : 2014
Sales Through Service written by Guy Arnold and has been published by Crooked Stick Limited this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014 with categories.
A sales book like no other ... For too long sales has been too hard for both seller and customer: sellers have to sweat too much and customers have to lie too much. It's time for this to stop. Sales Through Service looks at every step of the sales process, turns it on it's head and examines it from the view of the customer, using 4 blindingly obvious principles of common sense and focusing on systemising every step so customers get consistent and continually improving experiences, and want to buy more. Come back more often, tell their friends and spread the word. So you get more sales for less cost. Somehow no matter how hard we work or how hard we try there never seems to be enough hours in the day, there's always unfinished business, customers are ever more demanding and price sensitive and somehow the staff always have a reason why some things just don't get done. This is normal, because as businesses grow, the systems and processes lag behind, so problems occur and results don't meet expectations. On top of this, the Internet has empowered your customers and staff like nothing before, to talk about you behind your back, and spread your reputation, Great or Poor, without your input or knowledge. This a threat and an opportunity. The common reaction to this is to demand that your staff raise their game and step up to the plate, and yet somehow that doesn't get the results you're after. Yet your people get as frustrated as the boss. The answer lies with systems: systems to empower your people, make them happy and productive, so they make your customers happy & loyal. Happy staff and customers make you a lot more money! We unpick these issues and help you equip your people with tools and techniques to get things done, so problems are eased and customer loyalty is improved. We turn these problems into opportunities through systems, training, coaching and measures, to help you make more money through repeat sales, cross sales, recommendations and referrals. This means that you can sell more, at a higher profit, with less effort and at a lower cost. Everyone wins! This book addresses all these symptoms and more, and delivers a new, simple, powerful framework, based on time proven common sense principles, to propel Organisations away from these issues, and instead, towards long term success in this customer empowered, transparent business world of the 21st century. After all: People LOVE to 'buy' but HATE to be 'sold to' They LOVE to 'create' but HATE a 'dictate' And they LOVE to 'deliver' but HATE to be 'driven' Isn't it time for the business world to finally grow up? Focus on service and the sales will follow Not the other way round!
Automotive Service Selling
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Author : Gregory Marchand
language : en
Publisher: Createspace Independent Publishing Platform
Release Date : 2013-09-11
Automotive Service Selling written by Gregory Marchand and has been published by Createspace Independent Publishing Platform this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-09-11 with categories.
Do you want to increase customer labor sales? Make it easier to sell to customers who never buy anything? Is your paycheck dependant on your ability to sell preventive maintenance, service, and repairs to your customers? If you answered yes to any of these questions this book is for you! Greg Marchand presents industry best practices attained over 25 years of selling automotive service to challenging customers. Learn to create a selling environment that builds your customer's trust, their confidence in you, and their own willingness to purchase. Easy-to-use techniques build on what you already know and do today. There is no need to learn an entirely new sales process. This book will provide Service Consultants of all experience levels with tips and techniques to develop and fine tune the selling skills that work best for them, as well as introduce new ideas and tools that will make the sales process more efficient, consistent, and profitable.