"Outsell Your Competition is truly packed with sales tips and winning `how to's'.I immediately ordered 200 copies for my National Sales Management Team.A compulsive read."- Ian Stuart, Director of Network Sales, Lombard"This book is an inspiration - as alive and powerful as being face to facewith the author himself. If you can't get in front of him, I recommend you get thisbook in front of you."- Mike Ketley, Senior Director, Yamaha-Kemble Music"Comprehensive, visionary, incisive. I counted ten, value-loaded sales lessons injust the first three pages! Peppered with real-life examples that show these ideasreally work, Robin has created a `must have' for every sales professional."- Grant Cullen, Head of Sales Training, Virgin DirectFrom the author and presenter of `Close that Sale!' The biggest selling seminarin UK training history!Do you understand the psychology of your customers' buying process?Do you have the SKILL to win and the WILL to win?Do you know how to find new business? Negotiate? Present? Communicate?Do you know what the winning sales strategy of the 21st century will be?Selling is no longer just `What are your requirements and how can we meet them?' It is `Whereare you going and how can we help you get there?'With a dynamic and energetic approach, this highly acclaimed presenter and trainer will teachyou the most up-to-date, flexible, hands-on consultative selling techniques and how to put themto work immediately. This book will provide you with the processes and insights to help youuncover information, build relationships, develop yourself and stay ahead of the competition.The 21st-century sales person is a specialist, a problem solver and a relationship manager. Withbusinesses changing the way they operate, the rules for succeeding in this arena are changing.Robin Fielder breaks down the selling process into a series of easy-to-follow steps andpinpoints what you need to do to become a top salesperson in your field.
Robin Fielder is the founder and Managing Director of LDL. For the last 20 years LDL has been continuously involved in perfecting professional sales training. Robin and his team have studied the strategies, techniques and attitudes of top sales people around the world. LDL has over 1000 corporate clients, large and small, including The Financial Times, P&O Nedlloyd, Royal Bank of Scotland, Computacenter, Arthur Andersen, Thomas Cook, and Virgin Direct.
Part One: The Selling Concept Chapter 1:Selling the Difference Chapter 2:Selling Solutions Part Two: Buying and Selling Chapter 3:Psychology of the Buying Process Chapter 4:Psychology of the Selling Process Part Three: Selling Skills Chapter 5:Finding New Business Chapter 6:Building the Relationship Chapter 7:Gap Analysis Selling Chapter 8:The Art of Sales Negotiation Chapter 9:Major Account Selling Chapter 10:The Complete Selling Sequence Part Four: Personal Skills Chapter 11:Develop the Right Stuff Chapter 12:Develop Success Mental Health Appendix I:Making the Appointment Appendix II:Gaining Commitment and Closing About LDLIndex