Coffee’s for Closers 1st Edition Tony Morris

Coffee’s for Closers – Ebook Instant Download/Delivery ISBN(s): 9780857089557,0857089552

Product details:

• ISBN-10 ‏ : ‎ 0857089552
• ISBN-13 ‏ : ‎ 978-0857089557
• Author(s): Tony Morris

In Coffee’s For Closers: The Best Real Life Sales Book You’ll Ever Read, veteran sales leader and coach Tony Morris delivers a can’t-miss, hands-on guide to becoming the best salesperson you can be. This is not a book filled with high-level theories – rather it is a book that offers innovative and easy-to-understand sales techniques you can apply immediately and integrate into your daily life as a salesperson.

In the book, you’ll explore tried-and-true, step-by-step tutorials on getting past gatekeepers, cold-calling, questioning, listening to customers, and crafting airtight proposals. You’ll also find:

• Expert tips on gaining commitment and closing, as well as advice on how to handle prospects’ objections and stalling tactics
• Ways to generate leads, build rapport with customers, prepare for your next sales call, and even manage your time wisely
• Strategies for handling rejection – a frequently encountered experience for every salesperson

A practical blueprint for sales success that is heavily informed by real-world experience and commonsense, Coffee’s For Closers will become one of those essential resources you rely on to inform your everyday approach to sales.

Table contents:

1 Introduction to Sales 1

Do Not Listen to Respond, Listen to Learn 4

Asking Intelligent Questions 4

Mindset 5

The Lesson 7

The Whale 8

Tenacity 18

Why Do People Buy? 25

2 It Is Not Just About the Destination 29

3 Give, and You Shall Gain 37

4 Every Second Counts 43

5 Preparation 51

Preparation for a Call 57

The A–Z of Success 61

Prepare for a Meeting 71

6 My Best Sales Lesson Yet 77

7 Motivation 91

Reflect on Past Triumphs 99

8 Building Rapport 105

What Is Rapport? 105

Using Keywords 114

The Two Golden Rules of Rapport 116

9 Who Is Your Ideal Client? 123

Building Your Hit List 128

Strategic Alliances 129

How to Be Seen as the Expert in Their Field 132

10 Getting Past the Gatekeepers 139

Voice Mails 144

11 Smart Calling 147

Funnelling Process 157

12 Direct Marketing 159

13 I Only Have Capacity for Seven Clients 171

14 Questioning 183

15 Listening 195

16 As Nike Says, ‘Just Do It’ 209

17 Conducting a Meeting 213

18 Proposals 219

19 Selling with NLP 223

20 Handle the Person, Not the Objection 239

21 Positive Words and Language 253

22 Lead Generation 259

Lead Generation Ideas If You Work in Recruitment 263

Pipeline 264

23 Gaining Referrals 267

24 FAB Selling 275

25 Cross- Selling and Upselling 283

Create the Need and Fill It 285

26 Handling Rejection 289

27 Six Components of Success 293

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