This book goes beyond mere sales techniques: using self-assessment models, it shows you how to monitor your progress in an actual sales project against where you need to be and includes templates, tables and exercises.
Many books simply list prescribed techniques and leave the reader to interpret them. What makes this book different is that it provides clear, practical advice on every aspect of making a sale, but you’ll also find much more: templates, tables, exercises and stimulating ideas to develop your sales techniques and monitor your progress in each particular sale. Every chapter ends with a summary, key points and coaching advice on developing a particular part of the sales cycle.
If you’ve ever found yourself thinking ‘How can I be sure to maximise my chances of success?’ – this book is for you.
‘Innovative and extremely beneficial to our performance both in terms of skill sets but particularly in increasing confidence levels within our teams of sales people.’
Andrew Pendrigh, Director, James McNaughton Group
‘One of those rare people in sales… knows what has made him successful and is able to transfer these skills to others.’
Andrew Mills, Sales Director, Applied Optical Technologies
‘Julian Clay is a master of the selling process. By coupling powerful questioning techniques with his sales forecasting method we have revolutionised our sales process.’
Lawrie Siteman, Managing Director, IDS Group
Chapter one: Preparation and sales development
Chapter two: Targeting new accounts
Chapter three: Telephone and personal introductions
Chapter four: Turning interest into commitment
Chapter five: Developing a sale correctly
Chapter eight: Negotiation
Chapter ten: Managing your accounts and your sales performance
Julian Clay is a Management Consultant specialising in
selling techniques. After a successful career with Kodak, he developed
his own consultancy. His clients have included the James McNaughton
Group, ICI, Racal, Gillette and Novartis. He is co-author of The Sales Manager’s Desktop Guide, also published by Thorogood.