You Can Sell, Shiv Khera
Shiv Khera

You Can Sell

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It is often said that in order to succeed, one needs to learn the 'tricks of the trade'. However, this is not true. Good professionals learn the trade. This is what You Can Sell teaches you how to do-to gain thorough knowledge of the trade, better understanding of the task at hand and sell your way to success.This book explains how to:· Gain success and avoid pitfalls· Meet and exceed goals· Establish credibility and grow· Gain a competitive edge· Learn the qualities of a winning professional.
244 printed pages

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Quotes

julion96
julion96has quoted4 years ago
1.What you want to achieve.
2.How you expect to achieve it.
3.Target date to achieve it.
As you read this book, keep a notebook handy. Divide it
Yen Le
Yen Lehas quoted3 months ago
OW MUCH INFORMATION SHOULD YOU GIVE TO YOUR PROSPECT?
Do you want to make your prospect an expert in your product? The answer is: no, of course not. You have put a lot of time and effort in learning your trade. You are not looking to transfer all your knowledge to your client. Why should you?

A sales professional’s job is to educate the prospect only enough to help him make an intelligent or an informed decision. Giving too much information is another barrier in sales. Keep in mind that making a presentation is like performing on the stage. You are looking for a standing ovation, which is the measure of the quality of your performance. In a sales scenario, the measure of your performance is the prospect’s decision to purchase.

It is the obligation of a salesperson to make sure that the prospect’s time is well utilized. The prospect has done you a favor by granting you his valuable time. It is, therefore, your obligation to make sense.

TAKING NOTES
I would like to elaborate on why taking written notes is important. It shows seriousness and that you are not relying just on memory alone. The non-caring person hears eight or ten points and thinks he will be able to recall and address all of the issues. It is only human that we may remember most and forget a few. Hence, what have we done? An incomplete job. Just analyze the above. Does this happen? Do people behave like this? The answer is yes. What kind of attitude does it show? In my opinion, an unprofessional and non-caring attitude. A caring person would ensure
Paul Kodiyan
Paul Kodiyanhas quoted6 months ago
THERE IS NO SUCH THING AS SELLING B2B, B2C. ALL SALES ARE ALWAYS P2P – PEOPLE TO PEOPLE.

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