Publisher's Synopsis
If you want a no nonsense "crash course" in opening the sale, building customer confidence, overcoming objections, reading buying signals, and closing the sale then you need to read How to Sell Ice to Eskimos.Here's what you will get from this book......
And there's more! - Learn the nasty tricks clever buyers use to screw the salesman. In How to Sell Ice to Eskimos Graham Watkins shares forty years of experience in direct sales and sales management, experience he used to build his own multi-million pound business from scratch which he then sold to one of the UK's leading PLCs.Grab your copy today and start using the sales techniques that will make you a sales champion. What are you waiting for?
- - Twelve things every salesman should know and do before they start selling.
- - Techniques and tips that make it easy to approach a prospect and open the sale.
- - The art of the demonstration including proven ways of creating desire.
- - Understanding how to build customer confidence in your product, yourself and your company.
- - How to deal with excitable, disruptive customers and stay in control.
- - The questions and answers to use to overcome objections.
- - An understanding of the methods star salespeople use to extract the 'ICE' from the price.
- - Learn when and how to use open ended questions to smooth the deal.
- - How to perfect and use listening skills that will make you a winner.
- - How to read body language, the communication so often neglected by novices at their cost.
- - Using transactional analysis, to understand the psychology of the buyers mind and fast track the sale.
- - How to recognise buying signals, distil them and quickly convert them into sales.
- - Fourteen closing techniques that make selling simple.
- - Negotiating tools to boost the value of your business.
And there's more! - Learn the nasty tricks clever buyers use to screw the salesman. In How to Sell Ice to Eskimos Graham Watkins shares forty years of experience in direct sales and sales management, experience he used to build his own multi-million pound business from scratch which he then sold to one of the UK's leading PLCs.Grab your copy today and start using the sales techniques that will make you a sales champion. What are you waiting for?
"Aspiring salesmen and seasoned professionals, who want to sharpen their skills, would do well to employ the advice in this book," Alan Matthews, Sales and Marketing Consultant - Barnstormer Group.
"The soft underbelly of selling in all its glorious, hilarious truth," Alex Dunbar FIM. - T.S.C. at Greene Resources.
"A good book and well worth the read, Graham's clearly been there and buttoned the sales with benefits," Mark Wheatley MBA. Dip. - Managing Director, Wheatley Group.
"A worthwhile read for any budding entrepreneur," Phil Morris - Managing Director Morris Mason Associates.
"Selling to retailers! He makes it sound like fun and so easy," Frank James - Director at Accurate Cash Equipment Limited.
