Sales Techniques (Briefcase Books Series) [Paperback]

William Brooks (Author), Bill Brooks (Author)

Book Description

ISBN-10: 0071430016 | ISBN-13: 978-0071430012 | Publication Date: February 20, 2004 | Edition: 1

Sales Techniques is an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal.

From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest addition to the popular Briefcase Books series will show salespeople how to organize their sales efforts, work successfully with today's more demanding customer base, efficiently and effectively close a sale, consistently follow up after the sale to encourage high-profit repeat business and referrals, and much more.

Editorial Reviews

From the Back Cover

Sales

An Effective New Sales Program for Finding New Prospects, Uncovering Their Needs, and Writing Their Orders

You are a professional salesperson. And to improve your closing ratio, you must gain access to the right people, at the time they want to hear you, with the message they want to hear--every day.

Sales Techniques is filled with insightful, proven concepts, tools, and techniques for delivering superior numbers to your company by first delivering compelling value to your customers. Whatever your product or service, this newest addition to McGraw-Hill's hands-on, results-focused Briefcase Books series will arm you with:

• Step-by-step strategies for successfully implementing the all-new IMPACT Selling System^TM
• Powerful qualifying questions to determine whether someone is a buyer or a tire-kicker
• 10 ways to position yourself more effectively, and 6 common but fatal mistakes

While breakthrough success in sales is extraordinarily difficult to achieve, the rules can be remarkably straightforward. Let Sales Techniques introduce you to those rules, and provide you with distinctive, up-to-date ideas and strategies for using them to consistently turn prospects into buyers.

Briefcase Books are written specifically for today's busy professional. Each book features eye-catching icons, checklists, and sidebars to guide professionals step-by-step through everyday workplace situations. Look for these innovative design features to help you navigate through each page:

Clear definitions of key selling terms and jargon

Ideas for intelligent management of your sales effort

How-to hints for effective, results-oriented sales

Advice for minimizing selling errors

Early warning signs of sales efforts going awry

Examples of sales success from numerous industries

Boxes where you'll find specific sales techniques and procedures

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Product Details

• Paperback: 180 pages
• Publisher: McGraw-Hill; 1 edition (February 20, 2004)
• Language: English
• ISBN-10: 0071430016
• ISBN-13: 978-0071430012
• Product Dimensions: 9.1 x 6 x 0.6 inches
• Shipping Weight: 11.2 ounces (View shipping rates and policies)
• Average Customer Review: 3.7 out of 5 stars  See all reviews (3 customer reviews)
• Amazon Best Sellers Rank: #685,102 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

2 of 2 people found the following review helpful:

5.0 out of 5 stars Great Sales Techniques for the 21st Century, December 20, 2007

By 

Tracey Amino (Mesa, AZ USA) - See all my reviews
(REAL NAME)   

This review is from: Sales Techniques (Briefcase Books Series) (Paperback)

If you're tired of reading reheated sales techniques from the 80s, this book is for you. I own a travel agency and I'm trying to motivate our sales staff. With a luxury product, we can't use cheesy and outdated "Which day is better, Tuesday or Thursday?" sales techniques. Bill Brooks infuses integrity and honor back into the Sales Professional and describes a way of doing business that sales people can both be proud of and create a good living. Bravo!

2.0 out of 5 stars Ramble on, August 16, 2011

By 

Nat&Jon - See all my reviews

Amazon Verified Purchase

This review is from: Sales Techniques (Briefcase Books Series) (Paperback)

This book has some good points and facts. But, oh my ramble! The author repeats him/herself so many times it's annoying. I haven't been able to get through the last half of the book, and doubt I ever will. In my opinion, it is not worth all the ramble for the few points that can be taken from this book.

0 of 2 people found the following review helpful:

4.0 out of 5 stars Great for outside sales but not as good for inside sales, April 20, 2008

By 

Kevin Gaither "Los Angeles Sales Executive" (West Hills, CA United States) - See all my reviews
(REAL NAME)   

This review is from: Sales Techniques (Briefcase Books Series) (Paperback)

I read this book in Q107 and also listened to the CD version of this book about 4 or 5 times. The book inspired me to implement a formalized sales process at [...] for the first time in its history.

My opinion is that if your company has a very robust lead generation program (prospects that are raising their hands and asking to be contacted by your company), multiple products to sell and your team is an outside sales team, this book is highly relevant.

I've been managing our middle market sales team that is very transactionally oriented, sells one product (PPC/CPC advertising) and does the majority of its business over the phone. Furthermore, the leads we are calling are as cold as cold can be. While I picked up a lot of very valuable topics from this book (such as the powerful summary statement at the end of Probe, the Statement of Intention/Bonding Statement or the concept of stacking value), at the end of the day, this sales process was far to complicated for our sale at [...].

One specific benefit that resulted from implementing IMPACT was that we improved our proposal closing ratios from 40.9% in 2004 to 59.1% in 2008. Not too B-A-D. Unfortunately, we did not see a corresponding increase in new account production. It remained flat from April 2007-April 2008.

Kevin Gaither is a highly motivated, seasoned, hands-on sales executive with a 15+ year track record of consistently exceeding sales goals, building highly motivated, energized and productive sales teams, and excelling at developing new business. Kevin Gaither is a highly independent, assertive, creative and confident self-starter who thrives in a fast-paced and entrepreneurial company. Kevin Gaither has the proven ability to recruit, hire, train, retain and develop top-ranked sales teams by clearly articulating objectives using analytical thinking, reference to facts and best practices. Kevin Gaither has excellent leadership, prioritization, communication and analytical skills. Kevin Gaither has the ability to develop and clearly articulate objectives using both analytical thinking, reference to facts and best practices.