The Ultimate Sales Book gives you everything you need to succeed in sales and account management. It is a dynamic collection of essential skills covering the topics that will help you make a seismic impact upon your performance - faster than you ever thought possible.

Table of Contents

• Part 1: Your Successful Selling Masterclass
• Introduction
• Jump-start your success formula
• Develop product and service expertise
• Grasp the buying motives
• Conquer objections: turn them to your advantage
• Master successful presentations and closings
• Create action-provoking systems
• Implement motivation and support systems
• 7 × 7
• Part 2: Your Successful Key Account Management Masterclass
• Introduction
• Know your customer
• Analyse your growth opportunities
• Measure profits by account
• Plan for success
• Negotiate to win/win
• Control activity levels
• Manage relationships
• 7 × 7
• Part 3: Your Negotiation Skills Masterclass
• Introduction
• Creating the right environment
• Researching your objectives
• People and places
• Breaking the ice
• The agenda
• Conclude the deal
• Learning from your experiences
• 7 × 7
• Part 4: Your Successful Customer Care Masterclass
• Introduction
• Customer care is more than just saying ‘Have a nice day’
• How do you measure up?
• How do your customers think you measure up?
• Deliver more than your customers expect
• Excellence in communication
• Attitude is everything
• Plan to excel
• Surviving in tough times
• Further reading
• Answers