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Connective Selling - The Secrets of Winning 'BigTicket' Sales
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More About This Title Connective Selling - The Secrets of Winning 'BigTicket' Sales

  • English

English

John Timperley is a Marketing Director with the world’s largest professional services firm PricewaterhouseCoopers. He is a regular speaker and presenter, creating and delivering sales, business development and client care programmes for clients and staff. He is author of two previous books, Barefoot on Broken Glass– the five secrets of success in a massively changing business world and Network your way to Success.
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English

Introduction.

1. You are entering the ‘sales zone’ …

2. Winning new work through connective selling.

3. The power of forging strong relationships.

4. Understanding and influencing your contacts.

5. Questions – the key to identifying their issues and aspirations.

6. Navigating your way round your contact’s head....

7. The connective way to win tenders.

8. Writing proposals that win work.

9. The secrets of successful presentations.

10. Overcoming the ‘road blocks’ in the sale – objections.

11. Nearly there …negotiating profitable terms.

12. Are you a Rainmaker? How good are you at winning new work?

13. Connective selling resources: tools to help you.

Index.

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"...looks at why people buy, and explains how to sell to people when there is little to distinguish your service or product from that of your rivals."(Publishing News, 19th March 2004)

"...for people who want to win business with techniques that really work..." (PSMG Magazine, July 04)

“…stuffed with sound practical advice. A rainmaker in itself” (Director, October 2004)

“…should certainly help you achieve the vital first step…” (Reading Chronicle, 2nd December 2004) 

"...In a hard and competitive world, there has to be ‘value’ added and this book shows how to stand out from the crowd..." (City to Cities, Issue 31, February - March 2005)

“…a precise map of what to do, how to do it and when…” (Hertfordshire Magazine, Spring 2005)

  

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