Home > Store

The Secrets of Selling PDF eBook, 2nd Edition

Register your product to gain access to bonus material or receive a coupon.

The Secrets of Selling PDF eBook, 2nd Edition

eBook (Adobe DRM)

  • Your Price: $27.99
  • List Price: $34.99
  • About Adobe DRM eBooks
  • This eBook requires the free Adobe® Digital Editions software.

    Before downloading this DRM-encrypted PDF, be sure to:


    • Install the free Adobe Digital Editions software on your machine. Adobe Digital Editions only works on Macintosh and Windows, and requires the Adobe Flash Player. Please see the official system requirements.
    • Authorize your copy of Adobe Digital Editions using your Adobe ID (select AdobeID as the eBook vendor). If you don't already have an Adobe ID, you can create one here.

Description

  • Copyright 2011
  • Edition: 2nd
  • eBook (Adobe DRM)
  • ISBN-10: 0-273-74233-7
  • ISBN-13: 978-0-273-74233-3

Want to beat your sales target? Buy this book. The new edition of this highly successful sales bible is full of practical tips, tricks and advice and now comes in a smaller, more accessible package.

 The Secrets of Selling, 2nd edition covers all the key areas in a concise and snappy style and is easy to navigate - essential features for the time pressured modern sales professional. It covers the full range of situations that sales people at all levels will encounter, from how to size up your prospective client quickly, to the best time to mention your price. It has a genuinely practical approach - providing you with the tips, tricks and techniques that will help you improve your sales performance.

This new edition has been completely revised and updated throughout. Key changes include:.

  • Summaries, in the form of checklists included at each of the three sections.
  • A chapter on Body Language, including new information on how to spot lying.
  • New information on icebreakers in meetings.

Sample Content

Table of Contents

Table of Contents:

Introduction: The Secrets of Selling  

Section 1: Sales meetings and sales proposals

 1. What to say in sales meetings

Preparing for sales meetings

The structure of a typical sales meeting 

Dealing with objections  

Closing

2. How to assess the character of your prospect quickly and accurately

How to make these judgements

The most common reasons why people misjudge the characters of others

3. Using emotion in selling

Honesty Charm

Using emotion correctly

 The emotions behind buying decisions

4. Body language in sales meetings

The importance of body language in selling

Persuasive and non-persuasive body language

What to look for in others

5. How to write proposals

The best way to write a proposal

The management summary

The introduction

Your understanding of their requirements

Your company’s suitability for the work

The proposed way forward

The costs

Possible next steps

6. Writing words that sell

The rules for writing good English

How to write case studies

How to write one page summaries

 Section 2: How to find new business

Choosing your targets

The theory behind finding new business

Maximising the efficiency of your lead-searching

The four main ways to find new business

 7. Finding new business through mailshots

How to get good lists

The message in your mailshot

Knowing how many to send

E-mailshotting

Measuring the success of mailshots

The mailshot idea that usually fails

Running newsletters

8. Finding new business through seminars

Attending other people’s seminars

Speed networking events

Running your own seminars

Alternatives to full blown seminars

Following up after seminars

9. How to use the telephone to make appointments

The secret to successfully selling on the phone

The four possible responses to your call

The words you should use

Getting past gatekeepers

Common issues when phoning

10. Finding new business through partners

The three types of partner

How to make your partnerships effective

How to choose the right partners for you

How to spot the partners you should avoid

Keeping your partnerships healthy

Section 3: Becoming a complete salesperson

11. How to brand and advertise your company effectively

How to create a brand

Colours and branding

Advertising

How to choose a tagline

How to place your adverts

Dealing with advertising agencies

12. Presentations, away days and exhibitions

The best way to present

Things to remember when you are preparing to present

Things to remember when you are presenting

How the size of the audience affects your presentation

Client away days

Manning an exhibition stand

Following it all up

13.  Getting the most from the media

Getting articles into the press

Finding journalists and publications that specialise in your area

Press releases

Other ways of contacting the press

Doing media interviews

Dealing with adverse publicity

PR agencies

Professional associations

14. Tips on beating the competition

What buyers are looking for

Avoiding the biggest waste of a salesperson’s time

Four general rules for competitive situations

Dealing with specific types of competition 

Timing your visits when you are part of a formal bid process

The waiting room

15. Tips on managing your contacts

Why you need a contact management system

How to choose the right one

16.  Tips on managing large accounts

How to network around an account

How to get extra work from the account

Shaping the strategy of their senior managers

When a team runs the account

17. Tips on negotiation

Five rules for preparing negotiations

Nine rules for the actual negotiations

Group negotiation

Common situations when negotiating

How professional buyers buy

18. How to sort the contract stage painlessly

What you need in a heads of agreement

Some general considerations for contracts

Tips for dealing with lawyers

Frequently occurring problems with commercial contracts

Getting the legal side right in the real world

19. How to measure performance (formerly chapter 15)

Measuring your performance against the competition

Measuring your own performance

Your real chances of winning the work

Sales reporting

Rewarding sales achievement

20. So what makes the difference between average and top flight sales performance?

Motivation and goals

The seven ways you can create luck

Updates

Submit Errata

More Information

InformIT Promotional Mailings & Special Offers

I would like to receive exclusive offers and hear about products from InformIT and its family of brands. I can unsubscribe at any time.

Overview


Pearson Education, Inc., 221 River Street, Hoboken, New Jersey 07030, (Pearson) presents this site to provide information about products and services that can be purchased through this site.

This privacy notice provides an overview of our commitment to privacy and describes how we collect, protect, use and share personal information collected through this site. Please note that other Pearson websites and online products and services have their own separate privacy policies.

Collection and Use of Information


To conduct business and deliver products and services, Pearson collects and uses personal information in several ways in connection with this site, including:

Questions and Inquiries

For inquiries and questions, we collect the inquiry or question, together with name, contact details (email address, phone number and mailing address) and any other additional information voluntarily submitted to us through a Contact Us form or an email. We use this information to address the inquiry and respond to the question.

Online Store

For orders and purchases placed through our online store on this site, we collect order details, name, institution name and address (if applicable), email address, phone number, shipping and billing addresses, credit/debit card information, shipping options and any instructions. We use this information to complete transactions, fulfill orders, communicate with individuals placing orders or visiting the online store, and for related purposes.

Surveys

Pearson may offer opportunities to provide feedback or participate in surveys, including surveys evaluating Pearson products, services or sites. Participation is voluntary. Pearson collects information requested in the survey questions and uses the information to evaluate, support, maintain and improve products, services or sites, develop new products and services, conduct educational research and for other purposes specified in the survey.

Contests and Drawings

Occasionally, we may sponsor a contest or drawing. Participation is optional. Pearson collects name, contact information and other information specified on the entry form for the contest or drawing to conduct the contest or drawing. Pearson may collect additional personal information from the winners of a contest or drawing in order to award the prize and for tax reporting purposes, as required by law.

Newsletters

If you have elected to receive email newsletters or promotional mailings and special offers but want to unsubscribe, simply email information@informit.com.

Service Announcements

On rare occasions it is necessary to send out a strictly service related announcement. For instance, if our service is temporarily suspended for maintenance we might send users an email. Generally, users may not opt-out of these communications, though they can deactivate their account information. However, these communications are not promotional in nature.

Customer Service

We communicate with users on a regular basis to provide requested services and in regard to issues relating to their account we reply via email or phone in accordance with the users' wishes when a user submits their information through our Contact Us form.

Other Collection and Use of Information


Application and System Logs

Pearson automatically collects log data to help ensure the delivery, availability and security of this site. Log data may include technical information about how a user or visitor connected to this site, such as browser type, type of computer/device, operating system, internet service provider and IP address. We use this information for support purposes and to monitor the health of the site, identify problems, improve service, detect unauthorized access and fraudulent activity, prevent and respond to security incidents and appropriately scale computing resources.

Web Analytics

Pearson may use third party web trend analytical services, including Google Analytics, to collect visitor information, such as IP addresses, browser types, referring pages, pages visited and time spent on a particular site. While these analytical services collect and report information on an anonymous basis, they may use cookies to gather web trend information. The information gathered may enable Pearson (but not the third party web trend services) to link information with application and system log data. Pearson uses this information for system administration and to identify problems, improve service, detect unauthorized access and fraudulent activity, prevent and respond to security incidents, appropriately scale computing resources and otherwise support and deliver this site and its services.

Cookies and Related Technologies

This site uses cookies and similar technologies to personalize content, measure traffic patterns, control security, track use and access of information on this site, and provide interest-based messages and advertising. Users can manage and block the use of cookies through their browser. Disabling or blocking certain cookies may limit the functionality of this site.

Do Not Track

This site currently does not respond to Do Not Track signals.

Security


Pearson uses appropriate physical, administrative and technical security measures to protect personal information from unauthorized access, use and disclosure.

Children


This site is not directed to children under the age of 13.

Marketing


Pearson may send or direct marketing communications to users, provided that

  • Pearson will not use personal information collected or processed as a K-12 school service provider for the purpose of directed or targeted advertising.
  • Such marketing is consistent with applicable law and Pearson's legal obligations.
  • Pearson will not knowingly direct or send marketing communications to an individual who has expressed a preference not to receive marketing.
  • Where required by applicable law, express or implied consent to marketing exists and has not been withdrawn.

Pearson may provide personal information to a third party service provider on a restricted basis to provide marketing solely on behalf of Pearson or an affiliate or customer for whom Pearson is a service provider. Marketing preferences may be changed at any time.

Correcting/Updating Personal Information


If a user's personally identifiable information changes (such as your postal address or email address), we provide a way to correct or update that user's personal data provided to us. This can be done on the Account page. If a user no longer desires our service and desires to delete his or her account, please contact us at customer-service@informit.com and we will process the deletion of a user's account.

Choice/Opt-out


Users can always make an informed choice as to whether they should proceed with certain services offered by InformIT. If you choose to remove yourself from our mailing list(s) simply visit the following page and uncheck any communication you no longer want to receive: www.informit.com/u.aspx.

Sale of Personal Information


Pearson does not rent or sell personal information in exchange for any payment of money.

While Pearson does not sell personal information, as defined in Nevada law, Nevada residents may email a request for no sale of their personal information to NevadaDesignatedRequest@pearson.com.

Supplemental Privacy Statement for California Residents


California residents should read our Supplemental privacy statement for California residents in conjunction with this Privacy Notice. The Supplemental privacy statement for California residents explains Pearson's commitment to comply with California law and applies to personal information of California residents collected in connection with this site and the Services.

Sharing and Disclosure


Pearson may disclose personal information, as follows:

  • As required by law.
  • With the consent of the individual (or their parent, if the individual is a minor)
  • In response to a subpoena, court order or legal process, to the extent permitted or required by law
  • To protect the security and safety of individuals, data, assets and systems, consistent with applicable law
  • In connection the sale, joint venture or other transfer of some or all of its company or assets, subject to the provisions of this Privacy Notice
  • To investigate or address actual or suspected fraud or other illegal activities
  • To exercise its legal rights, including enforcement of the Terms of Use for this site or another contract
  • To affiliated Pearson companies and other companies and organizations who perform work for Pearson and are obligated to protect the privacy of personal information consistent with this Privacy Notice
  • To a school, organization, company or government agency, where Pearson collects or processes the personal information in a school setting or on behalf of such organization, company or government agency.

Links


This web site contains links to other sites. Please be aware that we are not responsible for the privacy practices of such other sites. We encourage our users to be aware when they leave our site and to read the privacy statements of each and every web site that collects Personal Information. This privacy statement applies solely to information collected by this web site.

Requests and Contact


Please contact us about this Privacy Notice or if you have any requests or questions relating to the privacy of your personal information.

Changes to this Privacy Notice


We may revise this Privacy Notice through an updated posting. We will identify the effective date of the revision in the posting. Often, updates are made to provide greater clarity or to comply with changes in regulatory requirements. If the updates involve material changes to the collection, protection, use or disclosure of Personal Information, Pearson will provide notice of the change through a conspicuous notice on this site or other appropriate way. Continued use of the site after the effective date of a posted revision evidences acceptance. Please contact us if you have questions or concerns about the Privacy Notice or any objection to any revisions.

Last Update: November 17, 2020