Magnetic selling : develop the charm and charisma that attract customers and maximize sales

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Title:

Magnetic selling : develop the charm and charisma that attract customers and maximize sales

Author:

Bly, Robert W.

ISBN:

9780814472811

Personal Author:

Bly, Robert W.

Publication Information:

New York : American Management Association, c2006.

Physical Description:

xiii, 240 p. ; 23 cm.

Contents:

How to attract qualified sales leads like a magnet -- Words and phrases that get people to want to do business with you -- How to become magnetically attractive to prospects by asking them questions and really listening to the answers -- Secrets of successful cold calling -- How to develop a magnetic telephone voice and manner -- The principle of right timing -- Magnetic prospecting -- Magnetic follow-up -- Magnetic sales presentations -- How to handle "your price is too high" and other common objections -- Magnetic closings -- Magnetic customer service -- How to attract referrals like a magnet.

Subject Term:

Selling.

Sales promotion.

Copies:

Available:*

Library	Material Type	Item Barcode	Shelf Number	Copy	Status
Searching... 1:IIEMSA	1:GEN-BOOK	33168020372492	658.82 B661M 2006	1	Searching... Unknown

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Summary

What is it that makes some sales professionals irresistible, while others can't even get their feet in the door? Successful salespeople have a magnetic attraction that draws prospects in, and makes them want to do business with you. The good news is that the elements of sales magnetism are something anyone can learn... and this book shows you how. Magnetic Selling reveals the simple but powerful truths you need to entice more prospects and close more sales. You'll find out how to immediately create an irresistible attraction - not only to your products, but also to yourself. You'll learn how to: * Develop and exhibit the qualities that will appeal to people. * Develop a telephone voice people won't hang up on. * Master the principle of ""continuing the conversation."" * Use words and phrases that make people moreopen to what you're selling. * Exclude the nonessential information people consider irrelevant or boring. This book gives you proven techniques for attracting more potential buyers, improving response rates while prospecting, and intensifying interest when closing the deal to encourage bigger orders. From making memorable sales presentations... to using inexpensive deal sweeteners... to accurately assessing customers' requirements... to overcoming buyerskepticism and price objections... Magnetic Selling provides the key for closing more sales more often - and achieving unprecedented success." "