{"product_id":"coffees-for-closers-isbn-9780857089557","title":"Coffee's for Closers","description":"\u003cp\u003e\u003cb\u003ePractical, real-world sales advice you can apply immediately to improve your numbers\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eCoffee's For Closers: The Best Real Life Sales Book You’ll Ever Read\u003c\/i\u003e, veteran sales leader and coach Tony Morris delivers a can’t-miss, hands-on guide to becoming the best salesperson you can be. This is not a book filled with high-level theories – rather it is a book that offers innovative and easy-to-understand sales techniques you can apply immediately and integrate into your daily life as a salesperson.\u003c\/p\u003e \u003cp\u003eIn the book, you'll explore tried-and-true, step-by-step tutorials on getting past gatekeepers, cold-calling, questioning, listening to customers, and crafting airtight proposals. You'll also find:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eExpert tips on gaining commitment and closing, as well as advice on how to handle prospects' objections and stalling tactics\u003c\/li\u003e \u003cli\u003eWays to generate leads, build rapport with customers, prepare for your next sales call, and even manage your time wisely\u003c\/li\u003e \u003cli\u003eStrategies for handling rejection - a frequently encountered experience for every salesperson\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eA practical blueprint for sales success that is heavily informed by real-world experience and commonsense, \u003ci\u003eCoffee's For Closers\u003c\/i\u003e will become one of those essential resources you rely on to inform your everyday approach to sales.\u003c\/p\u003e \u003cp\u003eForeword xvii\u003c\/p\u003e \u003cp\u003ePreface xxi\u003c\/p\u003e \u003cp\u003eAbout the Author xxv\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 Introduction to Sales 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDo Not Listen to Respond, Listen to Learn 4\u003c\/p\u003e \u003cp\u003eAsking Intelligent Questions 4\u003c\/p\u003e \u003cp\u003eMindset 5\u003c\/p\u003e \u003cp\u003eThe Lesson 7\u003c\/p\u003e \u003cp\u003eThe Whale 8\u003c\/p\u003e \u003cp\u003eTenacity 18\u003c\/p\u003e \u003cp\u003eWhy Do People Buy? 25\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 It Is Not Just About the Destination 29\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 Give, and You Shall Gain 37\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Every Second Counts 43\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Preparation 51\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePreparation for a Call 57\u003c\/p\u003e \u003cp\u003eThe A–Z of Success 61\u003c\/p\u003e \u003cp\u003ePrepare for a Meeting 71\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 My Best Sales Lesson Yet 77\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Motivation 91\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eReflect on Past Triumphs 99\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Building Rapport 105\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Rapport? 105\u003c\/p\u003e \u003cp\u003eUsing Keywords 114\u003c\/p\u003e \u003cp\u003eThe Two Golden Rules of Rapport 116\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Who Is Your Ideal Client? 123\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuilding Your Hit List 128\u003c\/p\u003e \u003cp\u003eStrategic Alliances 129\u003c\/p\u003e \u003cp\u003eHow to Be Seen as the Expert in Their Field 132\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 Getting Past the Gatekeepers 139\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eVoice Mails 144\u003c\/p\u003e \u003cp\u003e\u003cb\u003e11 Smart Calling 147\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFunnelling Process 157\u003c\/p\u003e \u003cp\u003e\u003cb\u003e12 Direct Marketing 159\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e13 I Only Have Capacity for Seven Clients 171\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e14 Questioning 183\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTag- On Questions 187\u003c\/p\u003e \u003cp\u003eStatement Question 188\u003c\/p\u003e \u003cp\u003eOpinion Question 188\u003c\/p\u003e \u003cp\u003eReplay Question 188\u003c\/p\u003e \u003cp\u003eClarification Question 189\u003c\/p\u003e \u003cp\u003eFuture Pace Question 189\u003c\/p\u003e \u003cp\u003ePain Questions 190\u003c\/p\u003e \u003cp\u003eBenchmarking Question 191\u003c\/p\u003e \u003cp\u003eDecision- Maker Questions 191\u003c\/p\u003e \u003cp\u003eThought- Provoking Questions 192\u003c\/p\u003e \u003cp\u003eDiscovery Questions 193\u003c\/p\u003e \u003cp\u003eWhy Do We Ask Closed- Ended Questions? 194\u003c\/p\u003e \u003cp\u003e\u003cb\u003e15 Listening 195\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Smart Salesperson Listens to Emotions, Not Facts 195\u003c\/p\u003e \u003cp\u003eLimit the Time You Speak 196\u003c\/p\u003e \u003cp\u003eReflective Listening 196\u003c\/p\u003e \u003cp\u003eTag- On Questions 197\u003c\/p\u003e \u003cp\u003eImproving Active Listening Skills 199\u003c\/p\u003e \u003cp\u003eOpportunity Antenna 201\u003c\/p\u003e \u003cp\u003eListening to What Is ‘Not’ Shared 202\u003c\/p\u003e \u003cp\u003eListen to Learn 206\u003c\/p\u003e \u003cp\u003e\u003cb\u003e16 As Nike Says, ‘Just Do It’ 209\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e17 Conducting a Meeting 213\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e18 Proposals 219\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e19 Selling with NLP 223\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is NLP? 223\u003c\/p\u003e \u003cp\u003eHow People Buy 228\u003c\/p\u003e \u003cp\u003eNLP Epistemology – The Communication Model 229\u003c\/p\u003e \u003cp\u003eInternal Representation 229\u003c\/p\u003e \u003cp\u003eSelling to Visual Learners 233\u003c\/p\u003e \u003cp\u003eSelling to Auditory Learners 234\u003c\/p\u003e \u003cp\u003eSelling to Kinaesthetic Learners 234\u003c\/p\u003e \u003cp\u003eSelling to a Group 235\u003c\/p\u003e \u003cp\u003e\u003cb\u003e20 Handle the Person, Not the Objection 239\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy Do You Think People Object? 240\u003c\/p\u003e \u003cp\u003eWhat Do We Do if the Client Has an Objection? 241\u003c\/p\u003e \u003cp\u003eMarket Is Not Good at the Moment (Property) 242\u003c\/p\u003e \u003cp\u003eBad Experience 243\u003c\/p\u003e \u003cp\u003eNeed to Speak to My Partner 244\u003c\/p\u003e \u003cp\u003eI Am Happy with My Current Supplier 245\u003c\/p\u003e \u003cp\u003eYour Product Is too Expensive 249\u003c\/p\u003e \u003cp\u003eSend Me Information 250\u003c\/p\u003e \u003cp\u003eYour Competitor, Who Is Very Similar to You, Is Cheaper 251\u003c\/p\u003e \u003cp\u003e\u003cb\u003e21 Positive Words and Language 253\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e22 Lead Generation 259\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eLead Generation Ideas If You Work in Recruitment 263\u003c\/p\u003e \u003cp\u003ePipeline 264\u003c\/p\u003e \u003cp\u003e\u003cb\u003e23 Gaining Referrals 267\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e24 FAB Selling 275\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e25 Cross- Selling and Upselling 283\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCreate the Need and Fill It 285\u003c\/p\u003e \u003cp\u003e\u003cb\u003e26 Handling Rejection 289\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e27 Six Components of Success 293\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTalent 294\u003c\/p\u003e \u003cp\u003e\u003cb\u003e28 Negotiations 297\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRule 1 300\u003c\/p\u003e \u003cp\u003eRule 2 302\u003c\/p\u003e \u003cp\u003eRule 3 302\u003c\/p\u003e \u003cp\u003eRule 4 303\u003c\/p\u003e \u003cp\u003eRule 5 304\u003c\/p\u003e \u003cp\u003eRule 6 305\u003c\/p\u003e \u003cp\u003eRule 7 305\u003c\/p\u003e \u003cp\u003eRule 8 306\u003c\/p\u003e \u003cp\u003eRule 9 306\u003c\/p\u003e \u003cp\u003eSell the Difference 307\u003c\/p\u003e \u003cp\u003e\u003cb\u003e29 Time Management 309\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnnecessary Meetings 316\u003c\/p\u003e \u003cp\u003eElephant Tasks 316\u003c\/p\u003e \u003cp\u003e\u003cb\u003e30 Gaining Commitment and Closing 319\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eExamples of Some Closing Techniques 322\u003c\/p\u003e \u003cp\u003e\u003cb\u003e31 Howlers 329\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMy First B2B Sales Job 329\u003c\/p\u003e \u003cp\u003eMy First Field Meeting 330\u003c\/p\u003e \u003cp\u003eCall Centre Selling Gas and Electric 331\u003c\/p\u003e \u003cp\u003eDouble Glazing 336\u003c\/p\u003e \u003cp\u003eDoor- to- Door Sales 338\u003c\/p\u003e \u003cp\u003e\u003cb\u003e32 Conclusion 341\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eComplimentary Resources 343\u003c\/p\u003e \u003cp\u003eTony Morris International 345\u003c\/p\u003e \u003cp\u003eMention of Studies or Research 347\u003c\/p\u003e \u003cp\u003eBook Mentions 349\u003c\/p\u003e \u003cp\u003eReferences 349\u003c\/p\u003e \u003cp\u003eBook Mentions 350\u003c\/p\u003e \u003cp\u003eIndex 351\u003c\/p\u003e   \u003cp\u003e\u003cb\u003eTONY MORRIS\u003c\/b\u003e has over 22 years of success in B2B and B2C sales. He has trained over 36,000 sales professionals in 43 different industries. He is the Founder of Tony Morris International, a leading sales training organisation, and an international communications speaker, speaking at sales kick off conferences in 31 countries. His passion is helping transform the mindset of salespeople and improving their skills, to exceed their sales goals.    \u003c\/p\u003e\u003cp\u003eIn \u003ci\u003eCoffee’s For Closers: The Best Real-Life Sales Book You’ll Ever Read\u003c\/i\u003e, veteran sales leader and coach Tony Morris delivers a practical and hands-on guide to dramatically improving your approach to sales. The book is an authentic collection of effective advice borne out of the thousands of hours the author has spent closing actual sales and training real salespeople in the art and science of selling to prospects.  \u003c\/p\u003e\u003cp\u003eThe author wastes no time with high-level theory or abstraction, choosing instead to offer tried-and-true, step-by-step tutorials on sales tactics built by and for frontline sales professionals. You’ll learn how to get past gatekeepers, conduct an effective cold-call, question prospects, listen to your customers, and craft an airtight proposal that’s impossible to say no to. From expert tips on gaining commitment and closing to handling objections, dodging stall tactics, generating leads, building rapport, and more, \u003ci\u003eCoffee’s For Closers\u003c\/i\u003e is a detailed blueprint for sales success that’s guaranteed to become a well-worn desk companion for salespeople everywhere. \u003c\/p\u003e\u003cp\u003ePerfect for salespeople, sales team leaders, and sales coaches, \u003ci\u003eCoffee’s For Closers\u003c\/i\u003e is the tactical how-to sales guide that sales professionals everywhere have been waiting for.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003ePRACTICAL SALES ADVICE INFORMED \u003c\/b\u003eBY\u003cb\u003e REAL-WORLD EXPERIENCE \u003c\/b\u003eAND\u003cb\u003e COMMON SENSE CRAFTED \u003c\/b\u003eFOR\u003cb\u003e FRONTLINE SALES PROFESSIONALS\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\u003ci\u003eCoffee’s For Closers: The Best Real-Life Sales Book You’ll Ever Read\u003c\/i\u003e is jam packed full of practical tools, tips, and techniques on how to become a top sales performer. Veteran sales leader and coach, Tony Morris, delivers essential advice culled from thousands of hours closing sales in the real world and training thousands of high performing salespeople. Every idea Tony shares in this book can be implemented immediately, and you will see instant results. If you are in a sales role or lead a sales team, this book provides hundreds of ideas that will help catapult you and your sales teams’ figures.  \u003c\/p\u003e\u003cp\u003eThis book has no theory; it is filled with anecdotes, strategies, and ideas that will give you an unfair advantage over your peers and competitors. It covers every stage of the sales journey, from how to prepare for a call, how to build an instant rapport, how to ask the right questions and how to listen to what is not even shared. You’ll learn how to close without being seen as pushy and combat every objection you’ll ever get—as well as generate a consistent flow of leads and referrals. \u003c\/p\u003e\u003cp\u003eHaving interviewed the best sales professionals in the world on his podcast, ‘Confessions of a Serial Seller’, Tony has codified the blueprint of what makes a world class sales professional. If you are in sales or a sales leader, this book will be your secret weapon to success.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47988940865765,"sku":"NP9780857089557","price":24.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780857089557.jpg?v=1761782139","url":"https:\/\/k12savings.com\/es\/products\/coffees-for-closers-isbn-9780857089557","provider":"K12savings","version":"1.0","type":"link"}