{"product_id":"exactly-how-to-sell-isbn-9781119473459","title":"Exactly How to Sell","description":"\u003cp\u003e\u003cb\u003eThe sales guide for non-sales professionals\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eExactly How to Sell\u003c\/i\u003e walks you through a tried and true process that draws on time tested methods that are designed to attract and keep more customers. No matter what you are selling (yourself, your product or your services) this simple read is certain to provide you actionable strategies to deliver you more of the sales results you are looking for. \u003c\/p\u003e \u003cp\u003eInside, Phil M. Jones writes from experience and explains how to get more customers and keep them all happy—while they’re spending more money, more often. Using simple, practical, and easy-to-implement methods in line with the modern business landscape, Phil educates and guides you, giving you the confidence you need to develop the skills you need to win more business.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eBoost your salesmanship to support your core profession\u003c\/li\u003e \u003cli\u003eCreate intent in a buyer and scenarios where everybody wins\u003c\/li\u003e \u003cli\u003eChoose your words wisely and present like a pro\u003c\/li\u003e \u003cli\u003eOvercome the indecision in your customers and close more sales\u003c\/li\u003e \u003cli\u003eManage your customer base and have them coming back for more\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eIf you want to up your sales game, \u003ci\u003eExactly How to Sell\u003c\/i\u003e shows you how.\u003c\/p\u003e \u003cp\u003eIntroduction xi\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 A Shift in Mind-Set 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSalespeople or Sales Professionals 1\u003c\/p\u003e \u003cp\u003eChoosing Your Focus 4\u003c\/p\u003e \u003cp\u003eSales Is a Philosophy 12\u003c\/p\u003e \u003cp\u003eIs It Worth It? 16\u003c\/p\u003e \u003cp\u003eThe Value of a Customer 18\u003c\/p\u003e \u003cp\u003eMake It Work on Paper 19\u003c\/p\u003e \u003cp\u003eThe Two Most Important Questions 21\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 The Quest for Confidence 23\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHave You Done Your Homework? 26\u003c\/p\u003e \u003cp\u003eMaking Your Own Luck 28\u003c\/p\u003e \u003cp\u003eTools of the Trade 29\u003c\/p\u003e \u003cp\u003eKeeping Your Head in the Game 31\u003c\/p\u003e \u003cp\u003eKnow Your Enemy 33\u003c\/p\u003e \u003cp\u003eLevels of Success: Thinking BIG 34\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Opportunity Is Everywhere 39\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Face Are You Wearing? 40\u003c\/p\u003e \u003cp\u003eNetworking for Success 42\u003c\/p\u003e \u003cp\u003eWhat’s in a Name? 45\u003c\/p\u003e \u003cp\u003eMaking Yourself More Memorable 46\u003c\/p\u003e \u003cp\u003eBecome the Expert 47\u003c\/p\u003e \u003cp\u003eBetter Than a Brochure 48\u003c\/p\u003e \u003cp\u003eLet’s Get Social 49\u003c\/p\u003e \u003cp\u003eSocial Proof 53\u003c\/p\u003e \u003cp\u003eGiving Testimonials 56\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Defining Your Sales Process 57\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePick Up the Phone 58\u003c\/p\u003e \u003cp\u003eA Guaranteed Success Formula 62\u003c\/p\u003e \u003cp\u003eShow That You Care 65\u003c\/p\u003e \u003cp\u003eChoose Your Allies 67\u003c\/p\u003e \u003cp\u003eSome Simple Tips 70\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Making the Moments Count 73\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWho Holds the Controls? 73\u003c\/p\u003e \u003cp\u003eEasy First Yes 77\u003c\/p\u003e \u003cp\u003eWhat Selling Really Is? 78\u003c\/p\u003e \u003cp\u003eProd the Bruise 79\u003c\/p\u003e \u003cp\u003eMake It Easy to Buy 81\u003c\/p\u003e \u003cp\u003ePut a Bow on It 82\u003c\/p\u003e \u003cp\u003eChoose Your Words 85\u003c\/p\u003e \u003cp\u003eYour Sales Presentation 92\u003c\/p\u003e \u003cp\u003eClosing the Sale 98\u003c\/p\u003e \u003cp\u003eBuying Triggers 103\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Maximizing Opportunities 105\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStop Overselling 107\u003c\/p\u003e \u003cp\u003ePricing 108\u003c\/p\u003e \u003cp\u003eYour Downsell 109\u003c\/p\u003e \u003cp\u003eThe Simple Upsell 110\u003c\/p\u003e \u003cp\u003eCreating Offers 112\u003c\/p\u003e \u003cp\u003eShould You Give Discounts? 116\u003c\/p\u003e \u003cp\u003eA Secret Ingredient to Success 117\u003c\/p\u003e \u003cp\u003eThe Four Rs 118\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Overcoming Indecision 121\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAvoiding Objections 122\u003c\/p\u003e \u003cp\u003eTackling Objections 124\u003c\/p\u003e \u003cp\u003eNegotiate Like a Pro 126\u003c\/p\u003e \u003cp\u003ePersistence 128\u003c\/p\u003e \u003cp\u003ePlaying Devil’s Advocate 129\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Protecting Your Investment 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Database 132\u003c\/p\u003e \u003cp\u003eThe Drop-In 133\u003c\/p\u003e \u003cp\u003eThe Phone Call 134\u003c\/p\u003e \u003cp\u003eThe Newsletter 134\u003c\/p\u003e \u003cp\u003eThe E-Newsletter 135\u003c\/p\u003e \u003cp\u003eThe Blog 135\u003c\/p\u003e \u003cp\u003eThe Facebook Presence 136\u003c\/p\u003e \u003cp\u003eThe Twitter Account 136\u003c\/p\u003e \u003cp\u003eThe LinkedIn Account 137\u003c\/p\u003e \u003cp\u003eThe Website 137\u003c\/p\u003e \u003cp\u003eThe Get-Together 138\u003c\/p\u003e \u003cp\u003eThe Letter 138\u003c\/p\u003e \u003cp\u003eThe E-Mail Offer 139\u003c\/p\u003e \u003cp\u003eThe Direct Mail Offer 140\u003c\/p\u003e \u003cp\u003eThe Gift 141\u003c\/p\u003e \u003cp\u003eThe Pat on the Back 142\u003c\/p\u003e \u003cp\u003eCertificates and Awards 142\u003c\/p\u003e \u003cp\u003eThe Text Message 142\u003c\/p\u003e \u003cp\u003eThey All Tune In to the Same Station 143\u003c\/p\u003e \u003cp\u003eIt Is the Thought That Counts 143\u003c\/p\u003e \u003cp\u003eAbout the Author 145\u003c\/p\u003e \u003cp\u003eAcknowledgments 147\u003c\/p\u003e  \u003cp\u003e\u003cb\u003ePHIL M JONES\u003c\/b\u003e has made it his life’s work to demystify the sales process, reframe what it is to “sell”, and help his audiences to learn new skills that empower confidence, overcome fears, and instantaneously impact bottom line results. Author of five international best-selling books, and having been awarded as the youngest-ever winner of the coveted “British Excellence in Sales and Marketing” award. Phil is currently one of the most in-demand assets from companies worldwide.   \u003c\/p\u003e\u003cp\u003e\u003ci\u003eExactly How to Sell\u003c\/i\u003e walks you through a tried and true process that draws on the time-tested methods that are designed to attract and keep more customers. No matter what you are selling (yourself, your product, or your services) this easy read is certain to provide you actionable strategies to deliver more of the sales results you are looking for. Author Phil M Jones, the youngest person ever to receive BEMSA’s “Sales Trainer of the Year” award, shows how to develop the skills needed to grow your customer base, increase your orders, and win business from your competition. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eExactly How to Sell\u003c\/i\u003e explains what it takes to develop a community of customers who continue to spend with you, refer you to others, and build your reputation. \u003c\/p\u003e\u003cp\u003eJones explores the winning tools and techniques that you can use to increase your confidence ahead of your sales conversations and achieve more from every interaction you have. He shows how to define your target market, identify potential partner industries, create win\/win scenarios, build relationships, and much more. \u003ci\u003eExactly How to Sell\u003c\/i\u003e includes the methods that will help you listen carefully, keep in control, and lead your prospect from inquiry through to decision. Using these techniques, you can successfully navigate prospects through the decision-making process—and all without falling into the stereotype of being “salesy”. \u003c\/p\u003e\u003cp\u003eThe author reveals how to transform your prospective client’s “problems” into workable challenges that inspire your prospect to become a buyer. \u003ci\u003eExactly How to Sell\u003c\/i\u003e also includes the vital information needed to price your service or product correctly and shows how to add dollars to your pricing that will increase profits, with no additional expense and no additional workload. The book also outlines the keys to upselling and creating irresistible offers to grow your sales success.  \u003c\/p\u003e\u003cp\u003eJones explores the positive impact of nurturing your established customers with drop-in visits, phone calls, newsletters, blogs, and social networks. \u003c\/p\u003e\u003cp\u003eOnce you put \u003ci\u003eExactly How to Sell’s\u003c\/i\u003e practical methods into place, you will be on track to developing a growing business that keeps your customers coming back for more.    \u003c\/p\u003e\u003cp\u003e\u003cb\u003ePRAISE FOR \u003c\/b\u003eEXACTLY HOW TO SELL \u003c\/p\u003e\u003cp\u003e“\u003ci\u003eExactly How to Sell\u003c\/i\u003e is exactly what it promises. It is the nuts and bolts of selling, blending old school techniques with today’s dynamic customer needs.” \u003c\/p\u003e\u003cp\u003e\u003cb\u003e —Heather Sager,\u003c\/b\u003e vice president, Learning \u0026amp; Development, Audigy Group, LLC \u003c\/p\u003e\u003cp\u003e“The primary function of every business is sales. If you wish it weren’t that way, buy \u003ci\u003eExactly How to Sell\u003c\/i\u003e right now. Jones will help you fall in love with selling in a way that is in line with your values and desire to be of value. And the best part …he makes it simple by giving you an easy to implement process for getting all the clients and customers you want. Read this book and you’ll learn exactly how to sell.” \u003c\/p\u003e\u003cp\u003e\u003cb\u003e —Michael Port,\u003c\/b\u003e \u003ci\u003eNew York Times\u003c\/i\u003e and \u003ci\u003eWall Street Journal\u003c\/i\u003e bestselling author of \u003ci\u003eBook   Yourself Solid \u003c\/i\u003eand\u003ci\u003e Steal the Show\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e“‘Selling’ often is thought of as a dirty word; something I avoided. Let’s face it; no one wants to be sold to. Right? Wrong! This book brilliantly illustrates the how and why of selling–for everyone. Phil Jones has finally sold me on selling.”  \u003c\/p\u003e\u003cp\u003e\u003cb\u003e —Stephen Shapiro,\u003c\/b\u003e author, \u003ci\u003eBest Practices are Stupid\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e“If you don’t think of yourself as a salesperson but need clients and wish it were easier, look no further. A lot of people will give you theory, but my friend Phil Jones will give you much more, teaching you step-by-step \u003ci\u003eExactly How to Sell\u003c\/i\u003e. You’ll love this book, you’ll use it, and you will improve your sales.”  \u003c\/p\u003e\u003cp\u003e\u003cb\u003e —Anthony Iannarino,\u003c\/b\u003e bestselling author of \u003ci\u003eThe Only Sales Guide You’ll Ever Need\u003c\/i\u003e and  \u003ci\u003eThe Lost Art of Closing\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e“In \u003ci\u003eExactly How to Sell\u003c\/i\u003e, Phil M Jones provides a straightforward method for professionals to extract maximum value from the sales process in an entertaining, highly readable book. Simply put, this book destroys stereotypes about selling as sacrilege to professionals. In fact, the opposite is true: this book will help professionals achieve greater success by focusing on the needs of the patient or customer and \u003ci\u003ewhy\u003c\/i\u003e they should choose you. Buy this book–you won’t regret it.” \u003c\/p\u003e\u003cp\u003e\u003cb\u003e —Dr. Dave Fabry, PhD,\u003c\/b\u003e vice president, Global Medical Affairs, GN ReSound\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989181251813,"sku":"NP9781119473459","price":27.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119473459.jpg?v=1761783113","url":"https:\/\/k12savings.com\/es\/products\/exactly-how-to-sell-isbn-9781119473459","provider":"K12savings","version":"1.0","type":"link"}