Sales Genius: 40 Insights from the Science of Selling
- 3h 39m
- Graham Jones
- Hodder & Stoughton Ltd
- 2015
The fast-track MBA in sales
Imagine having instant access to the world's smartest thinking on sales - and being shown exactly what to do to guarantee that you get your own selling right, every time.
Sales Genius makes it easy to apply what researchers know about brilliant selling to the real world. 40 chapters based on hundreds of cutting-edge business and psychology research projects reveal what works and what doesn't work in sales. Each of the 40 chapters is a mini-masterclass in selling, explaining the research and showing you how to apply it for yourself.
In Sales, conventional wisdom often says one thing while research says another. Sales Genius cuts through the noise to bring you proven research and techniques for applying it that will simply make you a better salesperson.
Quick to read and intensely practical, this book will bring a little sales genius into your day.
About the Author
Graham Jones is an Internet Psychologist who helps businesses understand the online behaviour of their customers and website visitors. He was one of the first psychologists in the world to start investigating the way human behaviour has adapted to the online world. He speaks at conferences on the topic and is a consultant to a number of businesses, helping them engage more fully with their online customers, thereby helping to improve their brand, sales and profits. Graham is an Associate Lecturer at The Open University and a Visiting Lecturer at the University of Buckingham. He is also a regular guest on TV and Radio talking about the Internet and is frequently interviewed by journalists from around the world about the topic of online behaviour.
In this Book
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Consultative Selling is Expected
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Adaptive Selling is Vital
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Direct Selling Still Succeeds
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Email Sells More than the Web
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Most Sales Journeys Start Online
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Niches Make Profits
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Make Time for More Appointments
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Getting Past the Gatekeepers
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Key Accounts Need Knowledge
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Networking Works Sometimes
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Persistence Pays in Sales
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How to Find Prospects
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Referral Sales are Worth Having
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Avoid Too Much Eye Contact with Customers
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Buyers Behave Differently Now
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Selling to Men or Women is not the Same
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How to Sell to Silver Surfers
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Get Inside the Mind of Your Buyer
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Spotting those Buying Signals
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Closing Sales is not Necessary
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Cross-Selling Works When Allowed
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Upselling Works through Customer Focus
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Posing Powerfully Boosts Negotiations
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Competitive Selling Needs Low Prices
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Kindness Kills Objections
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Mindfulness can Cut Conflict
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Cold Calls Weaken Sales
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Perfect Pitches Come from Mood Setting
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Customers Have no Idea About Prices
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Sales Promotions are for the Powerless
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Sales Commissions do not Motivate
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Sales Training Depends on the Boss
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Multiple Sales Targets are Better than One
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Forecasting the Future Depends on Staff Knowledge
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Sales Teams Teach Each Other How to Fail
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Transparency in Sales Extends Online
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When to Stop Selling Products
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Sales Leaders Need to Learn to Manage
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Customer Knowledge Depends on Sales Managers
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Sales Staff Must Keep Up to Date with Procedures
