From Contact to Contract

Download or read book From Contact to Contract written by Dianna Booher and published by Kaplan; Reprinted by Booher Research Institute. This book was released on 2014-05-14 with total page 315 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you one of the 16 million Americans working as a sales professional? Are you a small business owner, consultant, doctor, lawyer, or other business professional who must sell your services and promote your credibility to succeed? If so, you need practical, easy-to-apply information on the art of effective selling and sales communication—whether selling to difficult customers or selling to interested, decisive buyers. In From Contact to Contract, you’ll learn to master specific steps that help you: · Structure your sales conversation to keep it moving toward your sales goal · Use strategic persuasion techniques to turn information into real communication · Engage buyers with interactive sales presentations of your products and services · Negotiate to maintain profit margins · Gain commitments from customers and prospects · Communicate with difficult buyers · Manage your pipeline productively · Generate leads · Stay motivated during a competitive upsurge or economic downturn No time to read in your fast-paced sales job? Maybe you have a high quota and a pressing deadline? Then pick up the book and go straight to the help you need with a specific prospect. You’ll find summary headlines of each key sales tip or communication tip. This easy-to-skim format and brief entries are written with you––a fast-paced sales professional or entrepreneur––in mind. Review the comprehensive collection of 432 tips and best practices without getting bogged down in long explanations of sales theory and models. Whether selling to big companies and senior executives or selling to the individual buyer, you can apply these practical sales techniques and advice immediately. In fact, watch how From Contact to Contract becomes the sales primer you use again and again. Author and sales communication expert Dianna Booher shares the same sales and marketing strategies in this book that she offers in person to her Fortune 500 clients. These strategies and selling techniques come directly from her corporate programs on proposal writing, business writing, technical writing, sales presentations, and interpersonal communication. 291 pages. Also available in Kindle and Paperback format!