TKO Sales! E-Book

Dave Anderson

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 106

Veröffentlichungsjahr: 2013

Beschreibung

Practical business guides that pull no punches Dave Anderson's TKO series presents no-nonsense, down-in-the-trenches management strategies that work in the real world of business. Each of the three informative books in this series offers easy-to-follow, step-by-step guidance on developing the specific skills great managers need. These quick and to-the-point guides feature detailed techniques and effective strategies presented in user-friendly chapters that are packed with checklists, examples, and practical resources. In each book, readers will find real-world advice in a fast and powerful format that includes: * Words of Wisdom or "Right Hook Rules"-bite-sized memorable quotes * Case Studies or "Opening Bell" Stories-real-life business lessons * Effective Strategies or "Left Hook Laws"-all-meat, no-fat business strategies * Incisive or "Standard Eight Count" Questions-insightful inquiries that prompt the reader to action * Quick or "Knockout" Summaries-bullet points that sum-up each chapter and offer easy reference

Leseprobe

Contents

Acknowledgments

About the Author

Introduction

Round 1: Make the First Sale to Yourself

Let’s Start with Tough Talk

It’s not as Easy as it Looks

Round 2: Sell Yourself Before You Sell Your Product

Opening Bell

People Still Buy people First

Round 3: Have Heart Surgery Every Day

Opening Bell

How Important is Attitude

The Power of Your Associations

Control Your Thoughts Because They Control Your Life

Gratitude Is not a Season; It Is a Lifestyle!

Round 4: Sell with Your Ears

Opening Bell

Listening: A Salesperson’s Key to Influence

Round 5: Remember that Less Is More Because More Is a Bore

Opening Bell

Canned and Panned is for the Kitchen

Use the 80/20 Rule for More Effective Selling

Determine the 20% During Your Diagnosis

Round 6: Ask and Ye Shall Receive . . . and If You Don’t, Ask Again

Opening Bell

If You Don’t Ask You Don’t Get . . . but You Have to Ask Right

How to Use Rejection

Round 7: Stop Objections in Their Tracks

Opening Bell

Learn to Love Objections!

Round 8: Make Your List and Check it Twice

Opening Bell

The One/Two Punch to Greater Success

Round 9: Decide Where, What, When, How, and Now

Opening Bell

The Two-Punch

Round 10: Knockout Summary for Follow-Through

Knockout Summary

Bibliography

Index

Praise for TKO Series

“Dave Anderson’s TKO series is a genuine knockout! The fast flowing format combined with high impact-content ensures that readers in any business and in any country will benefit from the universally sound principles presented.”

—Sir Peter Vardy, former chairman and CEO of Reg Vardy PLC

“Leadership guru Dave Anderson’s new TKO series guides you through the most important management moments in an innovative, down-to-earth, and short format. These highly readable, action-packed guides bring Anderson’s insights straight into your world, usable from the CEO to the newest trainee.”

—James Strock, author, Theodore Roosevelt on Leadership

“Want to go the distance and be a champion? Let Dave Anderson add power to your punch. The TKO series is loaded with hard-hitting strategies that will knock your competition out of contention.”

—Randy Pennington, author, Results Rule!: Build a Culture that Blows the Competition Away!

“Don’t be fooled by the slim size of Dave Anderson’s TKO series books—they each pack a knockout punch. Forget sales and management theory, these bantamweight books hit right at the gut of your business—what you must to do succeed. Quick reads—and if applied, they’ll provide you with life-long results.”

—Paul McCord, author, How to Build a Million Dollar Sales Income through Referrals

Copyright © 2008 by Dave Anderson. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, [phone], fax [phone], or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, [phone], fax [phone], or online at http://www.wiley.com/go/permissions.

Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages.

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Library of Congress Cataloging-in-Publication Data:

Anderson, Dave, 1961-

TKO sales! : ten knockout strategies for selling more of anything / Dave Anderson.

p. cm.

ISBN 978-0-470-17178-3 (pbk.)

1. Selling. 2. Sales management. I. Title.

HF5438.25.A5215 2007

658.85–dc22

2007012408

Acknowledgments

Many thanks to my wife, Rhonda, who runs our business, covers my back and keeps it all together as I jet around the world acting like I have a real job. Thanks also to the outstanding support staff and work partners in our California, Texas, and Virginia offices. You’re my very own dream team.

About the Author

Dave Anderson is president of LearnToLead, an international sales and leadership training organization. Dave has authored nine books, including the Wiley titles Up Your Business, If You Don’t Make Waves You’ll Drown, and How to Deal with Difficult Customers. He gives over 100 seminars and keynote speeches internationally each year and writes leadership columns for two national magazines. His web site, www.learntolead.com has tens of thousands of subscribers in forty countries that enjoy an archive of over 400 free training articles. To inquire about having Dave speak to your group contact his Agoura Hills, California office at 800-519-8224 or 818-735-9503 (Intl). Dave is a member of the National Speaker’s Association.