Selling In A Week By Christine H Arvey

BY

CHRISTINE HARVEY

SELLING

IN A WEEK

CHRISTINE HARVEY

Author of six best-selling business books in 22 languages

A popular conference speaker

She is also a trainer to the US military

ABOUT THE BOOK

This book includes the seven steps for successful selling

Each step has been given in the form of a day of a week

Mainly written for the sales people

PLAN YOUR FORMULA FOR SUCCESS

Set overall goal

Create daily segments

Measure your results

SUNDAY

The rule of forty

Finding sources of knowledge

Plan your personal strategy

Learn at every appointment

GAINING PRODUCT AND SERVICE EXPERTISE

MONDAY

The correct way to find motives

Check your assumptions

The time to present benefit of our product

Present motives linked to benefits

DISCOVER THE BUYING MOTIVES

TUESDAY

The 3 part process

Mastering price objections

Be prepared to face the objections

OVERCOME OBJECTIONS

WEDNESDAY

SUCCESSFUL PRESENTATION AND CLOSING

Ask-customer’s personal buying motive

Know-product expertiseKnow-competition strength and

weaknessTell-how you overcome objectionsAsk-for their decision

THURSDAY

ACTION-PROVOKING SYSTEMS

Proper follow up should be there

Record systems for prospecting

FRIDAY

SELF-MOTIVATION AND SUPPORT SYSTEMS

Creating personal support

Staying positive

Daring to be different

Overcoming roadblocks & moving quickly to your goal

SATURDAY

CONCLUSION

Selling is not a mystical process

Improvements will only happen if u make them happen

CRITICISM

Easy to understand

Highly a practical book

Concepts are simple to refer back