 | 87 Practical Tips for Dynamic Selling
Author: David Yule
Paperback - A5 - 200pp - £14.99 - 1-85252-478-2
This really is a practical book about the subtleties of selling - a book to be read from cover to cover or to be dipped into to find a great tip for today's selling tasks. It is a no-holds-barred approach, a complete 'how to' guide that will be welcomed by experienced sales people just as readily as by newcomers to the business. Even if you only manage to use one of these 86 tips and thereby make a great sale, the book will have paid for itself - this is a win-win situation of the highest order.
Price: £14.99
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 | Advanced Selling for Beginners
A guide for the ambitious entrepreneur
Author: Alex McMillan
Paperback - A5 - 160pp - £14.99 - ISBN 1-85252-426-X
This book examines the whole process of selling but addresses it in a way that will appeal to newcomers to sales as well as experienced staff and also to anyone in an organisation who has to sell as a part of a wider managerial or organisational remit. In business, everyone has to sell something, be it ideas, procedures, commitment or goods or services. Here, the reader will find a wealth of useable and tried approaches to make it to the top of the selling scale.
Price: £14.99
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 | Close Close Close (new edition)
Author: John Fenton
Paperback • A5 • 124pp • £12.99 • 1-85252-412-X • 2002
Vision Statement by HRH Prince Philip, Duke of Edinburgh
One of the series of professional sales guides by Britain's leading sales guru – Close Close Close is an updated edition of Fenton's classic guide to closing the sale. Closing is the most important part of selling and also the hardest. John Fenton provides a straightforward guide, packed with tips and practical ideas which can be put to use immediately – including the 'Top Ten Closes', and how to deal with the 'Top Ten Excuses for Not Closing'... Close Close Close has something new for everyone, and will be an invaluable aid for salesmen and women at all levels – from new recruits to experienced sales managers.
Price: £12.99
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 | Close More Sales
Author: Derrick White
Hardcover • 210 x 148mm • 160pp • £12.99 • 1-85252-361-1 • 2001
A guide to closing, by the senior sales training manager for the multi-national of office equipment group, Canon. The book provides advice not just on the final close, but also all the intermediate closes which occur throughout the sales cycle and are, in their own way, as important as the final 'Yes' that every salesman seeks. Each stage of the sale is covered, including: prospecting • the written proposal • the sales interview • negotiation • the close itself.
'Selling is a stressful activity and one which many individuals still find difficult...This book is a real find for anyone tackling a campaign' Scotland on Sunday
Price: £12.99
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 | Emotional Selling
Author: David Yule
Paperback • A5 • 148pp • £12.99 • 1-85251-421-9 • 2002 (new edition)
A dynamic guide to using "emotional intelligence" in selling. David Yule shows how these groundbreaking new principles can be applied to create rapport and achieve sales with even the most difficult of customers. Areas covered include: • motivating people to talk to you • finding out what they really need • proposing solutions • adressing concerns • achieving a genuine win-win close.
Price: £12.99
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 | How to Sell Your Higher Price (new edition)
Author: John Fenton
Paperback • A5 • 1 60pp • £12.99 • 1-85252-411-1 • 2002
Vision Statement by HRH Prince Philip, Duke of Edinburgh
One of the series of professional sales guides by Britain's leading sales guru – How to Sell Your Higher Price is a guide to the most critical of sales objectives – persuading the customer to buy your product and not the cheaper one down the road. The book is packed with examples and tips which will benefit both the novice and the experienced hand. This is perhaps the most difficult aspect of the whole sales business – unless you can succeed in this area, you will be dead in the water. John Fenton shows how to overcome the obstacles and make that sale, every time...
Price: £12.99
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 | Master Closer
Author: John Fenton
Paperback • A5 • 177pp • £12.99 • ISBN 97818525750• 2009
The long-awaited new sales manual from Britain's top salesman, John Fenton. Inspirational advice from the master of selling, showing readers how to negotiate, and above all close that elusive sale. Packed with examples, sample pitches, charts and illustrations, this book will provide an invaluable tool for salespeople at any level – whether as an aide-memoire for the experienced, or a training manual for the beginner. The author's down-to-earth no-nonsense approach to selling is both refreshing and informative. This is not a theoretical book; it is a practical guide to success in the field.
Price: £14.99
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 | People Don't Buy What You Sell
They buy what you stand for
Author: Martin Butler
Paperback - A5 - 200pp - £16.99 - ISBN 1-85252-497-9
This provocative and candid book goes behind the scenes to reveal the secret of success behind a number of leading UK retailers. It includes in-depth case studies on John Lewis, Selfridges, Carphone Warehouse, Odd bins, Topshop, B&Q and HMV and unique insight from a number of top retail analysts and commentators.
Price: £16.99
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 | The Secrets of Successful Selling
Author: Tony Adams
Paperback • 210 x 148mm • 215pp •£12.99 • 1-85252-251-8 • 1997
Tony Adams' classic guide to selling. This is a complete practical guide, taking sales reps through every stage of the process from prospecting and journeyt planning all the way through to closing. A companion volume to "The Secrets of Successful Sales Management" also published by Management Books 2000.
Price: £12.99
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 | The Selling Handbook
The Complete Guide to Sales Success
Authors: Peter Amis and Jackie Head
Paperback - A5 - 210pp - £16.99 - ISBN 1-85252-454-9
This is a classic text that first appeared as the Salesman's and the Saleswoman's Handbooks and has since received acclaim as a thorough and comprehensive guide to the business of selling. Now brought completely up to date and revised in the light of current thought and practice, The Selling Handbook will meet the needs of experienced and novice salespeople alike in offering sound advice and practical ideas for making a real success in the sales arena. An essential book for anyone wishing to improve critical techniques and increase sales.
Price: £16.99
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 | Selling Is the Most Important Job (new edition)
Author: John Fenton
Paperback • A5 • 162pp •£12.99 • 1-85252-410-3 • 2002
Vision Statement by HRH Prince Philip, Duke of Edinburgh
One of the series of professional sales guides by Britain's leading sales guru – Selling: The Most Important Job in the World takes readers through the basic elements of the selling process and shows why and how it forms the most critical part of any business, big or small... This book will serve as an introduction to those new to the business of selling, and an invaluable aide-memoire to those who have been in the business a few years longer. It will provide inspiration, and new insight into the art of selling – as well as numerous pointers to help convert the theory into hard sales...
Price: £12.99
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