Graham Watkins Author.
If you are in selling and you want;
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A tool that will pay for itself with one sale.
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To be a winner.
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To sell more.
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To earn more.
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To rise to the top.
How to Sell Ice to Eskimos is an essential read.
Download your copy now...
What are you waiting for?
In How to Sell Ice to Eskimos Graham Watkins shares forty years of experience in direct sales and sales management, experience he used to build his own multi-million pound business from scratch which he then sold to one of the UK's leading PLCs.
How to Sell Ice to Eskimos
175 selling skills you should know
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Here's what you get in the book......
Chapter 1
Twelve things every salesman should know and do before they start selling.
Chapter 2
Techniques and tips that make it easy to approach a prospect and open the sale.
Chapter 3
The art of the demonstration including proven ways of creating desire.
Chapter 4
Understanding how to build customer confidence in your product, yourself and your company.
Chapter 5
How to deal with excitable and disruptive customers and stay in control.
Chapter 6
The questions and answers to use to overcome objections.
Chapter 7
Explains the secret methods winners use to extract the 'ICE' from the price.
Chapter 8
Learn when and how to use open ended questions to smooth the deal.
Chapter 9
How to perfect and use listening skills that will make you a winning salesman.
Chapter 10
Body language, the communication that is often neglected by novices.
Chapter 11
Using transactional analysis, to understand the psychology of the buyers mind and fast track the sale.
Chapter 12
How to recognise buying signals and quickly turn them into sales.
Chapter 13
Fourteen closing techniques that make selling simple.
Chapter 14
Negotiating tools to boost the value of your business.
Chapter 15
A little bonus - The nasty tricks all good buyers try on to beat the salesman.
"But what is direct selling?" I hear you ask. Here's a definition.
Selling face to face comprises of two main business models: single-level marketing, in which a direct seller makes money by buying products from a parent organisation and selling them directly to customers, and multi-level marketing (network marketing or person-to-person marketing), in which the direct seller may earn money from both direct sales to customers and by sponsoring and supporting new direct sellers, potentially earning a commission from their efforts.
The Federal Trade Commission say, "Direct selling includes a variety of business strategies based on person-to-person selling in locations other than a retail establishment, such as social media platforms or the home of the salesperson or prospective customer."
According to the Direct Selling Association UK (DSA UK) In the UK, there are more than 400,000 people involved in direct selling. It is the association says, "A vibrant, growing industry offering a flexible earning opportunity to all, whatever age, culture, gender or ability."
And it gets better. A World Federation of Direct Selling Associations (WFDSA) report quotes a worldwide figure of more than 116 million people in direct selling.
These days direct selling includes sales through the party plan, one-to-one demonstrations, personal contacts plus internet sales. It has also been said that selling is, "The personal presentation, demonstration, and sale of products and services to consumers, either in their homes or at their jobs."