By Dave Anderson
Practical company publications that pull no punches
Dave Anderson's TKO sequence provides no-nonsense, down-in-the-trenches administration suggestions that paintings within the actual global of industrial. all of the 3 informative books during this sequence deals easy-to-follow, step by step suggestions on constructing the explicit abilities nice managers desire.
those quickly and to-the-point publications characteristic precise options and powerful innovations offered in undemanding chapters which are choked with checklists, examples, and functional assets. In each one publication, readers will locate real-world recommendation in a quick and robust layout that incorporates:
- Words of knowledge or "Right Hook Rules"-bite-sized memorable rates
- Case reviews or "Opening Bell" Stories-real-life enterprise classes
- Effective thoughts or "Left Hook Laws"-all-meat, no-fat enterprise concepts
- Incisive or "Standard 8 count number" Questions-insightful inquiries that instructed the reader to motion
- Quick or "Knockout" Summaries-bullet issues that sum-up every one bankruptcy and supply effortless reference
Content:
Chapter 1 Make the 1st Sale to your self (pages 1–10):
Chapter 2 promote your self prior to You promote Your Product (pages 11–20):
Chapter three Have center surgical procedure each day (pages 21–33):
Chapter four promote together with your Ears (pages 35–44):
Chapter five keep in mind that much less Is extra simply because extra Is a Bore (pages 45–54):
Chapter 6 Ask and Ye Shall obtain… and for those who do not, Ask back (pages 55–67):
Chapter 7 cease Objections of their Tracks (pages 69–79):
Chapter eight Make Your record and money it two times (pages 81–95):
Chapter nine come to a decision the place, What, while, How, and Now (pages 97–109):
Chapter 10 Knockout precis for Follow?Through (pages 111–122):
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Additional info for TKO Sales!: Ten Knockout Strategies for Selling More of Anything
Sample text
And If You Don’t, Ask Again 61 worth less every month and can really take a hit if it crosses a certain mile threshold or something goes wrong with it mechanically. Unfortunately, when this happens, the longer you wait to purchase the worse things can get. To prevent this from happening, wouldn’t it make sense to trade your vehicle in now since it will never be worth any more than it is today and lock in the price on this new one before the rebate disappears? 3. Reduce the difference between the payment you’re proposing and the payment the customer wants to pay to the ridiculous.
37 38 TKO Sales! ” They buy when you make them feel understood and the only way you can make them feel understood is by parking your lips long enough to listen to what they’re telling you. Listening: A Salesperson’s Key to Influence When you visit a doctor, he or she asks numerous questions before prescribing a remedy for your ailment. The same goes for attorneys and CPAs. In fact, how much confidence would you have in the advice of any of these professionals if they started rattling off solutions without diagnosing your specific needs?
Just suppose price wasn’t an object, would there be anything else holding you back from wrapping this up today”? ) B. “Yes, Mr. Prospect, it’s not cheap. Yet thousands shop our competition each year and still come back to us to buy. ) C. “Too high as compared to what, Mr. ) D. “How close are we to a deal, Mr.
