High-Profit Selling: Win the Sale Without Compromising on Price > CHAPTER 6: Sell More by Talking Less - Pg. 93: Safari Books Online

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High-Profit Selling: Win the Sale Without Compromising on Price

High-Profit Selling: Win the Sale Without Compromising on Price

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Contents

Table of Contents

CHAPTER 1: You Are Hurting Your Profit

CHAPTER 2: ``Profit'' Is Not a Dirty Word

CHAPTER 3: Use Needs and Benefits to Command a Higher Price

CHAPTER 4: Creating Real Value Using Your Price Point

CHAPTER 5: Prospecting That Works

CHAPTER 6: Sell More by Talking Less

How Professional Buyers Use Silence

Give Control to the Customer

How to Use Your Personality to Ask Questions

Questions That Work for You

How Much Time Do You Talk on a Sales Call?

Tactics Buyers Use to Speed Up the Sales Call

Why Salespeople Fail

An Example of Not Listening

Learn Your Customer's Language

The Best Follow-Up Questions

Put the Pride Aside: It's Costing You Money

Expand Your Question List

Do You Respect Your Customer?

The Two-Second Pause

Close Too Fast and You Lose Profit

The More the Customer Talks, the More You're Prepared for the Next Sale, Too

Keep Your Eye on the Prize

CHAPTER 7: Skip the Sales Presentation

CHAPTER 8: Leverage Knowledge to the Fullest

CHAPTER 9: Sell More Without Even Being There

CHAPTER 10: Selling to the C-Suite

CHAPTER 11: How to Handle Price Objections

CHAPTER 12: Executing a Price Increase

CHAPTER 13: Purchasing Departments and the Professional Buyer

CHAPTER 14: RFPs and RFQs: The Bidding Process

CHAPTER 15: Position Yourself to Continue Earning High Profits

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C H A P T E R 6 Sell More by Talking Less R E Y O U I N T E R E S T E D in making more money by closing