Get a handle on the most up to date selling strategies and techniques that will help you grow your business. Are you looking to enter the world of sales, or are you looking for new tips and tactics to expand your business? Selling For Dummies gives you the latest information on how to research your prospects, master the steps of the sales process, follow up with happy customers, and much more. This straight talking guide helps you develop the sales, communication, and negotiating skills you need to deliver successful presentations, win and retain customers, and get the results you want. Discover what selling is - and isn t! Find out how knowing your clients sets you apart from the rest and helps you get to yes Use the seven steps of the selling cycle to score appointments, make a good impression, give winning presentations, address client concerns, close sales and more Get valuable tips on how to follow up and build a long-term relationship with clients Learn how you can sell well in any economy

Get a handle on the most up-to-date sellingstrategies and techniques that will help you grow yourbusiness.Are you looking to enter the world of sales, or are you lookingfor new tips and tactics to expand your business? Selling ForDummies gives you the latest information on how to researchyour prospects, master the steps of the sales process, follow upwith happy customers, and much more. This straight-talkingguide helps you develop the sales, communication, and negotiatingskills you need to deliver successful presentations, win and retaincustomers, and get the results you want.* Discover what selling is - and isn't!* Find out how knowing your clients sets you apart from the restand helps you get to 'yes'* Use the seven steps of the selling cycle to score appointmentsmake a good impression, give winning presentations, address clientconcerns, close sales and more* Get valuable tips on how to follow up and build a long-termrelationship with clients* Learn how you can sell well in any economy

Introduction 1Part I: Laying a Solid Foundation for Selling 9Chapter 1: Selling Is All Around You 11Chapter 2: Working Through the Seven-Step Selling Cycle 23Chapter 3: Selling and Your Mindset for Success 37Part II: Doing Your Homework before You Sell a Thing 55Chapter 4: Understanding Your Potential Clients 57Chapter 5: Knowing Your Product 91Chapter 6: Making Technology Your Friend 99Part III: The Anatomy of a Sale 111Chapter 7: Finding the People Who Want What You Sell 113Chapter 8: Arranging Appointments That Stick 131Chapter 9: Building Relationships and Gathering Information toEnsure Success 145Chapter 10: Making Winning Presentations 169Chapter 11: Handling Client Objections 191Chapter 12: Winning the Business and Closing the Sale 205Chapter 13: Getting Referrals from Your Present Clients 221Part IV: Growing Your Business 233Chapter 14: Following Up and Keeping in Touch 235Chapter 15: Managing Your Time Efficiently 253Chapter 16: Partnering Your Way to Success 275Part V: You Can't Win 'Em All: Keeping the Faith inSales 283Chapter 17: Staying Focused and Positive 285Chapter 18: Setting Goals to Stay Focused 297Chapter 19: Selling in a Challenging Economy 309Part VI: The Part of Tens 321Chapter 20: The Ten Biggest Sales Mistakes to Avoid 323Chapter 21: Ten Strategies for Improving Your Selling 329Index 335