Sales Secrets & Negotiation Skills
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About this ebook
A BEGINNER'S GUIDE TO SALES & NEGOTIATION
In today's fast paced world any leader needs a basic understanding of strategic sales and negotiation skills.
This is an simply written and easy to understand book on the basics of sales and negotiation that can be real within a few hours and give you that much needed insight to close off the next deal.
9 steps to successful sales, plus super negotiation tips. Identifying your target market, as well as competitors...
Plan & future proof your business.
Learning everything about your customer's business.
Understanding the marketing process.
Preparing a sales presentation.
Face-to-face selling while listening.
Feedback and focusing on the 2nd sale.
The elements of negotiation.
The communication procedure.
Wolfgang Riebe
Wolfgang began his career as a magician on British television on BBC & ITV, later traveling around the world as a headline act on cruise liners before tackling expeditions throughout the Arctic & Antarctic where he performed world-class illusions to thousands of international passengers.In later years he relocated to Cape Town from where he focused on the EMEA market combining strategically planned illusions with speaking in order to reinforce corporate messaging throughout Africa, Europe and the Middle East. He completed a thesis in Complexity Thinking and its affect on Innovation amongst leadership in multi-national organisations at the York St John university in the UK.In 2012 the National Speakers Association (NSA) awarded Wolfgang the CSP (Certified Speaking Professional) designation, which is the highest award given to any professional speaker in the speaking world. This designation is currently only held by less than 800 professional speakers globally.His passion is to share life truths and connect people through logical thinking and fun, as can be validated through his You Tube channel (inspiringtheworld) with over 1000 videos. In 2015 he appeared as a TEDx speaker and is currently based in Geneva, Switzerland where he focuses on the English Speaking meetings & events market and has performed in over 165 countries during the last 30 years.From symposiums, conferences, strategic planning sessions, cruise liners, television to expeditions, his vast variety of incredible life experiences make him the perfect host as your Keynote Speaker, Master of Ceremonies and Celebrity Comedy Entertainer, turning your whole event into an unforgettable sophisticated experience where creates Memorable Magical Moments for everyone.
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Book preview
Sales Secrets & Negotiation Skills - Wolfgang Riebe
SALES SECRETS
&
NEGOTIATION SKILLS
By Wolfgang Riebe
Published by Mind Power Publications at Smashwords
This book is available at
www.mindpowerpubications.com
Copyright © 2010 by Wolfgang Riebe
www.wolfgangriebe.com
Ebook ISBN: 978-1458010759
All rights reserved. Without limiting the rights under copyright reserved above, no part of this publication may be reproduced, stored in or introduced into a retrieval system, or transmitted, in any form, or by any means (electronic, mechanical, photocopying, recording, or otherwise) without the prior written permission of both the copyright owner and the above publisher of this book.
Smashwords Edition, License Notes
This E-Book is licensed for your personal enjoyment only. This E-Book may not be re-sold or given away to other people. If you would like to share this book with another person, please purchase an additional copy for each person you share it with. If you’re reading this book and did not purchase it, or it was not purchased for your use only, then please return to Smashwords.com and purchase your own copy. Thank you for respecting the hard work of this author.
Disclaimer
The material contained in this book is set out in good faith for general guidance and no liability can be accepted for loss or expense incurred as a result of relying on particular advice or statements made in this book.
*****
Human beings need water to love. In the same vein, companies need sales and marketing strategies to survive.
Wolfgang Riebe
*****
INDEX
Foreword
SALES SECRETS
1. Identifying your target market, as well as competitors
2. Plan & future proof your business
3. Learning everything about your customer's business
4. Understanding the marketing process
5. Preparing a sales presentation
6. Face to face selling while listening
7. Do the sell!
8. Ask for feedback and focus on the 2nd sale
9. Follow up regularly
NEGOTIATION SKILLS
General information
General information
General tips & ideas
*****
FOREWORD
Much has been written about sales and marketing, yet the basics will always remain the same. I am going to cover 9 steps which anyone in business, whether a professional individual, or company can apply. However, before we begin, there are two very basic fundamental truths that have to be mentioned and understood.
Current and old clients are easier to sell your products and services to, than new clients.
There are various statistics and they all vary. Bottom line is that people, who have already dealt with you and trust you, are far easier to sell to that those that do not know you. It's always a good idea to have your current and old clients spread the word for you. Nothing beats word of mouth advertising through personal recommendations.
It’s better to market to 40 well-identified clients (old, present, and referrals) with the right methods, regularly, than 1000 clients only once.
If you look at some statistics later on in this book you will see that the most successful sales people are those that did their research and persevered with their target group. Spamming and big mail shots will get you a 1% return if you are lucky, and most likely annoy the recipient. But well focused marketing, repeatedly to a targeted potential client will give you a better result. The problem is that most sales people give up at the first negative response. Don't! Target your group and be persistent. Think about it, it's actually less effort and easy to do a huge mail shot through your auto-responder software - that's why most sales people do it. But to consistently monitor a select group of potential clients and constantly follow up with them, takes effort... but it pays in the end!
There is a lot of practical information in this book, and much to take in. Hence before you begin reading I would like to summarise everything for you within one page. In fact when speaking at conferences, I call this my '3 Minute MBA.' Once you understand this, then you understand sales.
It is a humorous anecdote/story, and it may appear a bit sexist to some people. However, it is very true and very pertinent to what selling and marketing is about. Put aside any personal issues and just enjoy the story for what it is... then you don't even have to read the rest of the book. You will understand it all!
Imagine you are at a corporate event and you see a really attractive lady at the function. You quickly go up to one of your colleagues and tell