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Do you spend your working life influencing people to buy?

This book is essential for those engaged in selling products, services, ideas or opportunities. If your job involves persuading people you will discover some very helpful approaches and ways of thinking that you can apply immediately.

There are two ways that this book is different from the multitude of others about selling. Firstly it is all about a 'Mindset' and how you can strengthen yours and prepare yourself for success. It has a wide range of practical and proven techniques for doing this. Secondly this book is different because it provides you with powerful coaching questions and exercises that you can use to coach yourself.

In chapter 1 we clarify the definition of 'selling' and note the 4 key elements to it.

The role of Sales Management is discussed in chapter 2 and we see that the successful sales person is largely self-managing.

In chapter 3 we look at a 6-point professional selling checklist and clarify the 5 areas of focus for a successful Sales Mindset.

In chapter 4 the 'YOU plc' model is introduced. This is a powerful thought-provoker that will help you to recalibrate your way of thinking.

The 'Two Fish' analogy is detailed in chapter 5 and this triggers you to think about the way you can add-value to your customer's experience.

Chapter 6 details what 'full engagement' really looks like and provides a helpful formula to assess your levels.

Chapter 7 provides a 40-point self-assessment checklist together with a wide range of tips, hints and techniques.

This is a practical guide and self-coaching tool for the business-to-business sales professional.