100个伟大的销售创意

Background
Introduction
Contributors
The Top Two Greatest Sales Ideas of All Time and Five that Make Them Useable, Plus the Start to Selling Value
　Idea 1 – Never interrupt a customer to make a point
　Idea 2 – Focus on milestones and progress targets
　Idea 3 – ABC: Always Be Closing
　Idea 4 – STEP: Signal The End Point
　Idea 5 – SMART: Stretching, Measurable, Achievable, Related to the customer and Time-targeted
　Idea 6 – Listen to and learn from other people’s jargon
　Idea 7 – Understanding the real need
　Idea 8 – Remember that nobody said life was easy
　Idea 9 – Start thinking about selling value
The Ten Greatest Sales Ideas for Creating Interest
　Idea 10 – Use surprise to demonstrate technological excellence
　Idea 11 – Use surprise to get people to read your mailshot
　Idea 12 – Keep your marketing up to date with real trends
　Idea 13 – Follow the right fads
　Idea 14 – Use technological progress in every part of your marketing effort
　Idea 15 – Make sure new products fit the brand name
　Idea 16 – Make your friends your customers
　Idea 17 – The old ones are sometimes the best ones
　Idea 18 – Use your own money to sell your goods
　Idea 19 – Use channels
The Ten Greatest Sales Ideas for Establishing Need
　Idea 20 – Avoid a major gaffe
　Idea 21 – Ask your customers about their business case
　Idea 22 – Think like a fish
　Idea 23 – Don’t push if he doesn’t want it
　Idea 24 – Make the product irrelevant to the sale
　Idea 25 – Don’t miss the main need
　Idea 26 – Use endorsements
　Idea 27 – Make sure you want as well as need the business
　Idea 28 – Where there is a need there is an opportunity
　Idea 29 – As a last resort take action to create the need
The Seven Greatest Sales Ideas for Selling Through an Agreed Basis of Decision
　Idea 30 – Break the basis of decision into three points
　Idea 31 – Use the basis of decision to establish need
　Idea 32 – Use the basis of decision in making written proposals
　Idea 33 – Use the basis of decision to handle price objections
　Idea 34 – Use the basis of decision to discuss wins and losses
　Idea 35 – Identify real ‘value for money’
Idea 36 – Prove that the customer is getting ‘value for money’
The Eight Greatest Sales Ideas for Presenting Your Case
The Five Greatest Sales Ideas for Remembering that There is Always a Way
The Four Greatest Sales Ideas for Selling in a Small Retail Outlet
The Six Greatest Sales Ideas for Dealing with Difficult Products and Markets
The Seven Greatest Sales Tips for Salespeople
The Six Greatest Sales Ideas for Planning a Complex Sale
The Four Greatest Sales Ideas for Qualifying Out Proactively
The Three Greatest Sales Ideas for Closing the Deal Softly, Softly