What do brilliant salespeople know, do and say that makesthem so successful?

The world has changed, and businesses need brilliantsalespeople not just to survive but to thrive. The modern buyer has become evenmore sophisticated, intolerant and price sensitive. Today's brilliantsalespeople need to respond and not just react.

This updated edition of the best-selling book combines afocus on the core principles, skills and behaviours of brilliant salespeople aswell as new content to meet today's challenges, including:

. How to influence more people more of the time

. Discovering what your customer really wants

. How to build relationships easily and effortlessly

. How to sell authentically

. Priorities in building your personal brand

. The key principles and 'how tos' of social selling

. Influencing in today's hybrid world

- and much, much more.

If you apply what you learn in this new fully updatededition you will be able to differentiate yourself as well as improve yoursales results.

Jeremy Cassell has worked as a freelance trainer for 12 years. Before that he was National Training Manager for L'Oreal and National Sales Training Manager for Walker's, part of Pepsi. Before entering the business world, he gained experience in teaching English and history. He has worked as a TEFL teacher and is an NLP Master Practitioner and trainer.

Tom Bird's business career stretches over 20 years and spans sales and sales management as well as personal development and performance improvement. He is a director of RTP and has been involved professionally in developing people to realise more of their potential since 2000. To supplement his business experience Tom qualified as a Master Practitioner of NLP (the study of modelling success) and achieved a Post Graduate Diploma in Coaching and Development.

Want to beat your sales target?

You can sell anything you want and targets are always achievable - Brilliant Selling will show you how. Whether you're new to selling or want to take yourself to the next level, Brilliant Selling will show you how to instantly improve your sales performance.

Packed with practical tips and advice from sales professionals who know what works, and what doesn't, you'll discover trade secrets to guarantee your success. As well as learning all the key skills, you'll find out how to use your personality to perfect your technique and understand customer's needs so that you're always one step ahead.

• Learn how to influence anyone
• Understand the importance of giving before getting
• Discover what your customer really wants

Get ready to succeed!

'Brilliant Selling will appeal to all sales people - whatever their experience level. It can be used as a quick reference for ideas and tips, or for a comprehensive tour through the sales process.'

Tim Robertson, Central & Eastern Europe Sales Executive, IBM Corp.

Table of Contents

Part 1 - You

1. The personality of a salesperson

2. How beliefs and values impact sales success

3. Performance and selling

4. Continually improve through self coaching

Part 2 - Process and planning

5. The sales process as a tool for improvement

6. Making the most of your time

7. Planning for success

8. Setting the right goals

9. Managing sales information

Part 3 - Your power to influence

10. Credibility and rapport - the foundations of effective influencing

11. Managing your state - being confident whenever you want

12. Asking the right questions

13. Listening and learning

14. Negotiating collaboratively

Part 4 - Understanding buyers and prospects

15. How do you sell?

16. The modern buyer

17. Prospecting with purpose

18. Initial meeting(s) with prospect

19. Identifying what the prospect wants and needs

Part 5 - Presenting solutions

20. Appealing to the customer

21. Writing great sales proposals

22. Preparing winning pitches

23. Persuasive delivery

24. Making the most of objections

25. Closing and commitment

Part 6 - Developing customers

26. The value of a customer

27. Managing the 'relationship'

28. Your priorities in managing customers