The 100 Greatest Sales Ideas of All Time

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At last, the secrets of the real sales wizards are revealed in this inspirational book. Here are 100 failsafe tips, techniques and ideas for driving your sales up and up and smashing your targets. The ideas are drawn from sales masters from a variety of backgrounds and sectors, providing a heady mix of the best up-to-date and original sales tactics.* Series was previously exclusive to WH Smiths - very successful selling x copies - now available throughout trade and direct channels.* Practical and fun to use - simple and unique format.* Great advice mixed with a dash of irreverance.

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KEN LANGDON has worked for many major computer companies world-wide, including Hewlett Packard and DEC, and is presently the non-executive chairman for SofTools, a supplier of electronic Integrated Support Systems, and Glenhurst Ltd, an air conditioning supplier and contractor. Ken is a prolific writer whose books include Key Accounts are Different and a contribution to the The FT Handbook of Management, as well as several books in Capstone's Smart and Express Exec and 100 Greatest Ideas series.

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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.