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.
Idea 37 - Make sure the whole team is talking to customers.
Idea 38 - Present yourself well.
Idea 39 - Look at payment from the customer's point of view.
Idea 40 - Target the decision-maker.
Idea 41 - If someone says they are a poor presenter, believe them.
Idea 42 - Present the numbers in a way that suits the customer.
Idea 43 - Use the cup of coffee close to present to a committee.
Idea 44 - Don't get mugged by politicians.
The Five Greatest Sales Ideas for Remembering that There is Always a Way.
Idea 45 - Remember there is always a way (1).
Idea 46 - Remember there is always a way (2).
Idea 47 - Remember there is always a way (3).
Idea 48 - Remember there is always a way (4).
Idea 49 - Remember there is always a way (5).
Idea 50 - Remember there is always a way to make a gaffe.
The Four Greatest Sales Ideas for Selling in a Small Retail Outlet.
Idea 51 - Treat your customers as what they are - your purpose in life.
Idea 52 - Count your customers.
Idea 53 - Diversify carefully.
Idea 54 - First run a pilot.
The Six Greatest Sales Ideas for Dealing with Difficult Products and Markets.
Idea 55 - Use physical attractiveness to sell rubbish.
Idea 56 - If at first it succeeds, sell it again and again.
Idea 57 - Obey the rules of supply and demand.
Idea 58 - Use television to cash in on fear.
Idea 59 - Look out for different cultures.
Idea 60 - Don't make people want their own back.
The Seven Greatest Sales Tips for Salespeople.
Idea 61 - Learn to read upside down.
Idea 62 - Learn to read from the side.
Idea 63 - Don't fall for the 'We'll book your air ticket' ploy.
Idea 64 - Make your customer want to solve your problem.
Idea 65 - Don't overplan.
Idea 66 - People buy from people.
Idea 67 - 'It's about the customer, stupid'.
The Six Greatest Sales Ideas for Planning a Complex Sale.
Idea 68 - Get the timing right.
Idea 69 - Set a stretching campaign goal.
Idea 70 - Check sales campaign goals with the customer.
Idea 71 - Use a structured campaign planning process.
Idea 72 - Go through a structured campaign planning process step-by-step.
Idea 73 - Drive a campaign plan from an assessment of the customer's business issues.
The Four Greatest Sales Ideas for Qualifying Out Proactively.
Idea 74 - Use a very direct approach by asking a hard question.
Idea 75 - Ask a logical and serious business question.
Idea 76 - Ask the prospect to do something.
Idea 77 - Use the 'obvious decision' ploy.
The Three Greatest Sales Ideas for Closing the Deal Softly, Softly.
Idea 78 - Use the trial close.
Idea 79 - Use an alternative close.
Idea 80 - Use the mouth of babes.
