Break the Barriers of Selling: 10 Barriers of Selling to Break
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About this ebook
Any salesperson engaged in selling products and services which require needs to be established and in selling new products which require the prospects to be found and the products to be demonstrated to sell will identiy with the articles and make the best out of to learn or to refresh themselves.
This compilation also guides the salesperson to develop himslef in selling.
Deepak D Prakash
He has twenty-one and more years of sales experience in selling to SMEs in India and the Middle-East. His knowledge and experience comes from working with a technology company pioneering in prodctized business solutions for businesses.
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Book preview
Break the Barriers of Selling - Deepak D Prakash
Copyright © 2014 by Deepak D Prakash.
ISBN: Softcover 978-1-4828-2065-2
eBook 978-1-4828-2064-5
All rights reserved. No part of this book may be used or reproduced by any means, graphic, electronic, or mechanical, including photocopying, recording, taping or by any information storage retrieval system without the written permission of the publisher except in the case of brief quotations embodied in critical articles and reviews.
Because of the dynamic nature of the Internet, any web addresses or links contained in this book may have changed since publication and may no longer be valid. The views expressed in this work are solely those of the author and do not necessarily reflect the views of the publisher, and the publisher hereby disclaims any responsibility for them.
Partridge India
000 800 10062 62
www.partridgepublishing.com/india
Contents
Preface
Acknowledgements
Introduction
Part I
Why are you selling
What are you selling
Who are you selling to
How are you selling
When are you selling
Part II
Hygiene
Conversation
Demonstrating
Benefits
Negotiating
About the Author
About Break the Barriers of Selling
Thank you, my beloved wife, Nandita who inspires me to write so the
world could know what I learnt
Preface
N o institution in the world teaches you to be a salesman! It is either self-developed or requires you to be an apprentice, but where do you find masters? They are all either dead or dying! As the common eye sees it, this art is being eroded by marketing and logistics as a subject to learn. No offense to the professionals of marketing and logistics.
When you see a salesman, you do not see that he is here to give you something; you are sure he will take away something from you—not only your hard-earned money, but also your peace of mind. You see a salesman, and you think of an overbearing, flamboyant, talkative, over-smart bloke who has nothing better to do so he is selling. If you are a salesman in your family, you are considered as an outgoing, non-qualified, dominant, always-wanting-his-way person. And most of the time, you hear ‘stop showing off your salesmanship with us’. Sadly, today salesmen are considered as people standing behind the counters of shops or people who direct customers to shelves at stores. That is the image which flashes when you say, ‘Hey, look, a salesman!’
Then if these salesmen are being led by the owner/CEO of an outfit who himself is a salesman, then going will be from fine to good. If not, this bunch of highly motivated extroverts with the attitude of ‘I will take on the world for you’ and the bravado of ‘I will make money for you to grow’ they can be assured of a struggling,