First published by BBC Books, this book rapidly became an international best seller and has helped tens of thousands of salespeople around the world to double their income from sales and often in less than 8 weeks.
Bruce King, salesman extraordinaire, shares his secrets and years of experience in this realistic eight week guide to successful selling. His revolutionary approach earned him the title of King Of The UK Salesman and here, for the first time, he shows you how you, too, can maximise your performance and double your income from sales.
He starts with his basics: programming your mind to be more successful in sales.
How to identify the perfect customers and clients, establish an instant rapport and make them want to buy from you.
How to highlight the psycho-sales points of your product or service, and become irresistible. An in the unlikely event of difficulty, how to overcome objections and get the order.
Each of the eight key stages is clearly and simply explained, illustrated by examples of specific situations and role plays and summarised in brief as an aide memoire. Bruce King's eight simple steps, followed week by week, will help you reach your peak performance in sales.
Chapter Headings:
Important note from Bruce King
Testimonials
About the author
Foreword
Preface
How to use this book
Week 1: Psycho-Dynamic Programming - to make you the best
Week 2: Psycho-Selling techniques - vital keys to sales success
Week 3: Buyers and their psychological profiles - Psycho-Selling techniques that make them want to buy
Week 4: Perfect prospects - how to identify them and make them come to you
Week 5: Psycho-Selling telephone techniques and presentations Week 6: The psychology behind objections and how to deal with them
Week 7: Close that sale - Psycho-Closes that guarantee sales success
Week 8: You have the power
Summary
Appendix - Record keeping
About the Author:
Bruce King has more than thirty years experience working with organisations from SMEs to major international companies and speaking to audiences around the world on the subjects of sales, marketing and achieving greater results in any area of their business and personal lives.
Bruce King's earliest career was in the field of complimentary medicine and personal growth. He qualified as a nutritional consultant and acupuncturist and studied and taught numerous powerful, personal growth and personal development techniques. He established one of the UK's first multi-disciplinary complimentary medical centres, had his own radio programme on Radio London and wrote articles on alternative medicine and personal growth for numerous national magazines. He was also one of the first people in the UK to run seminars teaching people how to walk across a bed of burning coals.
After several successful years in the complimentary medical field, Bruce decided he needed a new challenge. He sold the medical centre and, by what he describes as "a bizarre series of coincidences", he embarked upon a career in sales.
He studied with some of the world's top sales coaches and had an extremely successful and profitable career selling and managing sales teams for some of the UK's top companies. Bruce puts a great deal of his success, and the success of those who worked with him, down to the strategies he learned and taught in his background in the personal development field.
Over the years Bruce has developed several successful and, in some cases, award winning businesses which he has subsequently sold. He has worked with sales teams to achieve a frequently extraordinary increase in sales and coached business owners to help them to create more successful and profitable enterprises.
In 1994 Bruce wrote his first book. Titled 'Psycho-Selling - Double Your Income From Sales In 8 Weeks', the book was published by the prestigious publisher BBC Books and became an international best seller. It launched Bruce's career as an international conference speaker.
Since then he has written several other best selling books including Double Your Sales, published by FT Prentice Hall, Winning Sales Referrals, published by Soderpalm Publishing, Cold Calling Made Easy, published by Crown House Publishing and others.
For more information on Bruce King, visit his website at www.bruceking.co.uk
