Table of Contents

...for Entrepreneurs

About the author

Acknowledgements

Introduction

 

PART ONE: THE FOUNDATIONS OF SELLING

1: How and why people buy

2 : The Psychology of Selling

3: What are you Selling?

 

PART TWO: THE SALES PROCES

4: Prospecting for Opportunities

5: Pitching your Business

6: Overcoming Objections

7:  Managing your Sales

8: Closing Techniques

9: Indirect Selling

 

PART THREE: THE SECRETS OF SELLING

10: AIDA

11: Influencing People and Hypnotic Sales

12: The Sales Process

Index

About the Author

 

Following a successful career as a marketing and organisation psychology specialist and consultant working around the world with Blue Chip companies and household names, Kathryn Lennon founded Tangerine Trees Business Consultancy, specialising in innovative no-nonsense advice utilising the latest technologies, and shattering the myths that consultancy must be expensive or shrouded in mystery.

Kathryn is a radio broadcaster, speaker, consultant, trainer and writer, getting information to business owners in the way they want it, as well as running her own successful small business.

Kathryn is a Prince's Trust mentor and a patron of the Big Issue Foundation, as well as a Guinness Book of World Records [contender] for the World's Largest Business Consultancy.