Table Of Content‘The most practical and effective advice on how to boost
sales quickly that I’ve read in years. Anyone and everyone
in sales should own a copy.’ Ivan R Misner PhD. New York Times
best- selling author and founder of BNI.
‘This is the best book on selling I have ever read. So very
inspiring! It’s practical, easy to follow and I would be very
surprised if you did not double your sales very fast indeed.’
Thomas Power, Chairman – Ecademy
Taking a results focused approach How to double your sales is your
ultimate action plan for stress-free success in sales. Combining powerful
motivational techniques derived from NLP with practical step-by-step
coaching, Bruce King guides you through the entire sales process, from
initial contact through to closing the deal. As you follow each of the
ten masterclasses in the book you will soon realise that doubling your
sales is an achievable goal.
TRAIN YOUR BRAIN FOR SALES SUCCESS.
DOUBLE YOUR SALES - FAST!
For further resources and downloadable templates
log on to: www.bruceking.co.uk/doubleyoursales
£14.99
BUSINESS
ISBN 978-0-273-73261-7
Visit our website at
www.pearson-books.com
9780273732617_DOUBLE_FTPH_CVR.indd 1 05/01/2010 09:12
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How to double your sales
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Inanincreasinglycompetitiveworld,webelieveit’squalityof
thinkingthatgivesyoutheedge–anideathatopensnew
doors,atechniquethatsolvesaproblem,oraninsightthat
simplymakessenseofitall.Themoreyouknow,thesmarter
andfasteryoucango.
That’swhyweworkwiththebestmindsinbusinessandfinance
tobringcutting-edgethinkingandbestlearningpracticetoa
globalmarket.
Underarangeofleadingimprints,includingFinancialTimes
PrenticeHall,wecreateworld-classprintpublicationsand
electronicproductsbringingourreadersknowledge,skillsand
understanding,whichcanbeappliedwhetherstudyingoratwork.
TofindoutmoreaboutPearsonEducationpublications,ortellus
aboutthebooksyou’dliketofind,youcanvisitusat
www.pearsoned.co.uk
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How to double
your sales
The ultimate Master Class in how to sell
anything to anyone
Bruce King
Harlow,England•London•NewYork•Boston•SanFrancisco•Toronto•Sydney•Toronto
Singapore•HongKong•Seoul•Taipei•NewDelhi•CapeTown•Madrid•MexicoCity
Amsterdam•Munich•Paris•Milan
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PEARSONEDUCATIONLIMITED
EdinburghGate
HarlowCM202JE
Tel:(cid:1)44(0)1279623623
Fax:(cid:1)44(0)1279431059
Website:www.pearsoned.co.uk
FirstpublishedinGreatBritainin2010
©BruceKing2010
TherightofBruceKingtobeidentifiedasauthorofthisworkhasbeenasserted
byhiminaccordancewiththeCopyright,DesignsandPatentsAct1988.
ISBN:978-0-273-73261-7
BritishLibraryCataloguing-in-PublicationData
AcataloguerecordforthisbookisavailablefromtheBritishLibrary
LibraryofCongressCataloging-in-PublicationData
AcatalogrecordforthisbookisavailablefromtheLibraryofCongress
Allrightsreserved.Nopartofthispublicationmaybereproduced,storedina
retrievalsystem,ortransmittedinanyformorbyanymeans,electronic,
mechanical,photocopying,recordingorotherwise,withouteithertheprior
writtenpermissionofthepublisheroralicencepermittingrestrictedcopyingin
theUnitedKingdomissuedbytheCopyrightLicensingAgencyLtd,Saffron
House,6–10KirbyStreet,LondonEC1N8TS.Thisbookmaynotbelent,resold,
hiredoutorotherwisedisposedofbywayoftradeinanyformofbindingor
coverotherthanthatinwhichitispublished,withoutthepriorconsentofthe
Publishers.
10 9 8 7 6 5 4 3 2 1
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Typesetin9/13ptITCStoneSerifby3
PrintedandboundinGreatBritainbyHenryLingLtd,attheDorsetPress,
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Thepublisher’spolicyistousepapermanufacturedfromsustainableforests.
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FormywifeStephanie,mydaughtersGemmaand
Natasha,myson-in-lawAriandmygrandsonAsher.
Andforeveryoneinsaleswithoutwhom
allcommercewouldcease.
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More praise for
How to double your sales
‘InHowtodoubleyoursales,BruceKinggivesthemostpracticaland
effectiveadviceonhowtoboostsalesquicklythatI’vereadin
years.Anyoneandeveryoneinsalesshouldownacopy.’
IvanRMisnerPhD,NewYorkTimesbestsellingauthorandfounder
ofBNI
‘ThisisthebestbookonsellingIhaveeverread.Soveryinspiring!
It’spractical,easytofollowandIwouldbeverysurprisedifyoudid
notdoubleyoursalesveryfastindeed.’
ThomasPower,Chairman–Ecademy
‘BruceKingreallyaggravatesmebecausehedeliverssalesmagic
thatreallyworksanddarestocallitcommonsense!Youwillwant
toimplementallhisstrategiesandhemakesthatprocesssoeasy.
SotreatyourselftoadollopofBruce’scommonsense.’
JohnDonnelly,pastVicePresidentofTheInstituteofDirectorsand
authorofWeaponsGradeBusinessTools
‘Whetheryouarenewtosalesoranexperiencedsalesprofessional,
thisbookwillbecomeyourpersonaltooltohelpyoudoubleyour
salesfast.Makesureeveryoneinyourcompanygetsacopy.’
RegAthwal,leadingauthorityonhumancapitalmanagementand
authorofWakeUpAndLiveTheLifeYouLove
‘Apracticalstep-by-stepapproachthatwillsurelyimproveyoursales
performance.Thisisnotsomethingtobekeptandfiledawaybuta
tooltoaccompanyincreasedsuccessinsalesandre-focusyoutime
andtimeagain.’
AndyLopata,co-authoroftheAmazonbestsellerAndDeathCame
Third–TheDefinitiveGuidetoNetworking
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viii Howtodoubleyoursales
‘ThisisTHEsalesbookforeveryoneandespeciallythosewhospend
toomuchtimelookingoutsideofthemselvesandoverlooktheir
innatepersonalstrengths!Especiallygoodfocusandpracticaltips
onhowtogetthat“innersalesknowledge”workingandsimple
waystofollowthrough.ThankyouBruceforputtingmebackon
track.’
PaulineCrawford,ManagingDirector,CorporateHeart,putting‘life’
backintobusiness–mappingprofessionalbehaviourtoturbo-
chargebusinessbacktolife!
‘Thisisa“must-have”businessbookforthesoletrader,budding
entrepreneurandserioussalesperson.Theywillbenefitgreatlyfrom
understandingandapplyingitsexcellentmethodsandsystems.
Triedandtested,pragmaticandstraightforward–thewisdomof
yearsrelatedtosuccessforthemodernday.Keepitawayfromyour
competitors.’
SteveMcNulty,Chairmanof‘TheBoard’,theUK’sPrestigious
ExecutiveBusinessClub
‘BruceKing’swell-researchedbookchallengesyourcurrentmind-set
onthefastestwaytoclosethatdeal.Hisprovenstrategyandsales-
efficienttacticsshowyouhowtomakeeverydayoftheweeka
highlyprofitableone–forbothyourcustomersandyourself.’
CaroleSpiers,internationalauthorityonCorporateStress,BBC
Broadcaster.Authorofbest-sellingTolley’sManagingStressinthe
WorkplaceandTurnYourPassionintoProfit.
‘Wow!Mademefeelyoungandexcitedagainandcontinuously
remindedmewhyIloveselling.Definitelyworthreadingand
implementingthevaluablelessonsinHowtodoubleyoursales.’
AbhiNaha,VicePresidentofGlobalSalesforIdemandChairman
oftheBeatbullyingCharity
‘Thisbookisbothcaptivatingandextremelyrich!Theauthor
deliversonalllevels.Ihighlyrecommendthistoanysalesexecutive
lookingfortheedge!’
CraigGoldblatt,authorofTheOscarPrinciples
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MorepraiseforHowtodoubleyoursales ix
‘Somuchofsellingisabouthowyouapproachthesale,andreally
understandingtheimpactthatyouarehaving.Brucehasmanaged
tocapturetheessenceofthebestandprovidesitinaneasyto
understandcleartextthatinspiresandmotivatesasyouread.Bruce
startswiththeendinmind,fixesyoursalestimemanagementand
movesontotheothersalesblockerswesufferfrom.Bruceensures
resultsfromdayone.’
WilliamBuist,Chairman,AbelardManagementServices
‘Asaprofessionalbusinesscoach,Icanassureyouthatthereisno
wastedrealestateinBruceKing’slatestbook.Itnotonlycontains
importantsalestipsandtechniques,butitislikehavingyourown
personalcoachstandingoveryourshoulder!’
FrankiePicasso,authorofTheUnstoppableCoach,turningImpossible
GoalsintoUnstoppableOutcomes
