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Author: Greg Bennett
Publisher: Amacom Books
ISBN: 9780814473993
Category : Business & Economics
Languages : en
Pages : 242
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Book Description
For the consultative salesperson, closing can be a tricky business. Complete with effective closing phrases and questions, this indispensable guide lays out a step-by-step plan for sealing the deal and gives readers the tools they need to make the sale--and keep their customers. Traditionally, strategies for closing sales have involved pressuring customers, countering their stalling tactics and overcoming their objections--behaviours that run in direct opposition to the philosophy of the consultative salesperson. On the other hand, consultative salespeople, afraid of damaging the relationship they've nurtured by appearing too aggressive, hope the deal will close itself--something which rarely, if ever, happens. Consultative Closing provides the solution, breaking the closing process into small, actionable steps that help the salesperson gain gradual buy-in and establish a long-term working relationship with his or her client. The book shows readers how to recognize and address a "no" without seeming pushy; create a "maximization program" that shows how a product or service will address the clients' problems and maximize their return on investment; and use visualization techniques that take clients past the moment of closing.
Author: Greg Bennett
Publisher: Amacom Books
ISBN: 9780814473993
Category : Business & Economics
Languages : en
Pages : 242
Get Book Here
Book Description
For the consultative salesperson, closing can be a tricky business. Complete with effective closing phrases and questions, this indispensable guide lays out a step-by-step plan for sealing the deal and gives readers the tools they need to make the sale--and keep their customers. Traditionally, strategies for closing sales have involved pressuring customers, countering their stalling tactics and overcoming their objections--behaviours that run in direct opposition to the philosophy of the consultative salesperson. On the other hand, consultative salespeople, afraid of damaging the relationship they've nurtured by appearing too aggressive, hope the deal will close itself--something which rarely, if ever, happens. Consultative Closing provides the solution, breaking the closing process into small, actionable steps that help the salesperson gain gradual buy-in and establish a long-term working relationship with his or her client. The book shows readers how to recognize and address a "no" without seeming pushy; create a "maximization program" that shows how a product or service will address the clients' problems and maximize their return on investment; and use visualization techniques that take clients past the moment of closing.
Author: Anthony Iannarino
Publisher: Penguin
ISBN: 0735211701
Category : Business & Economics
Languages : en
Pages : 241
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Book Description
“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\
Author: Mack Hanan
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814421385
Category : Business & Economics
Languages : en
Pages : 51
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Book Description
Textbook on consultative salespersonhip - gives an introduction to the principles of consultative selling and describes the business management strategies, the profit planning strategies and Motivation to ' personal negotiation' with clients on which the new role of the salesman is based.
Author: Charles B. Roth
Publisher: Penguin
ISBN: 0136715125
Category : Business & Economics
Languages : en
Pages : 409
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Book Description
The #1 bestseller on the art of closing sales is now fully updated to meet the challenges of today’s competitive new sales environment—with 53 case studies drawn from real life. The sixth edition features the newest selling tactics and strategies, the latest products, and the new salesperson/customer relations. Among the newer methods covered are critical path selling, group selling and teleconferencing, strategic selling, consultative selling, conceptual selling, empathic selling, and key account selling. Plus, you’ll also discover, step-by-step, the secrets of how to: • Analyze the customer’s psyche to determine your selling strategy • Cash in on the callbacks and follow-up visits • Make more effective use of the telephone • Get great leads from satisfied clients • Profit from telemarketing • Make sure a closed sale stays closed Highlighted by actual real-world examples that demonstrate these successful strategies and techniques in action, Secrets of Closing Sales gives you the tested tools you need to double or even triple your current income. “The appeal of this . . . is in the stories and closing lines collected from master salespeople. You’ll be struck by how simple and effective many techniques are.”—Executive Book Summaries
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Category :
Languages : en
Pages :
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Book Description
Author: Richard Grehalva
Publisher: P2P People to People Communications
ISBN: 097638180X
Category : Religion
Languages : en
Pages : 204
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Book Description
What does it mean to be a man?-Difficult question to answer isn't it? This is my story and my experiences as I was looking for answers to this question. Some men will face a crossroad and get stuck. Some men will continue on the same path that they have always traveled. A few men will get to a place, where it has gotten bad enough, to want to walk down a different road. My reason for writing this book is to discuss the following: What are these crossroads? What are the signs? What are the steps to follow a different road? All I can do is share what I experienced, and what works and what does not work. I also have the teachings I learned from hundreds of men that I have been blessed to be with and work with over these years. I share with you what the Elders taught me and what I have learned from over 20 years of leading men's retreats all over the United States. Along the way, I will pass on some of my dad, Greywolf's teachings. I'm not a therapist, physiologist, pastor, social worker or part of the healthcare community. What I am, is a man who heard his wake up call. And with the help of a group of men began a new journey into becoming a different man. Part of my call was to become a men's retreat leader author, speaker, teacher, facilitator and coach. After many years of doing my own work and leading men's retreats, I discovered there are 7 crossroads a man will face in his life. I do not claim to have all the answers because I cannot provide them.
Author: Brain Taylor
Publisher: Plural Publishing
ISBN: 1597566942
Category : Medical
Languages : en
Pages : 257
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Book Description
Author: Mack HANAN
Publisher: AMACOM
ISBN: 0814416187
Category : Business & Economics
Languages : en
Pages : 287
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Book Description
When you help your customers and clients make profitable business decisions, the result is a win-win solution that can lead to a mutually beneficial long-term business relationship. In Consultative Selling, sales consultant Mack Hanan helps you achieve just that by introducing a formula that will take your sales to the next level--one that involves you exchanging your salesperson hat for that of a trusted consultant. You’ll learn how to: create a two-tiered sales model to separate consultative sales from commodity sales; build and use consultative databases for value propositions and proof of performance; study your customers’ cash flows to win proposals; use consultative selling strategies on the web; and cope with--and reverse--the inevitable “no.” For over four decades, Consultative Selling has empowered countless sales professionals to reap maximum success. Now, packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics, the eighth edition of this invaluable resource will bring you wide-ranging success--making the competition irrelevant.
Author: Linda Richardson
Publisher: McGraw Hill Professional
ISBN: 0071368884
Category : Business & Economics
Languages : en
Pages : 288
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Book Description
In this revised edition of her best-seller, noted sales consultant Linda Richardson offers salespeople the tools they need to successfully use customer-focused, dialogue selling. Featuring real-world dialogue samples, helpful dos and don’ts, self-tests, checklists, and other useful tools, this guide offers insight on every aspect of face-to-face selling, from the initial introduction through the needs identification and the negotiation of terms and price to the successful close, with prime emphasis on the six critical skills necessary to the dialogue-driven sales call: presence, rapport building, questioning, listening, product positioning, and checking.
Author: Neil Rackham
Publisher: Taylor & Francis
ISBN: 1000111482
Category : Business & Economics
Languages : en
Pages : 253
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Book Description
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
