Author: Karen Mantyla
Publisher: Crisp Pub Incorporated
ISBN: 9781560523048
Category : Business & Economics
Languages : en
Pages : 116
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Book Description
Suitable for salespeople who want to achieve ongoing sales success in a competitive, constantly changing business environment, this book shows how to develop a mind-set that considers the customer in each part of the selling process.
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: 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: 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: Mike Schultz
Publisher: John Wiley & Sons
ISBN: 1118875060
Category : Business & Economics
Languages : en
Pages : 263
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Book Description
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Author: Karen Mantyla
Publisher: Crisp Pub Incorporated
ISBN: 9781423955238
Category : Business & Economics
Languages : en
Pages : 113
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Book Description
This Fifty-Minute book is designed to be a read with a pencil.a It is an excellent workbook for self-study as well as classroom learning. All materials copyright-protected and cannot be duplicated without permission from the publisher.
Author:
Publisher:
ISBN: 9781423914952
Category :
Languages : en
Pages :
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Book Description
Author: Robert McAdam
Publisher:
ISBN: 9781549874659
Category :
Languages : en
Pages : 229
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Book Description
A guide to consultative selling with techniques and principle drawn from a variety of disciplines, all brought together in a straightforward and readily applicable manner. If you are engaged in any kind of selling activity or are looking to become involved in selling then this book can teach you new skills or refine your existing abilities, helping you to earn more money.
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.
Author: Mahan Khalsa
Publisher: Penguin
ISBN: 144063291X
Category : Business & Economics
Languages : en
Pages : 296
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Book Description
The new way to transform a sales culture with clarity, authenticity, and emotional intelligence. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers: · Start new business from scratch in a way both salespeople and clients can feel good about · Ask hard questions in a soft way · Close the deal by opening minds