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Author: Fred Copestake
Publisher: AuthorHouse
ISBN: 1728353246
Category : Business & Economics
Languages : en
Pages : 222
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Book Description
The book ‘Selling Through Partnering Skills’ looks at the evolving world of sales and sets out what people need to do to refine their approach. It explores how they can take it to the next level through understanding partnering intelligence (PQ) and using the innovative VALUE Framework. Classic, Consultative, Value Based and Enterprise selling are all considered using existing and more modern thinking, brought together with advice on practical application of the most relevant techniques. Put simply, it helps individuals and businesses improve how they sell in the modern sales environment so they will achieve better results.
Author: Fred Copestake
Publisher: AuthorHouse
ISBN: 1728353246
Category : Business & Economics
Languages : en
Pages : 222
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Book Description
The book ‘Selling Through Partnering Skills’ looks at the evolving world of sales and sets out what people need to do to refine their approach. It explores how they can take it to the next level through understanding partnering intelligence (PQ) and using the innovative VALUE Framework. Classic, Consultative, Value Based and Enterprise selling are all considered using existing and more modern thinking, brought together with advice on practical application of the most relevant techniques. Put simply, it helps individuals and businesses improve how they sell in the modern sales environment so they will achieve better results.
Author: Hassan El-Zein
Publisher: Hassan El-Zein
ISBN:
Category : Business & Economics
Languages : en
Pages : 47
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Book Description
Introduction Selling is a process that proceeds from devising into prospecting, encountering, and then closing. Questions that are related to these four stages must be catered to: · What technological tools must the salespeople be empowered with? · Should a salesperson interact more with existing customers or new customers? · What are the right questions that salespeople should use in addressing prospects? · What are the tactics or strategies to close the sale? After understanding all the critical elements in the selling process, one should have a deeper insight into the essentials of service, communication, and negotiation, without overlooking the importance of cultural and emotional intelligence. Service is all about consistency and catering to the needs of the customers. One of the major needs of the customer is the competitive price. What are the other major needs? What additional needs must be fulfilled for each service or business one is in? Tenacity is a major skill needed by both salespeople and customer service personnel. What are the other necessary skills? What is customer relationship management? Surely, we will answer all of this in a highly concise communicative style! Communication is all about listening, body language, proper usage, and skills of both e-mail and telephone operations, as well as presentation skills such as PowerPoint. This book has a section called “Helicopter View” that will concisely explain CRM sales and service as well as major useful shortcuts in PowerPoint. Communication must also be clear, concise, and complete. Based on this, this eBook is built! Negotiation is all about planning and anticipating. One must be well prepared to overcome impasses, know his or her reservation prices, master the major negotiation tactics, and counter them meticulously. This is not all! What happens if you have to sell something abroad? Do you have the necessary cultural intelligence? How much knowledge do you have of various cultures? What is your level of adaptation? And is that motivating enough to you? In addition to the cultural quotient, we will also cover the criticality of the emotional and adversity quotients. As you can see, selling requires a lot of skills. Yet if you attain them all as this eBook will guide you, it is guaranteed you can sell any good product or service!
Author: Larry Wilson
Publisher: John Wiley & Sons
ISBN: 9780471147411
Category : Business & Economics
Languages : en
Pages : 326
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Book Description
"There's only one Larry Wilson . . . number one when it comes tothe art of selling." --Warren Bennis, University Professor andDistinguished Professor of Business Administration University ofSouthern California "Stop Selling, Start Partnering will help you take a fresh look atyour selling activities whether you are in the boardroom, face toface with customers, or anywhere in between."--Harvey Mackay,Author of Swim with the Sharks "Regardless of your position within the company, your task in thesecond half of these unforgiving '90s will be to help your companylearn how to get, how to treat, and how to keep customers. ReadLarry's new book and you will be much better prepared to accomplishthis mission."--Lou Pritchett, Former VP of Sales and CustomerDevelopment, Procter & Gamble Stop Selling, Start Partnering outlines a fresh approach to findingand keeping customers through powerful, long-lasting partnerships.Drawing on his extensive experience with companies such as Kodak,US West, Saturn, and Baxter Healthcare, Larry Wilson showsmanagers, executives, and salespeople how to design and nurture"customer-keeping" organizations. Filled with smart advice andpractical customer partnering guidelines, Stop Selling, StartPartnering redefines the new success factors for every organizationthat faces the daily challenge of finding and keeping customers.
Author: Luc Bardin
Publisher: Kogan Page Publishers
ISBN: 0749468815
Category : Business & Economics
Languages : en
Pages : 352
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Book Description
Strategic Partnering - remove chance and deliver consistent success - is designed to take the guesswork out and provide you with a ground-breaking and fully encompassing system of rules and processes, to make your partnering strategy a vitally important and transformational reality. Supported by invaluable insights from a wealth of senior leaders across a range of leading global organizations, the book introduces a comprehensive and practical new model of demonstrated methodologies, to remove chance from the partnering process and help you target 100 per cent success. Whether you are a government official, board member, CEO, senior executive, account or procurement leader, marketer or a manager involved in value added relationships within your organization, then this book could be the 'vade mecum' to the development of your successful strategic partnering strategy and prove deeply 'transformational' to the way you think about, run and create value in your organization or business.
Author: Chip R. Bell
Publisher: Berrett-Koehler Publishers
ISBN: 1609941500
Category : Business & Economics
Languages : en
Pages : 239
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Book Description
From Chip R. Bell, the bestselling author of Customers as Partners , Managers as Mentors , and Managing Knock You rSocks Off Service , partnering with Heather Shea, the former president of The Tom Peters Group's training and consulting company Provides invaluable insights into the changing world of powerful partnering Offers tools, details techniques, and provides activities and resources to help you develop successful partnerships in every enterprise Partnerships are fast becoming the primary structure of contemporary business, as organizations partner with vendors, unions, customers, and even competitors to take advantage of short-term market opportunities, leverage intellectual capital, and create more flexible and innovative enterprises. In this important guide, authors Chip Bell and Heather Shea offer an in-depth look at how we can successfully manage partnerships and build them with substance-passion, quality, heart, and soul. While many other books have examined the rational, logical, analytical sides of partnership, none has fully explored the irrational, illogical, emotional sides, which are most often what cause partnerships to falter or fail. Dance Lessons is a comprehensive guide to the interpersonal side of partnerships, revealing exactly how the champions choreograph their partnership dances for show-stopping performances. It features: new perspectives to help you decide if partnership is right for you exciting tools for selecting the right form of partnership important techniques to help you get emotionally prepared to partner smart ways to accurately pick good partners engaging activities to help you practice your partnership skills effective methods for dealing with difficult partners and partnerships vital cues that let you know when the partnership is ready to end, and helpful tips on how to end it insights on how to manage external factors that effect partnership success practical resources to help you continue to learn about effective partnering Dance Lessons shows how to develop meaningful, ethical, and soulful partnerships in every interaction throughout your work and your life.
Author: Fred Copestake
Publisher: Rethink Press
ISBN: 9781781336472
Category : Business & Economics
Languages : en
Pages : 276
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Book Description
Selling is changing, and sales professionals need to keep in touch with the latest trends to stay relevant and further their careers.
Author: Terrence L. Gargiulo
Publisher: John Wiley & Sons
ISBN: 078798695X
Category : Business & Economics
Languages : en
Pages : 419
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Book Description
As a training and development or human resource professional, do you have the knowledge, skills, and experience you need to become an indispensable strategic partner within your organization? Building Business Acumen for Trainers provides step-by-step practical advice on business practices guaranteed to win the support, respect, and attention of your organization. Written for both new and seasoned professionals, this essential resource will show how to put into practice the three critical areas of business acumen: Finance skills Partnering skills Communication skills
Author: Kevin Davis
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814416853
Category : Business & Economics
Languages : en
Pages : 287
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Book Description
The biggest mistake salespeople make in their careers is equating a faster pitch with a faster close. Author Kevin Davis shows readers how to slow down and focus on the customer buying process, so they can identify and quantify customers' real needs--and adapt their sales pitches accordingly. Slow Down, Sell Faster! does this by introducing a simple yet powerful method for buyer-focused selling that is practical, repeatable, and easily customizable. This buyer-focused approach extends to proposals and presentations, loyalty and retention, and, of course, cultivating more business. Each step in the book corresponds to a role you should adopt to meet customers' needs at each stage of the buying process. Increasing sales is not just about learning more sales techniques; it's about understanding the buying process--from your customer's point of view. Packed with examples from the author's extensive experience and detailed research on customer buying patterns, Slow Down, Sell Faster! offers an alternative to traditional selling that leads to increased sales--and happier customers.
Author: Jim Irving
Publisher: eBook Partnership
ISBN: 1839784210
Category : Business & Economics
Languages : en
Pages : 224
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Book Description
"e;In today's hyper-competitive B2B selling environment, it is imperative for salespeople to keep learning, thriving and adapting to the rapid changes around them. This book, from Jim and 26 other specialist contributors delivers true value to your sales efforts. Choose a subject and learn from a real domain specialist. A great concept - absolutely thrilled to be involved."e; Larry Levine - Author of Selling from the Heart This book goes right to the core of B2B sales. Following on from the worldwide success of his first two books, Jim has collaborated with 26 thought leaders and friends to create a unique book. Each contributor adds a single chapter on their experience or expertise, focused on one specific subject. Jim has even included chapters written by those who buy from B2B salespeople, which deliver further great insight."e;My pal Jim has done it again! His first book on B2B Selling won a worldwide award. His second, on B2B leadership, gained critical acclaim. His third book is unique. He delivers more of his great advice on B2B sales. He has then also partnered with 26 others - authors (including me), procurement specialists, coaches and respected friends who each added a chapter, to create something very special. With a grand total of over 740 years experience in these pages, The B2B Sales Top Tips Guidebook will deliver wisdom directly to you!"e; Alison Edgar MBE - Author, Speaker, Entrepreneur"e;The chapters cover a broad range of B2B sales topics, including researching before calling, questioning skills, handling objections, becoming more collaborative, adding value, listening to your customers, leading with integrity, negotiation and many others. There are also chapters on attitude, the psychology of sales and even 'Lazy Pigeons'! These 26 guest chapters are full of advice, experience and wisdom designed to help you succeed. And Jim also adds another 10 chapters, building on the success of his first two books, to further cement and support your learning. "e;In this book, Jim has collaborated with some of the best sales coaches, trainers, mentors, friends and experts to share with you the needed SKILLS + TOOLS + KNOWLEDGE to successfully sell in this new hybrid world. If you are in B2B sales, this book is a must-read!"e; Rick Denley - Your Transformational Growth CoachLook online at the reviews for Jim's first two books - The B2B Selling Guidebook and The B2B Leaders Guidebook. Each has received only 5* reviews and powerful supporting comments from experts, coaches and professional bodies. Imagine having access to world-class skills learning from 27 experienced practitioners. Now imagine what that experience and knowledge could do for you...
Author: Anders Liu-Lindberg
Publisher: Createspace Independent Publishing Platform
ISBN: 9781724850744
Category :
Languages : en
Pages : 412
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Book Description
