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Author: Anthony S Chaine
Publisher:
ISBN: 9781085982603
Category :
Languages : en
Pages : 70
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Book Description
Whether you are an accomplished sales professional or a rookie. Your ability to develop a long-lasting relationship with your clients, partners, internal leaders, and external influencers can impact your success. Your ability to influence people to remove obstacles and speed the sales process will determine your win rate. The Great Art of Consultative Selling is a book that is geared for the sales leader who wants to transform from being a vendor to a sales consultant that is perceived as a growth partner and a trusted advisor. Written is a straightforward fashion by the veteran sales management consultant Anthony Chaine; This book shows you how to: - sell with Integrity and win deals- build a reputation of a reliable, trusted advisor and growth partner- improve your winning odds and grow repeat business- improve your financial success and career progression- develop a brand name that is synonymous with expertise and trust- empower your customers to grow their business exponentiallyAnthony Chaine is an expert in sales management and leadership. He has won multiple awards as a quota carrying sales leader, trainer an instructor. Today he supports the sales growth of clients ranging from small to medium businesses to Fortune 500 companies. He is the founder and the CEO of Elite Sales Leadership Consulting LLC. Specialized in management and sales training ( www.asalesleader.com)
Author: Anthony S Chaine
Publisher:
ISBN: 9781085982603
Category :
Languages : en
Pages : 70
Get Book Here
Book Description
Whether you are an accomplished sales professional or a rookie. Your ability to develop a long-lasting relationship with your clients, partners, internal leaders, and external influencers can impact your success. Your ability to influence people to remove obstacles and speed the sales process will determine your win rate. The Great Art of Consultative Selling is a book that is geared for the sales leader who wants to transform from being a vendor to a sales consultant that is perceived as a growth partner and a trusted advisor. Written is a straightforward fashion by the veteran sales management consultant Anthony Chaine; This book shows you how to: - sell with Integrity and win deals- build a reputation of a reliable, trusted advisor and growth partner- improve your winning odds and grow repeat business- improve your financial success and career progression- develop a brand name that is synonymous with expertise and trust- empower your customers to grow their business exponentiallyAnthony Chaine is an expert in sales management and leadership. He has won multiple awards as a quota carrying sales leader, trainer an instructor. Today he supports the sales growth of clients ranging from small to medium businesses to Fortune 500 companies. He is the founder and the CEO of Elite Sales Leadership Consulting LLC. Specialized in management and sales training ( www.asalesleader.com)
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: Venkatesh Upadrista
Publisher: CRC Press
ISBN: 1498707726
Category : Business & Economics
Languages : en
Pages : 162
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Book Description
If IT companies seek to differentiate themselves from the competition, they must turn to consultative selling. Consultative selling is analyzing the needs and challenges of your customers and selling unique services that enable your customers to reduce costs, increase profits, and improve overall business performance. The Art of Consultative Sellin
Author: Venkatesh Upadrista
Publisher:
ISBN: 9781631570490
Category :
Languages : en
Pages :
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Book Description
Author: Atul Uchil
Publisher: Outskirts Press
ISBN: 9781432715007
Category : Business & Economics
Languages : en
Pages : 156
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Book Description
Secrets To Success Unveiled Within! Everyone has heard the following: People like to buy - People hate being sold or being forced to buy - People buy from people that they like and trust. Therefore, it stands to reason that if you are the person your clients trust they will buy from you without you having to sell them anything. How then do you become the trusted advisor to your clients? How do you establish and maintain long-term relationships? This book reveals the best kept secrets of successful relationship selling and is a must-read for every consultant and sales professional. Although, if you are looking for a well-structured book with information delivered in precise (in other words dry and boring) format, this may not be the best book for you. However, if you are looking for an abundance of relevant information interspersed with over almost a quarter century of real-life experiences both good and bad narrated with a lot of passion and caring, you will find this book stimulating and insightful.
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: Brain Taylor
Publisher: Plural Publishing
ISBN: 1597566942
Category : Medical
Languages : en
Pages : 257
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Book Description
Author: Paul LeRoux
Publisher: John Wiley & Sons
ISBN: 0470146273
Category : Business & Economics
Languages : en
Pages : 268
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Book Description
Visual Selling provides salespeople with tools to sell in an increasingly image-oriented culture. More so than ever before, the way a salesperson looks and acts, the images on a screen or in handouts, and even room environments can impact people’s trust, satisfaction and willingness to buy. The authors believe that, to sell most effectively, the seller must be the visual focal point. This book draws on 25 years of experience coaching individuals and organizations in the art of visual selling, sharing stories and techniques used in big-dollar competitive presentations and pitches to senior management. Divided into three sections (the Seller as Focal Point, Getting Ready to Sell and Selling Situations), Visual Selling will appeal to a wide variety of business readers because it can be used to help salespeople sell one-on-one, as well as to assist corporate presenters at selling new programs or products in-house. Section I – The Seller as Focal Point Section II – Getting Ready to Sell Section III – Selling Situations
Author: Jack Kinder
Publisher:
ISBN: 9788188452637
Category :
Languages : en
Pages : 0
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Book Description
The Kinder Brother^s "how-to" guide for successful client building. This is a must for all Sales Professionals. This book on sales has been specifically written for those in the field of insurance sales. Using illustrations and examples collected over a life time spent training people in the field of insurance, Jack and Garry give you the disciplines, the techniques, the concepts and the process of achieving success in the field of insurance selling. This is a practical book to be applied in the field. You will get immediate results from the techniques explained in this fantastic book.
