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Author: Nick Kane
Publisher: John Wiley & Sons
ISBN: 1119052580
Category : Business & Economics
Languages : en
Pages : 230
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Book Description
Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.
Author: Nick Kane
Publisher: John Wiley & Sons
ISBN: 1119052556
Category : Business & Economics
Languages : en
Pages : 230
Get Book Here
Book Description
Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.
Author: Nick Kane
Publisher: John Wiley & Sons
ISBN: 1119052580
Category : Business & Economics
Languages : en
Pages : 230
Get Book Here
Book Description
Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.
Author: Thomas A. Freese
Publisher: Penguin
ISBN: 1101475196
Category : Business & Economics
Languages : en
Pages : 261
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Book Description
Today more than ever, the biggest thing that separates you from your competitors is you. According to Thomas A. Freese, whose Question-Based Selling system has been adopted and implemented by thousands of salespeople in companies all over the world, YOU are the biggest differentiator between you and your competitors. Given the current business climate, sellers should no longer count on their product or service to sell itself because their toughest competitors are out there with similar products they claim are better. Instead, it's more likely that in closely contested sales, the decision will come down to whichever salesperson offers the best service, is the most responsive, or displays any number of other highly intangible attributes, such as credibility, expertise, helpfulness, and integrity. The challenge for sellers is to convey these qualities in a way that promises value to customers. Freese explains how to maximize a value proposition and ultimately win more sales through strategies that include: ? managing conversational dynamics ? influencing the customer's buying criteria ? justifying costs ? creating curiosity about your product
Author: Steven J. Alvarez
Publisher: U of Nebraska Press
ISBN: 161234819X
Category : History
Languages : en
Pages : 380
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Book Description
In the spring of 2004, army reservist and public affairs officer Steven J. Alvarez waited to be called up as the U.S. military stormed Baghdad and deposed Saddam Hussein. But soon after President Bush’s famous PR stunt in which an aircraft carrier displayed the banner “Mission Accomplished,” the dynamics of the war shifted. Selling War recounts how the U.S. military lost the information war in Iraq by engaging the wrong audiences—that is, the Western media—by ignoring Iraqi citizens and the wider Arab population, and by paying mere lip service to the directive to “Put an Iraqi face on everything.” In the absence of effective communication from the U.S. military, the information void was swiftly filled by Al Qaeda and, eventually, ISIS. As a result, efforts to create and maintain a successful, stable country were complicated and eventually frustrated. Alvarez couples his experiences as a public affairs officer in Iraq with extensive research on communication and government relations to expose why communications failed and led to the breakdown on the ground. A revealing glimpse into the inner workings of the military’s PR machine, where personnel become stewards of presidential legacies and keepers of flawed policies, Selling War provides a critical review of the outdated communication strategies executed in Iraq. Alvarez’s candid account demonstrates how a fundamental lack of understanding about how to wage an information war has led to the conditions we face now: the rise of ISIS and the return of U.S. forces to Iraq.
Author: Matt Oechsli
Publisher:
ISBN: 9780965676557
Category : Financial planners
Languages : en
Pages : 175
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Book Description
Creates the framework and provides the techniques and skills needed by financial professionals to successfully prospect for and close high net worth clients.
Author: Art Wilson
Publisher:
ISBN: 9780595673438
Category : Accounting information systems
Languages : en
Pages : 0
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Book Description
Implement the Account Management Execution Model to improve strategic account management, ensure client alignment, and deliver convincing client value. Sales leaders who adopt the strategies presented in "Building a Successful Sales Organization" possess the secrets of building, organizing, and managing effective selling teams that consistently deliver predictable, sustainable, superior results.
Author: G.A. Bartick
Publisher: John Wiley & Sons
ISBN: 0470454377
Category : Business & Economics
Languages : en
Pages : 310
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Book Description
Based on ten years of extensive research and interviews with thousands of top sales performers in a variety of industries, Silver Bullet Selling reveals the secrets all great sales professionals have in common. It's not what you say that determines your success in sales; it?s how you execute the sales process to create a unique buying experience for customers. This book shows you how to apply the silver bullet selling method to launch your sales through the roof. Read it, and fire away at the competition.
Author: Cohn, Joel G.
Publisher: IGI Global
ISBN:
Category : Business & Economics
Languages : en
Pages : 293
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Book Description
The seismic shifts in B2B selling brought about by the recent global pandemic have left scholars grappling with the fundamental question of permanence. As the traditional face-to-face dynamics of B2B sales stand challenged, academic minds seek answers: Are these changes enduring, or will we revert to the familiar norms of in-person interactions? A Critical Examination of the Recent Evolution of B2B Salesis a groundbreaking exploration designed for academic scholars seeking clarity in these uncertain times. In the pursuit for understanding, scholars encounter a myriad of questions. What truly transpired in sales activities during the pandemic? Does the surge in virtual selling signify a lasting transformation, or is it merely a temporary adaptation? Critical thinking becomes paramount, necessitating a deep dive into published ideas to discern the strength of conclusions drawn. The academic community grapples with the challenge of scrutinizing the landscape to determine if the changes are indeed permanent and if so, how B2B sales forces can effectively adapt.
Author: Mahan Khalsa
Publisher: Penguin
ISBN: 9781591842262
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. Elevate your career with this essential guide for sales professionals and entrepreneurs alike.
Author: Nora A. Draper
Publisher: NYU Press
ISBN: 1479811920
Category : Computers
Languages : en
Pages : 283
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Book Description
The successes and failures of an industry that claims to protect and promote our online identities What does privacy mean in the digital era? As technology increasingly blurs the boundary between public and private, questions about who controls our data become harder and harder to answer. Our every web view, click, and online purchase can be sold to anyone to store and use as they wish. At the same time, our online reputation has become an important part of our identity—a form of cultural currency. The Identity Trade examines the relationship between online visibility and privacy, and the politics of identity and self-presentation in the digital age. In doing so, Nora Draper looks at the revealing two-decade history of efforts by the consumer privacy industry to give individuals control over their digital image through the sale of privacy protection and reputation management as a service. Through in-depth interviews with industry experts, as well as analysis of media coverage, promotional materials, and government policies, Draper examines how companies have turned the protection and promotion of digital information into a business. Along the way, she also provides insight into how these companies have responded to and shaped the ways we think about image and reputation in the digital age. Tracking the successes and failures of companies claiming to control our digital ephemera, Draper takes us inside an industry that has commodified strategies of information control. This book is a discerning overview of the debate around who controls our data, who buys and sells it, and the consequences of treating privacy as a consumer good.
