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Author: Christopher Locke Cpsm
Publisher:
ISBN: 9780615991634
Category :
Languages : en
Pages : 268
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Book Description
You are a Sales Professional. No doubt you've attended sales workshops and have read various books written by seasoned experts on how to sell. And all of that is good. But why are you only listening to 'sales' experts when you can learn from the very Professionals you're attempting to sell to . . . Corporate Buyers! "FEEDBACK: Sales Advice from the Buyer's Desk" is the world's ONLY sales book written by a Certified Professional Buyer. It provides candid observations, invaluable insight and 'buyer-recommended' strategies from those who actually buy for a living. Based on the responses of 100's of diverse Buyers from across the Nation, this ground-breaking book allows you to sit behind the Buyer's desk and experience the entire sales process from the Buyer's perspective. From cold-calling to sales meetings, quoting, negotiating, communication, and developing a business relationship. This is NOT a basic 'how-to' book about selling. Instead, FEEDBACK provides the reader with an insight into the confidential world of Corporate Purchasing by those who are the constant recipients of sales strategies. It verifies the business practices Buyers prefer, as well as those they secretly despise but aren't telling you! It also provides recommended sales approaches Buyers themselves would use if THEY were in sales; things most Sales Professionals don't do, but should! FEEDBACK will allow you to: * Understand how Buyers think and why they source to specific suppliers. * Find out how to gain access to even the most elusive Buyers. * Uncover what Purchasing doesn't want you to know. * Discover what most sales books preach that you need to avoid. * Find out the number one sales meeting mistake most Sales Reps make. * Learn how to take business away from your competitors. * Find out how to lower your quote without feeling it. * Understand 'price' vs. 'value' from the Buyer's perspective. * Discover how to submit the perfect quote package. * Learn how to counter negotiation tactics used by today's Buyers. * Find out how Sales Reps make it difficult for Buyers to communicate. * Understand what it takes to be a preferred Sales Professional. * Discover what your End-Users are communicating to the Buyer's they work with. * Find out what 80% of Buyers prefer, but only 20% of Sales Reps are doing. Whether you're a Sales Representative, Sales Manager or Business Owner, a career in sales is not an easy profession. That's why it's imperative to understand the Buyer's perspective on the things you do and say as a Sales Professional, as well as their actual level of effectiveness on Buyers. FEEDBACK is a unique, one-of-a-kind book that will improve your sales opportunities by changing the way you think, act and approach business. And it will do that by putting you behind the desk of those who buy from you. This is the only SALES book written by a Professional BUYER. And isn't it about time?
Author: Christopher Locke Cpsm
Publisher:
ISBN: 9780615991634
Category :
Languages : en
Pages : 268
Get Book Here
Book Description
You are a Sales Professional. No doubt you've attended sales workshops and have read various books written by seasoned experts on how to sell. And all of that is good. But why are you only listening to 'sales' experts when you can learn from the very Professionals you're attempting to sell to . . . Corporate Buyers! "FEEDBACK: Sales Advice from the Buyer's Desk" is the world's ONLY sales book written by a Certified Professional Buyer. It provides candid observations, invaluable insight and 'buyer-recommended' strategies from those who actually buy for a living. Based on the responses of 100's of diverse Buyers from across the Nation, this ground-breaking book allows you to sit behind the Buyer's desk and experience the entire sales process from the Buyer's perspective. From cold-calling to sales meetings, quoting, negotiating, communication, and developing a business relationship. This is NOT a basic 'how-to' book about selling. Instead, FEEDBACK provides the reader with an insight into the confidential world of Corporate Purchasing by those who are the constant recipients of sales strategies. It verifies the business practices Buyers prefer, as well as those they secretly despise but aren't telling you! It also provides recommended sales approaches Buyers themselves would use if THEY were in sales; things most Sales Professionals don't do, but should! FEEDBACK will allow you to: * Understand how Buyers think and why they source to specific suppliers. * Find out how to gain access to even the most elusive Buyers. * Uncover what Purchasing doesn't want you to know. * Discover what most sales books preach that you need to avoid. * Find out the number one sales meeting mistake most Sales Reps make. * Learn how to take business away from your competitors. * Find out how to lower your quote without feeling it. * Understand 'price' vs. 'value' from the Buyer's perspective. * Discover how to submit the perfect quote package. * Learn how to counter negotiation tactics used by today's Buyers. * Find out how Sales Reps make it difficult for Buyers to communicate. * Understand what it takes to be a preferred Sales Professional. * Discover what your End-Users are communicating to the Buyer's they work with. * Find out what 80% of Buyers prefer, but only 20% of Sales Reps are doing. Whether you're a Sales Representative, Sales Manager or Business Owner, a career in sales is not an easy profession. That's why it's imperative to understand the Buyer's perspective on the things you do and say as a Sales Professional, as well as their actual level of effectiveness on Buyers. FEEDBACK is a unique, one-of-a-kind book that will improve your sales opportunities by changing the way you think, act and approach business. And it will do that by putting you behind the desk of those who buy from you. This is the only SALES book written by a Professional BUYER. And isn't it about time?
Author: Cynthia Kay
Publisher: Red Wheel/Weiser
ISBN: 1632652145
Category : Business & Economics
Languages : en
Pages : 226
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Book Description
An invaluable resource—for those starting a new business to veterans looking for a better way. Small Business, Big Success offers unconventional but proven strategies to run a better small business. It also provides a roadmap for owners looking to expand their small businesses by doing more business with Big Business. Cynthia's down-in-the-trenches stories, along with those from other small-business CEOs and Big Business experts, show you how to connect with highly sought-after customers and win them over! You'll learn how to: Create an organization that is operationally efficient, creative, and entrepreneurial Raise capital and find partnerships Find your company's voice Attract and win contracts from much larger companies Serve complex, global companies by forging strong relationships And most importantly how to find and nurture your customers. Critical decisions and points in the life cycle of a business are discussed: from start-up issues to growing the business, human resource concerns to strategic planning—not to mention how to attract business from larger companies. The use of real stories, along with stories of other small businesses, are included to illustrate the strategies and make them come alive.
Author: Michael Schell
Publisher: Approved Pub.
ISBN: 9780973167511
Category : Sales management
Languages : en
Pages : 0
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Book Description
Designed on the research-based Approved Series template, Human Resource-Approved Job Interviews & Resumes is an easy-to-read, easy-to-use book that guides a job hunter through two critical areas: - the resume - the job interview - If you've ever wondered what they really think of your resume, read this book. If you are concerned about making a good impression in the all-critical job interview, it will provide practical tips and strategies to help you do just that. Like the rest of the Approved Series, Human Resource-Approved Job Interview & Resumes is research based. It features interviews with human resource professionals and hiring managers from various industries. Their comments lend validation to the recommended strategies and approaches, and give the reader confidence to follow them. Covering all the bases for winning the job, Human Resource-Approved Job Interviews & Resumes guides the job applicant through the following sections: - job search - interview - preparation - follow through - resume Tips with the sections include advice on: - Preparing for the questions interviewers ask - Proper research pre-interview - What annoys interviewers, guaranteed
Author: Jerry Acuff
Publisher: John Wiley & Sons
ISBN: 1118044835
Category : Business & Economics
Languages : en
Pages : 276
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Book Description
Praise for stop acting like a seller and Start Thinking Like a Buyer "Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that 'words matter.' If you want to set yourself apart from others, whether you're selling a product or a concept, this is a book to read. Not only will you learn how to prepare for sales success, you will learn how to be far more effective by thinking like a buyer." —Theresa Martinez, Brand Director, Roche Laboratories "This book shares a great commonsense approach to developing a new sales attitude and mindset that will work no matter what you're selling. Jerry has successfully articulated a powerful and unique formula for sales greatness." —Duggar Baucom, head basketball coach, Virginia Military Institute "This is a book for people who truly want to have incredible success in sales. Thinking like a buyer is the most powerful way to help customers and prospects think differently about you and your product. This book shows you exactly how to make that happen in a step-by-step way. If you want to learn how to guarantee your success in selling or influencing, this is a book you must read." —Dan C. Weilbaker, PhD, McKesson Professor of Sales, Northern Illinois University "A mind shift takes place when you read Acuff's book and realize 'it's all about them.' The book helps you understand human psychology and behavior and gives you the practical tips, encouragement, and examples to help you stand out and be valued by your customers regardless of what you're selling." —Charlene Prounis, Managing Partner, Flashpoint Medica
Author: Mike Schultz
Publisher: John Wiley & Sons
ISBN: 1118875354
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: James M. Kouzes
Publisher: John Wiley & Sons
ISBN: 1119446287
Category : Business & Economics
Languages : en
Pages : 227
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Book Description
NAMED THE #3 TOP SALES BOOK OF 2018! Make extraordinary sales happen! In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly-universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them — and more likely to buy from them. In Stop Selling & Start Leading, you’ll discover that the very same behaviors that make leaders more effective also work to make sellers more effective, too. This critical shift in the selling mindset, and in the sales role itself, is the key to boosting your overall sales effectiveness. • Inspire, challenge, and enable buyers • Change your behavior to build trust and increase sales • Step into your leadership potential • See yourself the way your buyers do • Feel good about selling again When you’re aiming for quota attainment and real connections with buyers, this book gives you the confidence and skills you need.
Author:
Publisher:
ISBN:
Category : Marketing
Languages : en
Pages : 1934
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Book Description
Author: Grant Cardone
Publisher: Greenleaf Book Group
ISBN: 1608322904
Category : Business & Economics
Languages : en
Pages : 281
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Book Description
Shows that knowing the principles of selling is a prerequisite for success of any kind, and explains how to put those principles to use. This title includes tools and techniques for mastering persuasion and closing the sale.
Author: Chris Noonan
Publisher: Routledge
ISBN: 113636742X
Category : Business & Economics
Languages : en
Pages : 443
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Book Description
Sales Management is a complete and practical handbook for all involved in the field of selling. It is an essential source book, a complete sales management course and a consultant's detailed plan in one volume. The sales manager needs all the skills and qualities of the salesperson in order to get things done by effective management of an often quite diverse team of people. The emphasis in his or her role is on planning, controlling, monitoring, managing and motivating their sales force. Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control. The author also gives in-depth analysis to such vital topics as forecasting and sales promotions, the use of planning and control forms and alternative sales distribution methods, such as franchising. It will be key reference and reading for every practising sales manager at area manager level and above in large corporations, and the field or local manager in smaller companies with less structured organizations.
Author: United States. Bureau of Labor Statistics
Publisher:
ISBN:
Category : Labor
Languages : en
Pages : 488
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Book Description
Publishes in-depth articles on labor subjects, current labor statistics, information about current labor contracts, and book reviews.
