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Author:
Publisher: Wilson Learning Library
ISBN: 9789077256343
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
The Counselor approach to sales gives both buyer and seller a win. Relating, Discovering, Advocating and Supporting stages lead the way to measurable, sustainable success.
Author:
Publisher: Wilson Learning Library
ISBN: 9789077256343
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
The Counselor approach to sales gives both buyer and seller a win. Relating, Discovering, Advocating and Supporting stages lead the way to measurable, sustainable success.
Author: Mark HUNTER
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814420095
Category : Business & Economics
Languages : en
Pages : 289
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Book Description
In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating marginsùshort-term strategies that are destructive to the long-term sustainability of their business. High-Profit Selling helps readers understand that their sales goal shouldn't simply be to sell more, but to sell more at a higher priceàand that success comes only to those focused on ôprofitable sales.ö This eye-opening book shows readers how to: Avoid negotiating ò Actively listen to customers ò Match the benefits of their product or service with the customer's needs and pains ò Confidently communicate value ò Successfully execute a price increase with existing customers ò Ensure prospects are serious and not shopping for price Too many salespeople believe that a sale at any price is better than no sale at all. This powerful guide helps move readers toward a profit-centered approach that will strength en their relationships and increase their bottom line.
Author: Jill Konrath
Publisher: Penguin
ISBN: 1101432950
Category : Business & Economics
Languages : en
Pages : 255
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Book Description
Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.
Author: Larry Wilson
Publisher: Winsource Publishing LLC
ISBN: 9789077256039
Category : Customer relations
Languages : en
Pages : 0
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Book Description
Most people love to buy but they hate being sold to. Salespeople who can "read" their customer's style and adapt to sell the way their customer wants to buy are proven to be more successful in today's tough markets. Based on The Versatile Salesperson program, the skills in this book are used worldwide by Fortune 500 companies. Wilson Learning is a global leader in human performance improvement solutions for Fortune 500 and emerging companies worldwide, headquartered in Minneapolis, MN and Tokyo.
Author:
Publisher: Nova Vista Publishing
ISBN: 9789077256015
Category : Customer relations
Languages : en
Pages : 0
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Book Description
Whether you are a new or experienced salesperson, you can adopt the unique problem-solving Counselor mindset and avoid or address the four key obstacles to buying, using Counselor techniques: Relating -- create an open, trusting relationship as a base for solving problems. Avoids a lack of trust. Discovery -- bring out and understand your customer's problems, goals and visions, so you can create solutions together. Avoids a sense that the customer doesn't need your solutions. Advocating -- link your customer's problems and goals with the solution you jointly develop, then make your customer an internal advocate to help close the sale. Avoids the sense that you can't help. Supporting -- stick by your customer after the sale to ensure the customer feels the benefits of your solution and sees needs being met. Avoids the feeling of no satisfaction. This process can produced measurable results starting the the first day you use it!
Author: Jerry Weissman
Publisher: FT Press
ISBN: 0137005067
Category : Business & Economics
Languages : en
Pages : 293
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Book Description
Thirty million presentations will be given today. Millions will fail. Millions more will be received with yawns. A rare few will establish the most profound connection, in which presenter and audience understand each other perfectly...discover common ground... and, together, decide to act. In this fully updated edition, Jerry Weissman, the world’s #1 presentation consultant, shows how to connect with even the toughest, most high-level audiences...and move them to action! He teaches presenters of all kinds how to dump those PowerPoint templates once and for all and tell compelling stories that focus on what’s in it for the audience. Weissman’s techniques have proven themselves with billions of dollars on the line. Thousands of his elite clients have already mastered them. Now it’s your turn! • What you must do to tell your story Focus before Flow: identifying your real goals and message • The power of the WIIFY: What’s In It For You Staying focused on what your audience really wants • Capture your audience in 90 seconds... and never let go! Opening Gambits and compelling linkages • Master the art of online Web conferencing Connecting with your invisible audience • From brainstorming through delivery Crafting the Power Presentation, one step at a time Named by FORTUNE Magazine as a "Must-Read" "Jerry Weissman makes the challenge of producing and delivering effective presentations delightfully simple. Read it and benefit!" Tim Koogle,Founding CEO, Yahoo! “A great read for all of us who have ever struggled with any aspect of our public speaking skills. Presenting to Win contains the same timeless techniques that helped me [18] years ago.” Jeff Raikes, former President, Microsoft Business Division, Microsoft Corporation, and CEO, Bill and Melinda Gates Foundation “Jerry is The Man when it comes to making great pitches. If your pitch doesn’t get a whole lot better after reading this book, something is wrong with you.” Guy Kawasaki, Managing Director and Chairman, Garage Technology Ventures, and bestselling author of The Art of the Start “Presenting to Win is the shortest path to applause for any presenter. It will be your bible for the PowerPoint Age. It’s loaded with easy actions and real examples that really work. I’ve used them. I know.” Scott Cook, Founder, Intuit
Author: William Miller
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814431925
Category : Business & Economics
Languages : en
Pages : 258
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Book Description
Most sales professionals make the mistake of using the same sales patterns over and over. But since all customers are different, true pros know they must tailor their methods to the buyer if they want to make their numbers every year. ProActive Selling gives readers the tools they need to adapt their approach and maintain control at every stage of the sale. Thoroughly revised and updated, the second edition shows salespeople how to: * Qualify and disqualify prospects sooner to focus on the most promising accounts * Examine buyers' motivations from every angle * Quantify the value proposition early * Double the number of calls returned from prospective customers * Appeal to the real decision-makers * Use technology (e.g. cloud, video, social media, and more) to generate leads and shorten sales cycles * Increase the effectiveness of every interaction Featuring dozens of enlightening examples and the author's 17 exclusive, practical selling tools, ProActive Selling gives sales professionals the edge they need to exceed their goals-with any company, in any industry.
Author: Dale Scott
Publisher:
ISBN: 9780989737418
Category :
Languages : en
Pages : 299
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Book Description
California has more than 1,000 school and community college (K-14) districts. When they need to build, repair or equip their campuses, these districts must ask voters to approve the issuance of general obligation (GO) bonds and raise property tax rates - a big ask. In this third edition of Win-Win: An Insider's Guide to School Bonds, Dale Scott, a leading financial advisor for California public schools and community colleges, demystifies the complex, often-challenging process that gives step-by-step insights into developing, structuring and selling GO bonds. This updated and expanded edition includes a new section on financing teacher-staff housing with GO Bonds. The bold and innovative financing idea, believed to be the first of its kind, allows school districts and community colleges to attract and retain teachers and staff. The transaction was the winner of The Bond Buyer's 2018 Small Issuer Deal of the Year. Drawing on three decades of work as an advisor to school and community college districts, Dale, a financial advisor, campaign manager and former Wall Street investment banker, walks readers through each step of the bond issuance process, answering the many questions he's been asked over the years. Hard-hitting, detailed and humorous, Win-Win explores why voters approve some bond measures and reject others, explains how bond deals are put together, and offers tips on selecting the right team of professionals and avoiding scandals like those that have plagued poorly structured GO bond efforts. Written for district administrators, school board members, campaign volunteers, taxpayer organizations and concerned citizens, Win-Win is an upbeat guide on the complex processes of California school bonds, showing that when executed correctly, the teamwork needed to pass a school bond can have a transformative effect on both schools and people's sense of their role in the community.
Author: William Miller
Publisher: AMACOM
ISBN: 0814434843
Category : Business & Economics
Languages : en
Pages : 268
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Book Description
Most salespeople work hard to become proficient in reaching the frontline managers in their markets. However, a salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective. Master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved – a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. In Selling Above and Below the Line, you will learn how to: Create energy by including executives early in the sales process. Ask the right questions and pinpoint big-picture financial needs. Keep “below the line” managers from feeling bypassed. Uncover value propositions that target each set of decision-makers. Sales that seem locked in will stall or go dark. Customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. This often could have been avoided had the salesperson been intentional to sell both the technical and financial fit. In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.
Author: Information Resources Management Association
Publisher: IGI Global
ISBN: 1466638877
Category : Business & Economics
Languages : en
Pages : 2031
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Book Description
"This book provides a comprehensive collection of research on current technological developments and organizational perspectives on the scale of small and medium enterprises"--Provided by publisher.
