Number of pages: 320
BBB Library: Sales and Marketing, Business Classics
In Our Rapidly Changing world, selling is becoming more difficult because buyers are changing. The Lives of our best customers, those who have known and valued you the most, have been changed personally and professionally. In today's fiercely competitive marketplace, buyers are slashing costs to get by, which means there's more pressure on them to make better buying decisions. For you to win the sale, you have to be more persuasiveTitle:Getting into Your Customer’s Head
“This marketing manual has an imaginative format and a step-by-step strategy to help win that sale in a technology-dominated marketplace” – Publishers Weekly
“Davis shows the more skilled you are changing roles in getting inside your customer's head the more effective you are as a salesperson.” – Mills
The most common forms of sales sabotage are stylistic. How we talk with customers can easily undermine our ability to position ourselves to succeed and win business. No one does this intentionally, but the fact remains, if you don’t know how to effectively structure and conduct customer conversations, what you talk
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five
Before you can think of selling anything to anyone, you must first make sure that they are listening to you. But the rule of thumb is that most people are not listening; most people are pre-occupied with their own thoughts, troubles, errands, commitments and the likes. Your objective here is to
There's no one right way to sell. Salespeople get the best results by building on who they already are. This lively and liberating book will teach you to do just that. Strengths Based Selling gives salespeople practical, hands-on advice. It walks them through the sales process and shows them how to use
customers these days are becoming less satisfied, more skeptical, and more stubborn than before. Thus, normal sales methods are unable to deal with them.
If you work in the new or developing industries, it is more likely that your customers will be amateurs.
In the new sales process, the salesperson puts themselves in the customer’s shoes, in every stage of the sales process
If your customers are satisfied with your product or service, you can ask them to recommend you to their colleagues or acquaintances.