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Customers are overloaded with information, overwhelmed by options, and short on time - so the salesperson who is always responsive and completely focused on value, is the one who will stand out from the crowd and get the sale. Combining leading-edge research with field experience, the book shows readers how to:
- • Maximize the value of their selling• Accelerate responsiveness to build trust and credibility• Earn valuable selling time with customers• Shape the buyer's visionIntegrate persuasive stories into their sales process• Build lasting relationships through follow-up and customer service
Insightful and practical, the book arms salespeople with a powerful set of strategies they can use to spur buyers to say yes!
Customers are overloaded with information, overwhelmed by options, and short on time - so the salesperson who is always responsive and completely focused on value, is the one who will stand out from the crowd and get the sale. Combining leading-edge research with field experience, the book shows readers how to:
- • Maximize the value of their selling• Accelerate responsiveness to build trust and credibility• Earn valuable selling time with customers• Shape the buyer's visionIntegrate persuasive stories into their sales process• Build lasting relationships through follow-up and customer service
Insightful and practical, the book arms salespeople with a powerful set of strategies they can use to spur buyers to say yes!
Foreword by S. Anthony Iannarino
Introduction
PART ONE Simplifying Your Selling
1 What is Selling?
2 Understanding Your Selling Process
3 Balancing Selling and Buying
4 The Mechanics of Decision Making
5 The Ratio of Planning to Action
6 Earning Selling Time
7 Being the Seller Your Customers Need
8 Simplifying Your Selling
9 Winning the Sale
PART TWO Accelerating Responsiveness
10 The Speed of Responsiveness
11 The New Sales Funnel
12 Accelerating Your Responsiveness
13 The Power of the First Perception
PART THREE Maximizing Value
14 Delivering Maximum Value
15 Visualizing Value
16 The Peak/End Rule of Sales
17 Delivering Value with Peak/End Selling
18 Shaping the Buying Vision
19 Being 1 Percent Better is Enough
20 Making Your Selling Memorable
PART FOUR Growing Through Follow-Up
21 The Simplest Strategy for Growth
22 The No-Lead-Left-Behind Sales Process
23 Standing Out By Following Up
PART FIVE Amp Up Your Prospecting
24 To Cold Call or Not to Cold Call
25 Doing What It Takes to Succeed
26 Sell More: The Difference
Between Activity and Prospecting
27 Being Worth a Second Call
28 Practicing Value-Based Persistence
PART SIX Qualification: Doing More with Less
29 Are You Selling to the Right Customers?
30 The Bullet -Proof Qualification Process
31 Qualifying on Price and Value
32 Objections and Qualification
33 Building a Productive Pipeline
PART SEVEN Mastering Stories That Sell
34 Becoming an Effective Content Curator and Provider
35 Four Questions to Build Compelling Sales Stories
36 Are Your Stories Worth Repeating?
37 Integrating Stories into Your Selling Process
PART EIGHT Selling Through Customer Service
38 Selling and Service
39 The Most Important Sales Call
40 Building Customer Relationships That Last
Index
About the Author
| Erscheinungsjahr: | 2022 |
|---|---|
| Fachbereich: | Management |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| ISBN-13: | 9780814434871 |
| ISBN-10: | 0814434878 |
| Sprache: | Englisch |
| Ausstattung / Beilage: | Paperback |
| Einband: | Kartoniert / Broschiert |
| Autor: | Paul, Andy |
| Hersteller: | AMACOM |
| Maße: | 229 x 152 x 15 mm |
| Von/Mit: | Andy Paul |
| Erscheinungsdatum: | 10.08.2022 |
| Gewicht: | 0,396 kg |
Foreword by S. Anthony Iannarino
Introduction
PART ONE Simplifying Your Selling
1 What is Selling?
2 Understanding Your Selling Process
3 Balancing Selling and Buying
4 The Mechanics of Decision Making
5 The Ratio of Planning to Action
6 Earning Selling Time
7 Being the Seller Your Customers Need
8 Simplifying Your Selling
9 Winning the Sale
PART TWO Accelerating Responsiveness
10 The Speed of Responsiveness
11 The New Sales Funnel
12 Accelerating Your Responsiveness
13 The Power of the First Perception
PART THREE Maximizing Value
14 Delivering Maximum Value
15 Visualizing Value
16 The Peak/End Rule of Sales
17 Delivering Value with Peak/End Selling
18 Shaping the Buying Vision
19 Being 1 Percent Better is Enough
20 Making Your Selling Memorable
PART FOUR Growing Through Follow-Up
21 The Simplest Strategy for Growth
22 The No-Lead-Left-Behind Sales Process
23 Standing Out By Following Up
PART FIVE Amp Up Your Prospecting
24 To Cold Call or Not to Cold Call
25 Doing What It Takes to Succeed
26 Sell More: The Difference
Between Activity and Prospecting
27 Being Worth a Second Call
28 Practicing Value-Based Persistence
PART SIX Qualification: Doing More with Less
29 Are You Selling to the Right Customers?
30 The Bullet -Proof Qualification Process
31 Qualifying on Price and Value
32 Objections and Qualification
33 Building a Productive Pipeline
PART SEVEN Mastering Stories That Sell
34 Becoming an Effective Content Curator and Provider
35 Four Questions to Build Compelling Sales Stories
36 Are Your Stories Worth Repeating?
37 Integrating Stories into Your Selling Process
PART EIGHT Selling Through Customer Service
38 Selling and Service
39 The Most Important Sales Call
40 Building Customer Relationships That Last
Index
About the Author
| Erscheinungsjahr: | 2022 |
|---|---|
| Fachbereich: | Management |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| ISBN-13: | 9780814434871 |
| ISBN-10: | 0814434878 |
| Sprache: | Englisch |
| Ausstattung / Beilage: | Paperback |
| Einband: | Kartoniert / Broschiert |
| Autor: | Paul, Andy |
| Hersteller: | AMACOM |
| Maße: | 229 x 152 x 15 mm |
| Von/Mit: | Andy Paul |
| Erscheinungsdatum: | 10.08.2022 |
| Gewicht: | 0,396 kg |
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