Buch, Englisch, 240 Seiten, Format (B × H): 152 mm x 229 mm, Gewicht: 396 g
Powerful Strategies That Move Customers to Make Fast, Favorable Decisions
Buch, Englisch, 240 Seiten, Format (B × H): 152 mm x 229 mm, Gewicht: 396 g
ISBN: 978-0-8144-3487-1
Verlag: AMACOM
Salespeople today face a fast-paced and increasingly crowded marketplace where meaningful product differentiation has all but disappeared. To compete success fully, sellers must set themselves apart in the eyes of buyers. Amp Up Your Sales shows anyone how to become the trusted sales professional who consistently winsnew business.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 serviceInsightful and practical, the book arms salespeople with a powerful set of strategies they can use to spur buyers to say yes!
Autoren/Hrsg.
Weitere Infos & Material
Contents 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
