Автор: Roberts, Ralph R. Kraynak, Joe Название: Advanced selling for dummies ISBN: 0470174676 ISBN-13(EAN): 9780470174678 Издательство: Wiley Рейтинг: Цена: 2374.00 р. Наличие на складе: Поставка под заказ.
Описание: A guide for both seasoned sales people who want to take their productivity to the next level and small- and large-business entrepreneurs who are missing the advanced selling strategies that they really need to generate business and revenue. It is based on the premise that no single secret to selling exists.
Описание: Attract and retain affluent customers and clients Much has changed since the original The Art of Selling to the Affluent was published. The financial crisis has affected the affluent as well as the less affluent.
The timeless guide to sales success has been revised to help you supercharge personal and team performance in a new economy
"People make buying decisions emotionally and justify them logically."
That shrewd insight from the first edition of this bestselling book has become a no-brainer among sales professionals. Now, the new edition of classic work that has helped millions of sales professionals take their career to new levels offers critical new insights, information, and tools for success in today's economy.
You Can't Teach a Kid to Ride a Bike at a Seminar, Second Edition retains David Sandler's classic, battle-tested advice on driving personal and organizational success by breaking the rules of conventional selling. And now Sandler Training's CEO, David Mattson, has revisited it to provide additional skills designed for today's highly competitive and more complex sales landscape. With this powerful guide, you'll learn how to:
Take the lead in the "buyer/seller dance"
Get the prospect to do most of the talking
Have a process for answering questions from prospects
Know when a prospect is shopping you . . . and what to do about it
Move the relationship forward without becoming an unpaid consultant
Master the seven steps of the "Sandler Submarine"
Use LinkedIn as a prospecting and qualifying tool
Establish an "up-front contract," or call roadmap, before your face-to-face meeting
Use online research to turn "cold calls" into warm calls
Sales professionals and teams that follow these principles--and others outlined in the book--will transform themselves from mediocre performers into selling superstars.
This new edition of You Can't Teach a Kid to Ride a Bike at a Seminar is a potent mixture of Sandler's timeless techniques and best practices from the most effective sales operation today.
Описание: Staging a dialogue between Maryse Conde`s novels and the field of postcolonial studies, this work argues that Conde enacts a strategy of ""critical incorporations"" in her fiction, imitating and transforming many of the prevailing narratives of postcolonial theory so as to explore their theoretical and conceptual limits.
Автор: Eades Keith M. Название: The Collaborative Sale: Solution Selling Meets Buyer 2.0 ISBN: 1118872428 ISBN-13(EAN): 9781118872420 Издательство: Wiley Рейтинг: Цена: 3483.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Buyer behavior has changed the marketplace, and sellers must adapt to survive The Collaborative Sale: Solution Selling in Today`s Customer-Driven World is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides.
Описание: Use data, technology, and inbound selling to build a remarkable team and accelerate sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team.
Автор: Upadrista Venkatesh Название: Art of Consultative Selling in it ISBN: 1498707718 ISBN-13(EAN): 9781498707718 Издательство: Taylor&Francis Рейтинг: Цена: 7042.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание:
If IT companies seek to differentiate themselves from the competition, they must turn to consultative selling. Consultative selling is analyzing the needs and challenges of your customers and selling unique services that enable your customers to reduce costs, increase profits, and improve overall business performance. The Art of Consultative Selling in IT provides a practical framework for becoming a successful consultative seller and shows how to use the blue ocean strategy to identify opportunities in areas where there is no competition.
The first section discusses the advantages of consultative selling and explores the concepts of blue oceans. In blue oceans, demand is created rather than fought over. Competition is irrelevant because the rules of the game are waiting to be established. The author explains how you can use consultative selling techniques to create your own blue oceans of unknown market space, where opportunities for growth are both rapid and profitable.
In the second section, the author defines the consultative selling framework (CSF). This framework is based on proven processes, best practices, and real-time case studies to make consultative selling a reality. It provides clear guidelines for understanding your customer's current landscape and challenges, owning its priorities, and helping it to achieve its short-term and long-term goals. The author explains how to use CSF to generate innovative ideas and present them to your customer through profit improvement or efficiency improvement proposals.
The book concludes with examples of several innovative business improvement ideas that you can present to your customers, including Agile project management, master data management (MDM), application portfolio rationalization, and business process management (BPM). The author discusses the benefits of each methodology and lists the trigger points to think about when deciding whether the methodology can add value to a particular customer.
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