| Quick Guide - How Top Salespeople Sell: for new or seasoned sales professionals, managers and CEOs. Contributor(s): Burr Phd, Paul C. (Author) |
|
 |
ISBN: 1484003527 ISBN-13: 9781484003527 Publisher: Createspace Independent Publishing Platform OUR PRICE: $5.69 Product Type: Paperback Published: April 2013 |
| Additional Information |
| BISAC Categories: - Business & Economics | Sales & Selling - Management |
| Physical Information: 0.1" H x 5" W x 7.99" (0.13 lbs) 48 pages |
| Descriptions, Reviews, Etc. |
| Publisher Description: This 30-page article bears from my research, consulting, direct selling experience and coaching within global corporations over a twenty year period. The companies I worked for directly, or in a freelance capacity with, included: IBM, Cisco, Accenture, Xerox, American Express, Standard Chartered, BP and Reckitt Benckiser. Within you will discover how and why top salespeople outsell 'moderates'. Summary bullet-points: - Customers fundamentally only ask four questions: 1. Do I trust you? 2. What value do you bring to the table? 3. Are you the right person/organisation to do business with? 4. How does it work (i.e. feature/benefits) or how will we work together? - Moderate performing salespeople often answer these four questions in reverse order. - Top performers do things better and differently; they... - Focus firstly on Questions 1 and 2 - Ask better questions that nurture insight and instil passion - Guide customers sensitively on a spiral journey in and out of the problems they face. The dualistic nature of this journey inspires action. - Engage the customer to evaluate the consequences of both action and inaction. - Understand and apply what CxOs expect and value from business relationships - Top salespeople know the answer to a CEO's first question, "Why am I, personally, talking to you?" - The future of sales will rely more on truth than trust - To raise your organisation's like-for-like sales performance by 20-30% or more |