Secrets of top performing salespeople

Edward R. Del Gaizo, Seleste Lunsford, Mark Marone

190 pages, parution le 09/09/2003

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Résumé

How today's top sales pros consistently connect with and close their best, most lucrative customers

Sales pros often focus too much on operational details and forget that the secret to selling is developing strong customer relationships. Secrets of Top-Performing Salespeople reiterates that the customer is key and provides customer-based lessons and techniques based on up-todate studies and examples from hundreds of exceptional salespeople.

This dynamic book reveals how average salespeople become exceptional by being responsive to and focused on the customer, both behaviorally and organizationally.

Profitable solutions are offered on:

Team selling
Competitive selling
Account management
Use of new technologies

Selling with a customer focus
- Excel in Your Sales Roles
- Schedule the Initial Sales Call

Initiating the customer relationship
- Do Your Homework-Be Prepared LESSON
- Build a Foundation for Partnership
- Build Rapport and Deliver Compelling Presentations

Executing the successful sales call
- Start Off on the Right Foot
- Uncover Needs and Goals
- Discuss the Benefits
- Close the Sale

Dealing with customer concerns
- Overcome Indifference
- Anticipate Objections
- Resolve Misunderstandings
- Deal with Drawbacks
- Convert the Skeptic
- Negotiate Any Remaining Concerns

Partnering for the long term
- Maintain the Right to Do Business
- Build Lasting Relationships
- Demonstrate Post-Sale Commitment
- Sustain a Competitive Advantage
- Leave the Door Open
- Leveraging internal assets: self-management
- Optimize Your Performance Through Coaching
- Manage Your Time and Territory
- Use Technology as an Enabler
- Work Easily with Teams
- Create an Action Plan

Index

Caractéristiques techniques

	PAPIER
Éditeur(s)	Mc Graw Hill
Auteur(s)	Edward R. Del Gaizo, Seleste Lunsford, Mark Marone
Parution	09/09/2003
Nb. de pages	190
Format	14 x 21,5
Couverture	Broché
Poids	225g
Intérieur	Noir et Blanc
EAN13	9780071423014
ISBN13	978-0-07-142301-4