Name: Quick Guide - How Top Salespeople Sell: for new or seasoned sales professionals, managers and CEOs. (en Inglés)
Price: 11900.00 CLP
Availability: InStock
Author: Burr Phd, Paul C.
ISBN: 9781484003527

portada Quick Guide - How Top Salespeople Sell: for new or seasoned sales professionals, managers and CEOs. (en Inglés)

Formato

Libro Físico

Autor

Paul C. Burr Phd

Editorial

Createspace Independent Publishing Platform

Idioma

Inglés

N° páginas

Encuadernación

Tapa Blanda

Dimensiones

20.3 x 12.7 x 0.3 cm

Peso

0.06 kg.

ISBN13

9781484003527

Categorías

Gestión de ventas y marketing

Quick Guide - How Top Salespeople Sell: for new or seasoned sales professionals, managers and CEOs. (en Inglés)

Paul C. Burr Phd (Autor) · Createspace Independent Publishing Platform · Tapa Blanda

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Origen: Estados Unidos (Costos de importación incluídos en el precio)

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Reseña del libro "Quick Guide - How Top Salespeople Sell: for new or seasoned sales professionals, managers and CEOs. (en Inglés)"

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