Guia R Pido Spin Para Vendas Complexas
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Guia R Pido Spin Para Vendas Complexas
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Author : Roberta da TRINDADE
language : pt-BR
Publisher:
Release Date : 2018-11-05
Guia R Pido Spin Para Vendas Complexas written by Roberta da TRINDADE and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-11-05 with categories.
Quando iniciei minha carreira, atuar com vendas não era necessariamente uma profissão como a consideramos atualmente. Quisera eu, ter em mãos essas técnicas no início da minha carreira, motivo pelo qual resolvi escrever esse guia. O Brasil passa atualmente por uma crise sem precedentes, temos atualmente, segundo o IBGE- Instituto Brasileiro de Geografia e Estatística- quase 14 milhões de desempregados. A área comercial é uma das poucas que segue contratando, na contramão da crise. Muitos profissionais que não possuíam conhecimento algum sobre vendas, estão migrando para a área comercial. Nessa circunstância, fica ainda mais relevante a capacitação profissional. Nesse cenário, não podemos esquecer também do consumidor atual, o qual chamamos de consumidor 4.0. Nosso cliente é muito mais antenado, questionador, tecnológico do que a geração passada. Ele pesquisa e muito antes de comprar, e não se contenta com respostas vazias. E em se tratando de vendas complexas, dificilmente comprará por impulso. Dito isso, eu te pergunto: quais as dificuldades que você tem enfrentado para fechar suas vendas? Como você tem lidado com a concorrência no mercado de trabalho? Qual o impacto da crise econômica do Brasil para suas vendas? Como você tem se capacitado para atender o novo perfil de consumidor? Não estou te oferecendo aqui uma fórmula milagrosa, porque vendas, não é mágica. Vendas, ao contrário do que muitos acreditam, é ciência. O que eu te ofereço nesse exemplar, é um compilado de um estudo científico que durou 12 anos, foi testado em 23 países, teve como base acompanhamento de mais de 35.000 visitas de vendas e é aplicado nas maiores empresas do mundo. Para você que tem pouco tempo para leitura, mas que é ávido por aprendizado, pretende alavancar suas vendas ou simplesmente está iniciando agora sua carreira em vendas, te ofereço um guia inicial para entendimento rápido sobre a metodologia SPIN Selling adaptado para a realidade brasileira. Essa metodologia tem sido aplicada em meus treinamentos e com as equipes como as quais trabalho, com 100% de aproveitamento. Esse livro vai te ajudar a incrementar suas vendas, desde que você tenha a coragem de aplicar os conceitos apresentados nessas páginas. Quer resultados melhores? Faça algo diferente.
Guia De Bolso Spin Para Vendas Complexas Por Telefone
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Author : Roberta Da Trindade
language : pt-BR
Publisher: Clube de Autores
Release Date : 2019-05-15
Guia De Bolso Spin Para Vendas Complexas Por Telefone written by Roberta Da Trindade and has been published by Clube de Autores this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-05-15 with Business & Economics categories.
Esse material é baseado no livro de SPIN SELLING de Neil Rackham , lançado na década de 80 e um dos maiores best-sellers na área de negócios e até hoje o material científico mais rico na área de vendas. Mas por quê escrever um guia baseado em um material que já existe? Quem já leu o livro, sabe que Rackham alicerçou sua pesquisa integralmente em visita de vendas. Também é um livro com mais de 200 páginas. Minha proposta foi adaptar esse livro transformando-o em uma guia de bolso prático a todos que trabalham com vendas, sobretudo por telefone. O Brasil passa atualmente por uma crise sem precedentes, temos atualmente, segundo o IBGE- Instituto Brasileiro de Geografia e Estatística- quase 14 milhões de desempregados. A área comercial é uma das poucas que segue contratando, na contramão da crise. Muitos profissionais que não possuíam conhecimento algum sobre vendas, estão migrando para a área comercial. O perfil de vendas também tem mudado nos últimos anos. Atualmente se vê crescimento exponencial das vendas por canais usando a tecnologia. Nessa circunstância, fica ainda mais relevante a capacitação profissional. O perfil do consumidor também mudou. Estamos na era 4.0. Nosso cliente é muito mais antenado, questionador, tecnológico do que a geração passada. Ele pesquisa e muito antes de comprar, e não se contenta com respostas vazias. E em se tratando de vendas complexas, dificilmente comprará por impulso. Dito isso, eu te pergunto: quais as dificuldades que você tem enfrentado para fechar suas vendas? Como você tem lidado com a concorrência no mercado de trabalho? Qual o impacto da crise econômica do Brasil para suas vendas? Como você tem se capacitado para atender o novo perfil de consumidor? Qual sua estratégia de vendas multicanal? Não estou te oferecendo aqui uma fórmula milagrosa, porque venda não é mágica. Venda, ao contrário do que muitos acreditam, é ciência com boas pitadas de arte. O que eu te ofereço nesse exemplar, é um compilado de um estudo científico que durou 12 anos, foi testado em 23 países, teve como base acompanhamento de mais de 35.000 visitas de vendas e é aplicado nas maiores empresas do mundo. Para você que tem pouco tempo para leitura, mas que é ávido por aprendizado, pretende alavancar suas vendas ou simplesmente está iniciando agora sua carreira em vendas, te ofereço um guia inicial para entendimento rápido sobre a metodologia SPIN Selling adaptado para vendas multicanais com foco maior no atendimento telefônico. Essa metodologia tem sido aplicada em meus treinamentos e com as equipes como as quais trabalho, com 100% de aproveitamento. Esse livro vai te ajudar a incrementar suas vendas, desde que você tenha a coragem de aplicar os conceitos apresentados nessas páginas.. Quer resultados melhores? Faça algo diferente.
Spin Selling
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Author : Neil Rackham
language : en
Publisher: Taylor & Francis
Release Date : 2020-04-28
Spin Selling written by Neil Rackham and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-04-28 with Business & Economics categories.
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Managing Innovation
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Author : Joe Tidd
language : en
Publisher: Wiley
Release Date : 2013-07-10
Managing Innovation written by Joe Tidd and has been published by Wiley this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-07-10 with Business & Economics categories.
Managing Innovation is an established, bestselling text for MBA, MSc and advanced undergraduate courses on innovation management, management of technology, new product development and entrepreneurship. It is also widely used by managers in both the services and manufacturing sectors. Now in its fifth edition, Managing Innovation has been fully revised and now comes with a fully interactive e-book housing an impressive array of videos, cases, exercises and tools to bring innovation to life. The book is also accompanied by the Innovation Portal at www.innovation-portal.info, which contains an extensive collection of additional digital resources for both lecturers and students. Features: The Research Notes and Views from the Front Line feature boxes strengthen the evidence-based and practical approach making this a must read for anyone studying or working within innovation The Innovation Portal www.innovation-portal.info is an essential resource for both student and lecturer and includes the Innovation Toolkit – a fully searchable array of practical innovation tools along with a compendium of cases, exercises, tools and videos The interactive e-book that accompanies the text provides enriched content to deepen the readers understanding of innovation concepts
Trading Promises For Results
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Author : Mauricio Mesquita Moreira
language : en
Publisher:
Release Date : 2019-11-07
Trading Promises For Results written by Mauricio Mesquita Moreira and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-11-07 with categories.
Hacking Sales
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Author : Max Altschuler
language : en
Publisher: John Wiley & Sons
Release Date : 2016-05-31
Hacking Sales written by Max Altschuler and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-05-31 with Business & Economics categories.
Stay ahead of the sales evolution with a more efficient approach to everything Hacking Sales helps you transform your sales process using the next generation of tools, tactics and strategies. Author Max Altschuler has dedicated his business to helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. In this book, he shows you the most effective changes you can make, starting today, to evolve your sales and continually raise the bar. You’ll walk through the entire sales process from start to finish, learning critical hacks every step of the way. Find and capture your lowest-hanging fruit at the top of the funnel, build massive lead lists using ICP and TAM, utilize multiple prospecting strategies, perfect your follow-ups, nurture leads, outsource where advantageous, and much more. Build, refine, and enhance your pipeline over time, close deals faster, and use the right tools for the job—this book is your roadmap to fast and efficient revenue growth. Without a reliable process, you’re disjointed, disorganized, and ultimately, underperforming. Whether you’re building a sales process from scratch or looking to become your company’s rock star, this book shows you how to make it happen. Identify your Ideal Customer and your Total Addressable Market Build massive lead lists and properly target your campaigns Learn effective hacks for messaging and social media outreach Overcome customer objections before they happen The economy is evolving, the customer is evolving, and sales itself is evolving. Forty percent of the Fortune 500 from the year 2000 were absent from the Fortune 500 in the year 2015, precisely because they failed to evolve. Today’s sales environment is very much a “keep up or get left behind” paradigm, but you need to do better to excel. Hacking Sales shows you how to get ahead of everyone else with focused effort and the most effective approach to modern sales.
Major Account Sales Strategy Pb
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Author : Neil Rackham
language : en
Publisher: McGraw Hill Professional
Release Date : 1989-01-22
Major Account Sales Strategy Pb written by Neil Rackham and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 1989-01-22 with Business & Economics categories.
An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle. Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . . Tailor your selling strategy to match each step in the client's decision-making process. Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts. Gain entry to accounts through many different windows of opportunity. Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople. Handle negotiations, concessions on price, and term agreements skillfully and effectively. Offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.
The Spin Selling Fieldbook Practical Tools Methods Exercises And Resources
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Author : Neil Rackham
language : en
Publisher: McGraw Hill Professional
Release Date : 1996-06-22
The Spin Selling Fieldbook Practical Tools Methods Exercises And Resources written by Neil Rackham and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 1996-06-22 with Business & Economics categories.
Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
Positioning The Battle For Your Mind
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Author : Al Ries
language : en
Publisher: McGraw Hill Professional
Release Date : 2001-01-03
Positioning The Battle For Your Mind written by Al Ries and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001-01-03 with Business & Economics categories.
The first book to deal with the problems of communicating to a skeptical, media-blitzed public, Positioning describes a revolutionary approach to creating a "position" in a prospective customer's mind-one that reflects a company's own strengths and weaknesses as well as those of its competitors. Writing in their trademark witty, fast-paced style, advertising gurus Ries and Trout explain how to: • Make and position an industry leader so that its name and message wheedles its way into the collective subconscious of your market-and stays there • Position a follower so that it can occupy a niche not claimed by the leader • Avoid letting a second product ride on the coattails of an established one. Positioning also shows you how to: • Use leading ad agency techniques to capture the biggest market share and become a household name • Build your strategy around your competition's weaknesses • Reposition a strong competitor and create a weak spot • Use your present position to its best advantage • Choose the best name for your product • Determine when-and why-less is more • Analyze recent trends that affect your positioning. Ries and Trout provide many valuable case histories and penetrating analyses of some of the most phenomenal successes and failures in advertising history. Revised to reflect significant developments in the five years since its original publication, Positioning is required reading for anyone in business today.
Getting To Yes
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Author : Roger Fisher
language : en
Publisher: Houghton Mifflin Harcourt
Release Date : 1991
Getting To Yes written by Roger Fisher and has been published by Houghton Mifflin Harcourt this book supported file pdf, txt, epub, kindle and other format this book has been release on 1991 with Business & Economics categories.
Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.