Successful Selling Solutions
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Successful Selling Solutions
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Author : Julian Clay
language : en
Publisher:
Release Date :
Successful Selling Solutions written by Julian Clay and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on with categories.
Successful Selling Solutions
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Author : Julian Clay
language : en
Publisher:
Release Date : 2003
Successful Selling Solutions written by Julian Clay and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003 with Business & Economics categories.
"This self-assessment guide for salespeople provides a process to monitor sales progress against the techniques described. Illustrated are how to test sales ability, identify weak points, and improve on them. Each stage of the sales cycle is explored, from preparing for and targeting new accounts to closing the sale and managing the accounts. Also provided is information on how to model these techniques on a spreadsheet."
The New Solution Selling
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Author : Keith M. Eades
language : en
Publisher: McGraw Hill Professional
Release Date : 2003-12-05
The New Solution Selling written by Keith M. Eades 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 2003-12-05 with Business & Economics categories.
THE MARKET-PROVEN PRINCIPLES OF SOLUTION SELLING FOR TODAY'S HIGH-SPEED, HIGHER-PRESSURE SALES ENVIRONMENT The long-awaited sequel to Solution Selling, one of history's most popular selling guides Nearly 10 years ago, the influential bestseller Solution Selling literally rewrote the rules for selling big-ticket, long-cycle products. The New Solution Selling expands the classic text's cases, examples, and situations and sharpens its focus on streamlining the sales process to achieve greater success in fewer steps and a shorter time frame. Much in sales has changed in the past decade, and The New Solution Selling incorporates those changes into an integrated, tailored approach for improving both individual productivity and organizational return on investment. Written to enhance the results and careers of sales pros and managers in virtually any industry, this performance-focused book features: A completely revamped, updated sales philosophy,management system, and architecture Tools to increase the quality and velocity of sales pipeline opportunities Techniques that "Best of the Best" use to prospect for success Solution Selling created new rules for one-to-one selling of hard-to-sell items. The New Solution Selling focuses on streamlining the proven Solution Selling process and quickly differentiating both oneself and one's products from the competition while decreasing the time spent between initial qualifying and a successful, profitable close.
The Solution Selling Fieldbook
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Author : Keith M. Eades
language : en
Publisher: McGraw Hill Professional
Release Date : 2005-07-14
The Solution Selling Fieldbook written by Keith M. Eades 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 2005-07-14 with Business & Economics categories.
The breakthrough process used by more than 500,000 sales professionals worldwide! The Solution Selling Fieldbook helps you integrate the plan's nuts-and-bolts techniques into your own day-to-day practices, and immediately gain access to key decision makers, diagnose buyers' business issues, and increase top-line sales. Building on the processes, principles, and management systems outlined in The New Solution Selling, this practitioner's workbook features: A complete step-by-step blueprint for sales success A trial copy of Solution Selling software A valuable Solution Selling CD-ROM that includes tools, templates, and sales letters Includes Exclusive Solution Selling Software on CD-ROM More than 120 work sheets on negotiating, opportunity assessments, implementation plans, and more Letters/e-mail templates Coaching on Solution Selling techniques Import/export capabilities Links to more Solution Selling content
The Collaborative Sale
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Author : Keith M. Eades
language : en
Publisher: John Wiley & Sons
Release Date : 2014-03-31
The Collaborative Sale written by Keith M. Eades 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 2014-03-31 with Business & Economics categories.
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. The Collaborative Sale guides sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value. From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, the book contains the information sales professionals need to remain relevant in today's sales environment. Buyers have become more informed and more empowered. As a result, most sellers now enter the buying process at a much later stage than the traditional norm. The rise of information access has given buyers more control over their purchases than ever before, and sellers must adapt to survive. The Collaborative Sale provides a roadmap for adapting through sales collaboration, detailing the foundations, personae, and reality of the new marketplace. The book provides insight into the new buyer thought processes, the new sales personae required for dealing with the new buyers, and how to establish and implement a dynamic sales process. Topics include: Selling in times of economic uncertainty, broad information access, and new buyer behavior Why collaboration is so important to the new buyers The emergence of new sales personae – Micro-marketer, Visualizer, and Value Driver Buyer alignment, risk mitigation, and the myth of control Situational fluency, and the role of technology Focused sales enablement, and buyer-aligned learning and development Implementation and establishment of a dynamic sales process The book describes the essential competencies for collaborative selling, and provides indispensable supplemental tools for implementation. Written by recognized authorities with insights into global markets, The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the essential resource for today's sales professional.
Selling Solutions
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Author : Roger Gertz
language : en
Publisher:
Release Date : 2016-03-31
Selling Solutions written by Roger Gertz and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-03-31 with categories.
Is Your Selling Missing the Mark? Every year life insurance salespeople meet with thousands of interested prospects. But many of those meetings end in failure. The sale is lost, and neither party returns home satisfied. For salespeople, the problems are manifold and the path unclear. Enter Selling Solutions. In five simple sections, you will discover principles, processes, and practices for successful sales. You will learn how to: Be a solution provider (not a policy peddler) Identify and conquer your best markets Handle "china eggs" Sell life insurance at Starbucks Use software to gain an advantage So take this book, grab some coffee, and get to reading. Soon you will know the solutions for selling success.
Sales Techniques
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Author : William T. Brooks
language : en
Publisher: McGraw Hill Professional
Release Date : 2004-03-02
Sales Techniques written by William T. Brooks 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 2004-03-02 with Business & Economics categories.
Sales Techniques is an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal. From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest addition to the popular Briefcase Books series will show salespeople how to organize their sales efforts, work successfully with today's more demanding customer base, efficiently and effectively close a sale, consistently follow up after the sale to encourage high-profit repeat business and referrals, and much more.
The Complete Guide To Successful Selling
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Author : Workable Solutions
language : en
Publisher:
Release Date : 2006-01-01
The Complete Guide To Successful Selling written by Workable Solutions and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-01-01 with categories.
The Solution Centric Organization
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Author : Keith M. Eades
language : en
Publisher: McGraw Hill Professional
Release Date : 2007-04-10
The Solution Centric Organization written by Keith M. Eades 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 2007-04-10 with Computers categories.
The Solution-Centric Organization provides a comprehensive framework for moving companies away from a product/price orientation to a successful, solution-centric approach that includes sales, marketing, communication, and a problem-solving mentality. Written by the CEO and Marketing VP of Sales Performance International (SPI)_a company that has trained thousands of senior managers in the principles of Solution Selling®_this business-building resource shows how to transform an organization so that it can better solve customers' problems, and thereby differentiate itself from the competition. The Solution-Centric Organization takes managers step by step through: A New Sales Environment:provides the rationale for transforming a company into a solution-centric organization, fully describing the emerging emphasis on solution-centricity, the growing trend in solutions focus, and common reactions to sales performance problems in business today Solution-Centric Concepts and Principles: explains the essentials of solution-centricity and how to embrace them, exploring the implications for sales, the kinds of organizational transformations needed to become solution-centric, and the dangers of “pseudo solutions” A Practical Framework to Drive Performance Improvement: offers a systemic approach for aligning marketing and sales functions to support solution-centric behavior and integrate those activities to improve revenue generation Sales Performance Health Check_presents a methodology for assessing where systemic factors have a negative impact on overall sales performance, featuring objective assessment criteria for each of 26 performance areas and numerous templates and tools for understanding customer problems and needs Designed to help organizations capitalize on the realities of 21st century business, this essential management guide contains clear starting points for moving a company to the powerful solution-centric model, plus practical benchmarks for measuring the success of the transformation. Authoritative and easy to use, The Solution-Centric Organization equips forward-looking companies with all the concepts, methodology, and techniques needed to reap the rewards of becoming solution-centric: significant competitive advantage, larger sales volume, increased revenue and profit, higher employee morale, and greater customer loyalty.
Solution Selling Creating Buyers In Difficult Selling Markets
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Author : Michael T. Bosworth
language : en
Publisher: McGraw-Hill Companies
Release Date : 1995
Solution Selling Creating Buyers In Difficult Selling Markets written by Michael T. Bosworth and has been published by McGraw-Hill Companies this book supported file pdf, txt, epub, kindle and other format this book has been release on 1995 with Business & Economics categories.
In this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of tools that enable sales managers to manage pipeline, assign prospecting activity, control the cost of sales, and more.
