Quick Guide: How Top Salespeople Sell
Business & Finance, Marketing & Sales, Sales & Selling, Management & Leadership, Management
| Author: | Paul C Burr | ISBN: | 9781301353576 |
| Publisher: | Paul C Burr | Publication: | March 29, 2013 |
| Imprint: | Smashwords Edition | Language: | English |
| Author: | Paul C Burr |
| ISBN: | 9781301353576 |
| Publisher: | Paul C Burr |
| Publication: | March 29, 2013 |
| Imprint: | Smashwords Edition |
| Language: | English |
Within you will discover how:
• Customers fundamentally only ask four questions:
- Do I trust you?
- What value do you bring to the table?
- Are you the right person/organisation to do business with?
- 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
• How to raise your organisation's like-for-like sales performance by 20-30% or more.
Within you will discover how:
• Customers fundamentally only ask four questions:
- Do I trust you?
- What value do you bring to the table?
- Are you the right person/organisation to do business with?
- 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
• How to raise your organisation's like-for-like sales performance by 20-30% or more.
