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Mastering the Complex Sale: How to Compete and Win When the Stakes are High!
By Jeff Thull
Key strategies for long-term, sustainable customer relationships With nearly every sector of the marketplace challenged like never before, sales professionals are under pressure now more than ever. Success demands superior strategies and precise execution. This Second Edition of Jeff Thull's bestselling Mastering the Complex Sale gives you the edge you've been looking for. Continuing to create game-changing strategies and how-to's, Thull has updated the Prime Process, a diagnostic, customer-centered approach that clearly sets you apart from your competition and positions you with respect and credibility as a valued and trusted advisor. A proven business paradigm that Mastering the Complex raises the bar for all sales methodologies. Mastering the Complex Sale, Second Edition redefines the strategy of the complex sale, showing you how to Gain access to and connect with the highest levels of power and influence Differentiate yourself from competitors early in the sales process Dramatically reduce the sales cycle time Create questions that bring unrestricted flows of information Separate real business from resource drains Translate your market strategy into sales results Giving you a solid system, along with the unique skills and mental discipline you need to execute it, this new edition of a classic guide will show you how to compete and win when the stakes are high.
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The Strategy and Tactics of Pricing
By Thomas Nagle, John Hogan, Joseph Zale
For undergraduate introduction to Market Pricing courses. A comprehensive and practical, step-by-step guide to pricing analysis and strategy development. The Strategy and Tactics of Pricing shows readers how to manage markets strategically--rather than simply calculate pricing based on product and profit--in order to improve their competitiveness and the profitability of their offers. The fifth edition contains a new chapter on price implementation and several updated examples on pricing challenges in today's markets.
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Cold Calling: Cig
By Keith Rosen
Does this sound familiar? "If I could get in front of the prospect, the rest of the selling process becomes easier. It's just getting in front of them that's the challenge." The fact is most cold calling efforts are doomed from the start. Salespeople lose sales not due to a lack of effort but because they lack a prospecting system they are comfortable with and can trust to generate greater, consistent results. If you are prospecting the same way you have been for the last several years (including the, "calling to check in, touch base or follow-up" approach) or haven't been prospecting at all, you're simply making it easier for your competition to take away the new business you are working so hard to earn. So, if you love to sell but hate (or don't like) to prospect, this book is your opportunity to maximize your cold calling potential and boost your income by learning how to get in front of the right prospects in less time and create greater selling opportunities without the fear, pressure or anxiety associated with cold calling. Keith will show you how to: . Utilize the 7 steps to a permission-based cold calling conversation so that you don't have to push your presentation and hope there's a fit. . Create winning voice mail messages that will ensure more return calls. . Develop your MVP (Most Valuable Proposition) that separates you from your competition. . Craft the Compelling Reasons that would motivate a prospect to speak with you. . Prevent and defuse initial objections such as, "I'm not interested,"We don't have any money now" or "Call me back later." . Design your own step-by-step prospecting and follow-up system that runs on autopilot and is aligned with your selling philosophy, strengths, objectives and natural talents rather than taking the generic, "One size fits all" approach. . Develop the right questions and uncover new selling opportunities in seconds so that you can stop wasting precious time on the wrong prospects.
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Selling to Big Companies
By Jill Konrath
Struggling to Get Your Foot in the Door of Big Companies?Setting up meetings with corporate decision makers has never been harder. It's almost impossible to get them to pick up the phone. They never return your calls. And if you do happen to catch them, they blow you off right away. It's time to stop making endless cold calls or waiting for the phone to ring. In today's crazy marketplace, new sales strategies are needed to penetrate these big accounts. Discover how to: - Target accounts where you have the highest likelihood of success.- Find the names of prospects who can use your offering.- Create breakthough value propositions that capture their attention. - Develop an effective, multi-faceted account-entry campaign.- Overcome obstacles and objections that derail your sale efforts.- Position yourself as an invaluable resource, not a product pusher.- Have powerful initial sales meetings that build unstoppable momentum.- Differentiate yourself from other sellers. Use these sure-fire strategies to crack into big accounts, shrink your sales cycle and close more business. Check out the Account Entry Toolkit for ideas on how to apply this process to your own unique business.
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Snap Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers
By Jill Konrath
Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it "Simple" When you make things easy and clear for your customers, they'll change from the status quo. -Be "iNvaluable" You have to stand out by being the person your customers can't live without. -Always "Align" To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise "Priorities" To maintain momentum, keep the most important decisions at the forefront of their mind. "SNAP Selling" is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.
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Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship
By Mahan Khalsa
The new way to transform a sales culture with clarity, authenticity, and emotional intelligence. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren?t, both lose. It's no longer sufficient to get clients to buy?a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers: ? Start new business from scratch in a way both salespeople and clients can feel good about ? Ask hard questions in a soft way ? Close the deal by opening minds.
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The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
By Robert B. Miller, Stephen E. Heiman, Tad Tuleja
One of the best books on selling ever published, "The New Strategic Selling" has changed sales and marketing for ever. Rejecting manipulative tactics and emphasizing 'process', Strategic Selling[registered] presented the idea of selling as a joint venture and introduced the influential concept of Win-Win. The response to Win-Win was immediate, and it helped to turn Miller Heiman, the small company that created Strategic Selling[registered], into a global leader in sales and development with the most prestigious client list in the industry. A genuine business classic, this revised edition of "The New Strategic Selling" confronts the rapidly evolving world of business-to-business sales with real-world examples, strategies for confronting the competition and a special section featuring the most commonly asked questions from the Miller Heiman workshop.
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The New Conceptual Selling: The Consultative Communication Process for Solution-led Selling
By Robert B. Miller, Stephen E. Heiman, Tad Tuleja
"The New Conceptual Selling" has turned conventional sales thinking on its head by offering powerful, practical lessons that broke down the boundaries of traditional product-pitch selling. Based on the world-renowned Miller Heiman sales training programme, "The New Conceptual Selling" is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. Through listening to your customer and identifying their 'Concept', it will teach you how to identify your customer's real needs, tailor every sale you make to one specific client and earn and maintain your credibility. "The New Conceptual Selling" shows why Miller Heiman has become the world's most respected name in sales development with a client list that includes some of the world's top companies.
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What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story
By Ben Zoldan, Michael T. Bosworth
The next game-changing sales method--from the creator of Solution Selling! Michael Bosworth, the founder of Solution Selling, teams up with Ben Zoldan to present a framework based on the latest research in brain science to help you sell with greater confidence, effectiveness, and purpose. What Great Salespeople Do explains how to create and deliver the perfect "sales story" to emotionally connect with prospects and build meaningful relationships. Mike Bosworth founded two of the most successful businesses in the B2B sales arena: Solution Selling and CustomerCentric Selling. He is the author of Solution Selling and coauthor of CustomerCentric Selling. Ben Zoldan cofounded Story Leaders with Bosworth, a firm that helps engage, inspire, and influence customers and employees using the sales story.
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Secrets of Question-based Selling: Sale Strategies for Spectacular Results
By Thomas Freese
Question Based Selling ( QBS(R)) is a commonsense approach to sales, based on the theory that "what" salespeople ask-and "how" they ask-is more important than anything they will ever say. This technique makes sense because in order to present solutions, you first must learn your customer's needs. How do you uncover a prospect's needs? By asking questions. But not just any questions. You must ask the right questions at the right time. And this book provides a step-by-step, easy-to-follow program that does just that. With this proven, hands-on guide, you will learn to: --Penetrate more accounts --Establish greater credibility --Generate more return calls --Prevent and handle objections --Motivate different types of buyers --Develop more internal champions --Close more sales...faster --And much, much more.
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