Red-hot selling power techniques that win even the toughest sale
"Plan, execute, close. With Red-Hot Selling, yes--it is that easy!"--Resource description page.
| Autor principal: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
New York :
American Management Association
2010.
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| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009628373206719 |
Tabla de Contenidos:
- Intro
- Contents
- Introduction: So You Want to Be a Sales Professional
- PART I: World-Class Sales Planning
- Chapter 1 Prospecting Plans: Keeping the Pipeline Full
- Planning Is a Natural Part of Living
- You Are the CEO of Your Own Territory
- Sales Planning Essentials
- Your Prospecting Business Plan
- Final Thoughts
- Chapter 2 Territory Plans: The Heart of the Sales Planning Process
- The Large-Account Strategy
- How the Large-Account Strategy Works
- Implementing the Large-Account Strategy
- Going from Here
- Chapter 3 Account Plans: The Third Leg of the Triple Crown
- Your Account Plan
- The Account Development Cycle
- The Sales Discovery Process
- The Triple Crown Winner
- PART II: High-Performance Sales Execution
- Chapter 4 Prospecting: Eliminating the Peaks and Valleys of Selling
- Stay Current!
- Prioritize Your Prospects
- The ABC Call Cadence
- The Call Script
- Monitor Your Progress
- Compelling Reasons to Persevere
- Chapter 5 Sales Discovery: The One Thing That Does It
- An Overview of the Discovery Process
- The Necessity of Getting Beyond Yes or No
- Preparation Is the Key
- The Meeting Management Worksheet
- Chapter 6 Handling Objections: The Easy Way!
- There Are a Limited Number of Objections
- The Right Model for Handling Objections
- The Price Objection
- The Competition Objection
- The "Will It Work?" Objection
- The "Not Now" Objection
- The Objection-Handling Matrix
- PART III: Closing Strategies That Win the Business
- Chapter 7 Closing the Sale: The Best-Kept Secrets
- Sales Planning as a Closing Technique
- The Leverage Effect on Overall Sales
- Sales Execution as a Closing Technique
- Nurture, Not Closure
- The Closing Phrase
- Chapter 8 The Recipe for Winning Proposals
- The Introduction and the Customer's Needs
- Your Solution
- Why Select You?.
- Schedule of Events
- Investment Summary
- Reference Stories
- One Last, Great Point: Limited-Access Proposals
- Chapter 9 Winning Sales Presentations
- To Go First, or Not to Go First: That Is the Question
- Prepare a High-Impact Sales Presentation
- Present Your Solution
- Summarize Why the Customer Should Select You
- Provide a Compelling Reason to Act
- Remember Your Follow-Through
- Chapter 10 The Ten Best Sales Strategies
- 1. Sales Is a Process
- 2. Sales Time Management
- 3. A Full Sales Pipeline
- 4. The Large-Account Strategy
- 5. The Account Development Cycle
- 6. Planning: The Best Closing Strategy
- 7. Monitoring Your Progress
- 8. Managing Customer Perceptions
- 9. Being Prepared
- 10. The Roadmap to Success
- Index
- A
- B
- C
- D
- E
- F
- G
- H
- I
- L
- M
- N
- O
- P
- Q
- R
- S
- T
- U
- V
- W
- Z.
