Using technology to sell tactics to ratchet up results
"Using Technology to Sell is filled with practical, effective techniques to sell more by leveraging the plethora of tools and information in today’s world. By applying these principles, you'll open more doors, increase your productivity, speed up decisions, and close more deals." --Ji...
| Autor principal: | |
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| Otros Autores: | |
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
[New York] :
Apress
c2012.
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| Edición: | 1st ed. 2012. |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009628592006719 |
Tabla de Contenidos:
- ""Title Page""; ""Copyright Page""; ""Dedication Page""; ""Table of Contents""; ""About the Authors""; ""Acknowledgments""; ""Preface""; ""CHAPTER 1 Technology Is Changing Selling""; ""Why We Wrote This Book""; ""In the Beginning""; ""Technology and Buying Behavior""; ""Technology and the Web Can Commoditize All Offerings""; ""Sales Structures Are Changing""; ""Don�t Distract Yourself; Stay Focused""; ""Getting to the Right People""; ""An Overdependence on Marketing""; ""Time: A Precious Commodity""; ""Something for Nothing, Information for Free""
- ""How Technology Helps�and Hurts�the Sales Effort""""Technology Helps You Add Value""; ""So What Hasn�t Changed?""; ""Summary""; ""CHAPTER 2 What Hasn�t Changed People and the Sales Process""; ""Consultative Selling""; ""All it Takes Is One Question""; ""They Don�t Want What You�re Selling""; ""You and Your Offering Must Add Value""; ""The Old Selling Adages: As True as Ever""; ""Pacing""; ""The DiSC Profile""; ""Winning with DiSC: An Example""; ""Essential Skills""; ""Master the Sales Process""; ""Don�t Neglect Training""; ""Time Management for Salespeople""; ""Goal Setting""
- ""Expand Your Network""""Competition""; ""CHAPTER 3 Foundation: The Sales Process In Detail, from Beginning to End""; ""Stage 1. Profile Territory andAssignment""; ""Pay Attention to the Channel""; ""Stage 2. Prospect and Gain Access to Key Contacts""; ""IPG�s Gaining Access to Power System""; ""1. Build a Strategic Territory Plan""; ""2. Initiate a Multipronged Attack""; ""3. Never Cold Call Again""; ""4. Use Different Methods to Contact People""; ""5. Craft Effective Messages for Voicemail""; ""6. Get Past Gatekeepers""
- ""7. The Moment of Truth: Three Musts When the Prospect Picks Up the Phone, Opens Your E-mail, or Views Your Response""""8. Anticipate and Handle Objections to Your Offer""; ""9. Always Follow Up Appropriately""; ""Stage 3. Meet with Prospects to Discover, Qualify, and Influence""; ""S.PRI.NG. Dialogue""; ""Next Steps""; ""Stage 4: Confirm Fit and Decide to Engage or Not; Begin to Develop Team and Sales Strategy""; ""Stage 5: Present, Propose, or Demonstrate a Solution""; ""Use of Technology in This Stage""; ""Presentation Skills""; ""Stage 6: Work Strategy""
- ""Stage 7. Negotiate and Close""""Give/Get Tactics""; ""DiSC Analysis""; ""Resistance in Negotiations""; ""CHAPTER 4 Technologies Used in Selling Conferencing, Multimedia, Screencasting, Social Media, and More""; ""A Confused Mind Always Says No""; ""Think of Your Customer Base""; ""Look at Things from Your Customer�s Point of View""; ""Example: Never Assume""; ""Technologies""; ""Internet""; ""1. Get the Internet Working for You""; ""Example: Sales Training""; ""2. Know Your Competition""; ""Example�Technology Wins with No Technology""; ""3. Find the Small Wins""
- ""4. Understand Your Target Market""
