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Select Selling: Strategies To Win Customers By Defining The Ultimate Target Profile & Discovering What They Really Want
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ISBN
:
9788120329294
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Publisher
:
Phi Learning
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Subject
:
Business & Management
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Binding
:
Paperback
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Pages
:
192
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Year
:
2006
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175.0
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Description
This book provides a pragmatic and contemporary guide to selling and how to overcome the pitfalls in today's tough business environment. The authors have designed the "select selling" methodology to equip anyone selling high value, complex products to large corporations. The well defined and rigorous process that can be moulded to an individual salesperson's style. This also takes much of the uncertainty out of the sales process. Strategic marketing principles are used to draw the map, with focused tactics to complete each journey, addressing the practical stops along the way. The book will be of particular value to those in the high technology industry. It will help them enhance their productivity, hit their targets more consistently, and increase revenue. Each major chapter in the book is accompanied by a worksheet. The book is supported by a website, www.selectselling.com Table Of Contents Acknowledgments Foreword. 1. What is Select Selling? 2. How to Become a Sales Specialist. 3. Select a Customer Value Proposition. 4. The Buyer's Perspective. 5. Discover, Develop & Control the Opportunity. 6. Do You Qualify to Sell? 7. The Select Selling Pipeline Management System. 8. Implement Select Selling: Sales Action Planning. 9. The Continuous Art of Complete Negotiation. Appendix: Select Selling Worksheets. Glossary. Index.
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