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Uncommon sense : shift your thinking : take new action, boost your sales /
"You're a talented sales professional, but you face big hairy sales challenges every day and you just can't seem to get anywhere. Why can't I get time with my prospects and clients? Why are my benefit-loaded e-mails and phone calls falling on deaf ears? How do I loosen the strang...
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Vancouver ; Berkeley :
Figure. 1,
[2017]
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| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- Intro; Title Page; Copyright; Start here; Get results from this book; 1; MAKE THE SHIFT: Rethink Your Way to Sales Success; Stop striving to be the best; Get relevant; Rewrite your selling ABCs; Kick off your shoes; Hit the pause button; Once in a lifetime!; Make the shift; 2; ACCESS: Get in Front of Good Prospects Faster; Your prospecting mind-set matters; Stop kissing frogs; Caution: Incoming frogs; Evidence is TOP of mind; Why your messages fail; Never say this!; Stop calling high; Make the shift; 3; ENGAGE: Take the Pest Out of Persistence; Drip!; Fill your arsenal.
- Circle the wheel of prospectingE-mail and warm call, partners in prospecting; Don't fly solo; Social sense; Eureka! A live one; Make the shift; 4; UNDERSTAND: Change the Rules of the Game for Bigger Wins; The game-changing quadrants; The A in ABC; Stop probing!; Can you hear me?; Ask the tough questions; Make the shift; 5; POSITION: Make It Easy to Choose You; Turbocharge your presentations and proposals; Be the obvious choice; The discipline of less; Give your words a little CPR; Position to win at any price; The truth about closing; Position everything everywhere; Make the shift; 6.
- ROADBLOCKS: Embrace "No" to Crush Barriers and Escape Black HolesRejection is cheesecake; EARN the right to yes; The enemy is your ally; Purchasing nonsense; Steer clear of the abyss; Price is a cop-out; Know why you lose; What lurks beneath the objection; Have the courage to say no; Make the shift; 7; RETAIN AND GROW: Avoid the Shark Pool; Why you don't want customers; When results don't matter; It's all about expectations; The sale is not the finish line; Be the eyes and ears of your company; Put your advocates on the front line; Not all referrals are golden; Make the shift; 8.
- DISCIPLINE: Manage Your Greatest Sales AssetForget time management; Reset your GPS; Schedule and protect; Schedule everything, including nothing; Bubble wrap your peak performance; Three rules for getting it all done; Don't let technology dumb you down; Get off autopilot; Stop creating fiction; Watch your blind spot; Rethink your paralyzing questions; Make the shift; CONCLUSION: Make It Matter; The Frameworks at a Glance; Continue the Journey; Acknowledgments; Notes; Index.