Cargando…
Sales hunting : how to develop new territories and major accounts in half the time using trust as your weapon /
The firstyear of developing a new sales territory is a daunting task-especially in dog-eat-dogindustries. The traditional advice is to trainquickly on product, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model outthere is...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
Apress : Distributed to the Book trade worldwide by Springer Science+Business Media New York,
©2014.
|
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- Introduction; Part I:Setting the Foundation; Chapter 1: Hunting Misunderstood; Learning to Hunt from My Barber; Selling Is a Science; It's All About Trust; Get Ready to Learn-and Win New Sales; Summary; Chapter 2: Identify the Silent Sales Killers; "We Have a Guy for That"; Example; Habitual Purchasing; Example; Not in the Market; Example; More on the Status Quo; Understand the Opportunity Trap; How Buyers View You; These Leads Suck; Example; Example; Summary; Chapter 3: The Buyer Process; The Buying Cycle; Status Quo; Needs Analysis; Evaluation; Purchase; Implement; Measure.
- The Buyer's Four ConcernsExample; Needs Analysis; Evaluation; Purchase; Exercise; Summary; Chapter 4: The Sales Process; The Sales Cycle; Plan; Qualify; Prove; Close; Implement; Measure; Example; Exercise; Summary; Chapter 5: Trust; Intent; Capability; Dedication; Results; It All Matters; The Value of a Personal Relationship; Example; Summary; Chapter 6: Trust Sales Cycle; Broken Model; Summary; Chapter 7: Build Business Relationships; The Outcome of Good Relationships; Trust the System; Why Trusting the System Makes Sense; Do the Math: Opportunity versus Relationship; Summary.
- Chapter 8: Understand the Sales EquationThe Great News; Summary; Part II:Understanding First Stage Selling; Chapter 9: Preplanning: Prepare Yourself; Capability; Sales Skills; Industry Knowledge; Product Knowledge; Example; What Do You Do?; Your Online Presence; Proactive Online Presence; Personal Profile; Summary; Chapter 10: Niche Selling; To Whom Will You Sell?; Innovators; Visionaries; Pragmatics; Conservatives; Laggards; Example: Techie in a Conservative World; Example 2: Selling "Conservative" to a Visionary Doesn't Work; Why Niche Selling Is Effective; Trust in Niche Selling.
- Where Susan Went WrongExample: Putting Niche Selling to the Test; Summary; Chapter 11: Rich Hunting Grounds; Customer Traits: Company Level; Customer Traits: Individual Level; C-Level Traits; Director Traits; Non-Management Traits; Know Your Buyer; The Cycle of Purchases; Example; Traits to Consider; Work with the End in Mind; Ranking Customers; Summary; Chapter 12: Where to Find Customers; How to Approach Customers; Cold Targets; Warm Targets; Hot Targets; White Hot Prospects; Where to Get Prospects; Referrals; LinkedIn; Local Business Journals; Networking: Lead Sharing; Example; Partners.
- Purchased ListsSummary; Part III:Getting Across the Threshold; Chapter 13: Cold Calling; Call Reluctance; It Comes Down to Psychology; Example 1; Example 2; Example 3; Example 4; How to Get a Response; Target at Least Four People per Customer; Aim High; Cold Calling Is Not a Blitz Day; Do Not Sell on the Phone-Get an Appointment; Curiosity Will Get Your Customer to Call You Back; Leave an Effective Voicemail; Simple Mystery Approach; Most Powerful Method: Market Your Way to Call Success; The Whitepaper Giveaway; The Seminar Giveaway; Summary; Chapter 14: On the Phone for the First Time.