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Trust-based selling : finding and keeping customers for life /
The first year of developing a new sales territory or establishing new customers is a daunting task?especially in dog-eat-dog industries. The traditional advice is to train quickly on products, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, al...
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
[Place of publication not identified] :
Apress,
[2015]
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| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- Introduction; Chapter 1: Trust; The Ultimate Goal and How It Intersects with Trust; Intent; Capability; Dedication; Results; It All Matters; The Value of a Personal Relationship; Example; 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 Sales Cycle; Broken Model; Summary; Chapter 6: 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 7: Understand the Sales Equation; The Great News; Summary; Chapter 8: Building Trustworthiness; Capability; Sales Skills.
- Industry KnowledgeProduct Knowledge; Example; What Do You Do?; Your Online Presence; Proactive Online Presence; Summary; Chapter 9: 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; Trust in Niche Selling; Why Niche Selling Is Effective; Example: Putting Niche Selling to the Test; Summary; Chapter 10: Power in Sales; Killing Power with One Line; Your Time Is Important; Example; Jumping Through Hoops; Summary; Chapter 11: Selling Strategies.
- Questions!Example; A Study on; Example; Example; Questioning Skills; Listening; Sounding Like an Expert with Basic Questions; Get to the Heart of the Matter; Summary; Chapter 12: Building Trust Before Opportunity; Why You Can Win an Incumbent's Business; Methods to Increase Trust; Phone Call with Follow-Up E-Mail; Lunch and Learn, or the Seminar; Never Bash; Give to Get; Example; Example; Help the Customer Regardless; Partnering for Trust; Summary; Chapter 13: Qualif)ying and Developing Opportunity; Let Go of Poor Opportunities; Developing Opportunities Is an Art; Trust; Compelling Event.
- ExampleExample; Value; Power; Decision Process; Forecasting; Summary; Chapter 14: Defense; Traps to Avoid; The Value of Problems; Block the Competition; Summary; Index; About the Author; Other Apress Business Titles You Will Find Useful.