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Critical selling : how top performers accelerate the sales process and close more deals /
Master these top-performing sales skills to dominate the marketplace. Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popul...
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
John Wiley & Sons, Inc.,
[2016]
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| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- Additional Praise for Critical Selling; Title Page; Copyright; Dedication; Acknowledgments; Introduction: Critical Selling: Focusing on What Matters Most; Chapter 1: Selling to Today's Buyers: Remain Customer-Focused; Recognize That Buyers Have Changed; Use the Right Sales Approach; Know How Your Customers Perceive You; Become a Trusted Advisor; Critical Selling: Lessons Learned; Chapter 2: The First Step Is to Believe: Change Your Mindset; Mind Your Mindset; Always Be Improving; Stay Patient through Change; Critical Selling: Lessons Learned.
- Chapter 3: Why Planning Matters: Determine Your ApproachUnderstand That Planning Matters; Think about Planning; Set SAM Objectives; Plan Ahead and Reflect After; Critical Selling: Lessons Learned; Chapter 4: A Solid Opening: Connect with Your Customers; Plan Your Opening; Master the Greeting; Create Connections; Deliver a Legitimate Purpose Statement; Confirm for Feedback; Close the Opening with Some Reflection; Critical Selling: Lessons Learned; Chapter 5: It's All about Discovering: Get to Know Your Customers; Understand the Benefits of Discovering; Ask the Right Questions.
- Target the Six Critical Areas of FocusListen Actively to Understand Your Customer; Avoid Common Pitfalls; Critical Selling: Lessons Learned; Chapter 6: Presenting What Your Customer Needs: Link a Tailored Solution; Take Advantage of Discovering; Plan the Approach; Tailor the Solution; Ask for Feedback; Strengthen the Solution; Link Your Solution; Critical Selling: Lessons Learned; Chapter 7: Leverage Momentum at Closing: Capture Customer Confidence; Summarize Where You've Been; Gain Commitment to Move Forward; Define Next Steps; Confirm with Your Customer; Critical Selling: Lessons Learned.
- Chapter 8: Dealing with Objections: Return to the Land of DiscoveryRecognize Real Objections; Understand Why Objections Come Up; Be Prepared for Objections; Work through Objections; Maintain Goodwill and Ask for Feedback; Critical Selling: Lessons Learned; Conclusion: Putting It All Together: Mindset + Practice + Process + Action; Plan Each Sales Interaction; Connect and Reconnect; Ask Questions (and Listen to the Answers); Adjust Your Attitude; Appendix: Case Study: The McCrone Group; The Challenge; The Solution; The Results; About Janek Performance Group; About the Authors; Index.