Pitch Perfect: Feel the Impact of a Winning Sales Approach

ISBN-13: 9781841125817 / Angielski / Miękka / 2004 / 236 str.

Moon J

Opis

Do you recognise any of these scenarios?
* You often wonder whether you really understand the full market potential for your offer.
* A contract was won by a competitor - and you didn't even know it was up for grabs.
* You find it difficult to get a meeting with key decision makers.
* You always feel that you are talking to audiences that appear distinctly uninterested.
* You keep losing contracts that you thought were in the bag.
There are always winners and losers in business. Winners are those able to drive their business forward by consistently making sales from new and existing customers. Winners understand how to scope their market potential effectively. Winners are able to differentiate between hot prospects and time wasters. And winners retain their customers by providing solutions to their problems.
Pitch Perfect will help you revolutionise your performance with a thoroughly road-tested approach to mastering the art of successful business development. You need never find yourself in any of these depressing situations again

Recenzje

a wonderfully stimulating product (Mind Your Own Business, 1 ^st May 2004)

a simple, down–to–earth book that offers practical solutions. If you really do want to win, then this is the book for you. Read on! (Media Week, 29^th June 2004)

step–by–step approach is easy to follow a very good text book (City to Cities, Sep/Oct 2004) 

Spis treści

Acknowledgements.

Preface by Rene Carayol.

SECTION ONE: WELCOME TO PITCH PERFECT.

1. Introduction.

2. Business Development Success.

3. How Are You Performing?

SECTION TWO: THE THREE PRINCIPLES.

4. Functional Mastery.

5. Customer Connectivity.

6. Momentum.

SECTION THREE: FINDING, WINNING AND KEEPING CUSTOMERS.

7. Finding the Opportunities.

8. Winning the Business.

9. Keeping the Business.

SECTION FOUR: PULLING IT TOGETHER.

10. Managing the Find, Win, Keep Process.

11. Staying Focused.

12. Call to Arms.

Afterword.

Appendix: How Are You Performing? Mastering the Three Principles of Selling Success  A Step Closer to Becoming a Winner.

Index.

O autorze

John Leach and John Moon have over 25 years experience in helping businesses and individuals achieve sales and business development excellence.

The tried and tested principles detailed in this their first book are based on how the world s most successful sales driven organizations operate. The authors demonstrate in a highly pragmatic way how the practicing of these principles result in selling supremacy.

Blurb

There are always winners and losers in business.  The winners are those able to drive their business forward by consistently making sales from new and existing customers.  Winners undestand how to scope their market potential effectively.  Winners are able to differentiate between hot prospects and time wasters.  Winners can differentiate their offer because they possess an ability to empathise with the prospect′s needs.  Winners retain their customers by providing solutions to their problems.  And finally, winners have an ability to break through the hurdles and challenges that selling presents them.  Even in the face of adversity they stay focused, motivated and dedicated to the cause – securing the order!

Pitch Perfect will help readers utilize Strategem′s vast experience in sifting out the most useful business innovations quickly and effectively; particularly identifying and acquiring new customers, as well as retaining existing ones.  Getting your sales strategy right will help you ensure the successful growth of your business.

If any of these apply to you:

• You often wonder whether you really understand the full market potential for your offer
• A contract was won by a competitor – and you didn′t even know it was up for grabs
• You find it difficult to get a meeting with key decision–makers
• You always feel  like you are talking to audiences that appear distinctly uninterested
• You keep losing contracts that you thought were ′in the bag′
• Your quoations never seem to hit the mark
• You find it hard to get motivated after losing a sale or you feel that you have hit a brick wall and inspiration is desperately needed

Then this book will help you revolutionize your business development performance