Insight Sales (Corporate): Get SMARTER. Get The S.P.I.C.E3

ISBN-13: 9780993973703 / Angielski / Miękka / 2015 / 372 str.

Dr Gary R. Ford

Opis

Insight Sales (Corporate) If you are a corporate sales person, a salesperson that must identify prospective clients and reach out to them for an opportunity to meet, or if you are about to become one, then this book is for you. If you are a corporate sales manager that needs a sales process to teach to sales team members, this book is for you. This guide shows the sales approach and skills used by the best sales people in today's market place, those who succeed and excel whether the economy is hot or cold. Traditional sales methods such as persuasion, information giving, relationship building and consultative selling no longer work as they once did. Older sales approaches are no longer adequate in today's economic environment where customers are so cost oriented, looking to simplify and reduce suppliers, and looking for something more than what they can do for themselves when buying. Sales people who rise to the top are those that intuitively challenge their customers to new insights. This is a book addressing the strategy and tactics of insight sales where the sales person uses a listening process that deepens the customer's understanding and delivers new insights about their own needs and wants, facilitates willingness to change, and leads to complete solutions not previously considered by the customer. Discover how the best sales people use the Insight Sales approach to help each customer achieve deeper insights about unique needs and an expanded understanding of what could be accomplished by solving real problems. The best sales people then provide complete solutions that lead to enhanced customer success. These sales people distinguish themselves by challenging their customers. The Insight Sales process respectfully challenges customer awareness of their situation, problems, costs, constraints, minimum expectations, most desired benefits and results, and eagerness to change. The overall sales process, as it should be performed, is presented in an organized series of steps and the important skills are identified for each step in the sales sequence. Clear corporate sales examples show the skills in action. Effectively implemented, the Insight Sales process leads to greater customer success, very committed customers, larger sales, easier sales to referred customers, and increased personal satisfaction. It doesn't matter what you sell. It matters how you sell. Be exceptional and achieve sales at a higher level. Implement just one of the unique ideas in this book and you will more than recover your investment. Insight Sales (Corporate) includes tips for corporate sales managers who wish to improve the performance of their entire sales team.