Secrets of Great Salespeople
eBook - ePub

Secrets of Great Salespeople

50 Ways to Sell Business-To-Business

  1. 272 pages
  2. English
  3. ePUB (mobile friendly)
  4. Available on iOS & Android
eBook - ePub

Secrets of Great Salespeople

50 Ways to Sell Business-To-Business

About this book

Discover the 50 secrets that great salespeople know - complete with strategies for putting them into practice. What do great salespeople know that the rest of us don't? Do they have a secret recipe for success? Is there a special alchemy to selling? The Secrets of Great Salespeople reveals the 50 things you need to know to in order to sell. Each chapter outlines one of the 50 ideas and gives three strategies for putting it into practice. Some ideas will surprise you, all will inspire you. Put these simple strategies together and you have a recipe for sales success, a formula that will unlock your selling potential. Whether you want to build lasting and profitable customer relationships, hunt down new clients, or are just beginning to work in a sales-related field, this book provides the tools and techniques you need to sell more. With dedicated sections on being a 'Farmer' or a 'Hunter', on customers and for novices, it gives you everything you need to know.

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Yes, you can access Secrets of Great Salespeople by Jeremy Raymond in PDF and/or ePUB format, as well as other popular books in Business & Sales. We have over one million books available in our catalogue for you to explore.

Information

Publisher
Teach Yourself
Year
2016
Print ISBN
9781473611634
eBook ISBN
9781473611641
Topic
Business
Subtopic
Sales
Index
Business

Table of contents

  1. Cover 
  2. Title
  3. About the author
  4. Acknowledgements and admissions
  5. Contents 
  6. Introduction
  7. 1 Enquiry before advocacy
  8. 2 Logic opens the mind, emotion opens the wallet
  9. 3 It’s worth what clients believe
  10. 4 Big occasions prompt big spending
  11. 5 To change is to lose
  12. 6 Opportunities are more attractive than problems
  13. 7 Competition helps
  14. 8 Reasonable prices are relative prices
  15. 9 To procure is human…
  16. 10 Requests for Proposal (RPFs) are honeypots
  17. 11 Closing takes patience
  18. 12 The ‘walk away’ point determines your tactics
  19. 13 Referrals, not feral salespeople
  20. 14 A ‘strategic’ solution is worth more
  21. 15 Outcomes, not features
  22. 16 Campaigns, not crises
  23. 17 Large solutions need broad support
  24. 18 The brand is you
  25. 19 Assumptions communicate as much as assertions
  26. 20 Agenda building is relationship building
  27. 21 First meetings test your status
  28. 22 Common ground creates rapport
  29. 23 Gifts create obligations
  30. 24 Working sessions not pitches
  31. 25 The matrix marches to your tune
  32. 26 Not every client is a good client
  33. 27 Pressurizing clients can cost you the deal
  34. 28 Proposals answer client questions
  35. 29 Naming the price is naming the value
  36. 30 In the end, nice guys can win
  37. 31 Discipline works better than luck
  38. 32 Two ears, two eyes and one mouth
  39. 33 Caveat venditor
  40. 34 How you feel is part of how you win
  41. 35 Spontaneity takes practice
  42. 36 Sales teams need chocolate
  43. 37 Energy is neither created nor destroyed
  44. 38 Patience pays
  45. 39 Two ears (again)
  46. 40 Judging the client never helps
  47. 41 Trust is a two-way street
  48. 42 Culture can trip you up
  49. 43 Sales fitness takes effort
  50. 44 Selling is a service
  51. 45 Solutions selling is a team sport
  52. 46 Even villains can be gentlemen
  53. 47 Proximity to the client pays off
  54. 48 Stories inspire and reassure
  55. 49 Professionalism matters, not just results
  56. 50 Not all clients are worth investing in
  57. Copyright