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Trust-Based Selling

Name: Trust-Based Selling
Brand: APress
SKU: 9781484208755
Price: 124.99 RON
Availability: InStock

Finding and Keeping Customers for Life

Autor: David A. Monty

Limbă:

Legare: Carte broșată

Editura: APress

Disponibilitate: În depozitul extern

Expediem în 9-15 zile

124.99 lei

The first year of developing a new sales territory or customer list is a daunting task - especially...

Informații despre carte

Autor

David A. Monty

Limbă

engleză

Legare

Carte - Carte broșată

Publicat

2014

Pagini

168

EAN

9781484208755

ISBN

1484208757

Enbook ID

09038041

Editura

APress

Greutate

2525

Dimensiuni

178 x 254 x 229

Descriere completă

The first year of developing a new sales territory or customer list is a daunting task - especially in dog-eat-dog industries. The traditional advice is to train quickly on product, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than "opportunity" management. But jumping straight to opportunity will have new salespeople - or veterans developing new territories - chasing their tails for the first year or two.§§With an emphasis on basic sales skills that have been refreshed for today's generation of buyers, Trust-based Selling shows there is a significant problem you must overcome when opening up new accounts and territories. No matter what you are selling, your prospect already has a trusted relationship with an incumbent vendor and will continue to buy from that vendor even when you have the better solution. The playing field is not level - and you're on the wrong side. So how can you compete to win?§§"Trust is the grease that makes business sales effortless," writes sales pro and trainer Dave Monty in this quick-read book. Opportunity metrics are important, but trust - and a few sharp insider tactics Monty reveals - is the guidepost that leads to success. Trust-based Selling helps you start establishing trust before you step foot in a prospect's door, and it shows you the tactics necessary to penetrate new accounts. It also explains:§§The new basic sales skills as taught by master salesman Dave Monty§Why trust-based relationships enable you to open up territories and bag the biggest customers quickly§How to qualify and rank customers based on traits§How to get in step with the customer's buying cycle§How to establish trust-based and traditional sales metrics to guide your efforts §With advice based on Monty's twenty years of IT sales and sales management experience - along with principles confirmed by academic research - Trust-based Selling is a fast read that is packed with real-life examples and prescriptions for achieving sales success. It will prove a lifesaver for any salesperson or sales manager developing a new territory or trying to penetrate new accounts.§