How to Say It: Business to Business Selling: Power Words and Strategies from the World's Top Sales Experts

by Geoffrey James

Overview

There are approximately 35 million business to business sales reps in the country selling everything from books and computers to furniture and flooring. They know as well as anyone that selling to other businesses is not the same as selling to consumers. Businesses have different budgets, needs, demands, and expectations from those of general consumers. That means an entirely different skill set is required of business to business sales reps.

How to Say It: Business to Business Selling is the only book of its kind that caters exclusively to business to business sales professionals. Its short chapters provide tips and strategies tailored especially for the unique business to business selling process. You'll learn how to:

Motivate Yourself to Sell
Craft an Elevator Pitch
Find Hot Sales Leads
Make a Cold Call
Use Voicemail to Sell
Give a Sales Presentation
Write a Sales Proposal
Give a Product Demo
Negotiate the Best Deal
Close a Sale
Create a Powerful Sales Process
Sell to Top Executives
Build Sales Partnerships
Get a Customer Referral
Accelerate Your Sales Cycle

With How to Say It: Business to Business Selling you can sell business to business like a seasoned pro.

Product Details

ISBN-13:	9780735204584
Publisher:	Penguin Publishing Group
Publication date:	12/06/2011
Pages:	208
Sales rank:	1,143,244
Product dimensions:	7.30(w) x 9.10(h) x 0.60(d)
Age Range:	18 Years

About the Author

Geoffrey James is the primary sales training writer for Selling Power magazine, and since 2007, he has authored Sales Machine on CBS Interactive's BNET website, a sales-oriented blog that has won prestigious awards from the Society of American Business Editors and Writers and the American Society of Business Publication Editors.

Table of Contents

Introduction xiii

Part 1 How to Generate B2B Sales Leads

1 How to Write an Effective Sales Message 3

2 How to Get Sales Leads Through Referrals 19

3 How to Get Sales Leads Through Networking 27

4 How to Get Sales Leads Through Partnerships 43

5 How to Get Sales Leads from the Internet 51

Part 2 How to Fill Your B2B Sales Pipeline

6 How to Motivate Yourself to Sell 65

7 How to Have Initial Conversations 75

8 How to Prospect Using Voicemail 89

9 How to Cope with Rejection While Prospecting 95

10 How to Convert a Lead into a Prospect 103

Part 3 How to Develop a B2B Opportunity

11 How to Define Your B2B Sales Campaign 111

12 How to Build Consensus to Buy 119

13 How to Give a B2B Sales Presentation 131

14 How to Give a B2B Product Demonstration 141

15 How to Write a Sales Proposal 149

Part 4 How to Close a B2B Deal

16 How to Close a B2B Sale 163

17 How to Negotiate Final Terms 171

18 How to Measure, Monitor, and Improve 179

Editorial Reviews

Written exclusively for business-to-business sales representatives, this title is a practical, quick-paced guide for readers looking for sales advice that goes beyond catering to traditional customers. Full of real-world examples—with topics organized chronologically through the sales process—it tackles common business issues such as generating leads and closing sales as well as less commonly covered topics, including prospecting via voicemail and dealing with rejection. Each chapter includes detailed scripts, such as what to say on the phone to prospective clients and how to determine the appropriate situational "elevator pitch." James's (The Tao of Programming) conversational, first-person narrative makes the book very readable. He draws from his own experiences as well as from the advice of related experts, cited throughout the volume. Though the title is more practical than scholarly, it works for a book on sales. Each chapter ends with at least one source for additional information on the topic, whether a book or website (or both). VERDICT For those in business-to-business sales who would like topic refreshers or those new to the arena.—Leigh Mihlrad, National Insts. of Health Lib., Bethesda, MD

Library Journal