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

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

by Geoffrey James
     
 

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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… See more details below

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.

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Editorial Reviews

Library Journal
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

Product Details

ISBN-13:
9781101559031
Publisher:
Penguin Publishing Group
Publication date:
12/06/2011
Sold by:
Penguin Group
Format:
NOOK Book
Pages:
208
Sales rank:
687,589
File size:
1 MB
Age Range:
18 Years

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