Outsell Your Competition: Consultative Selling Strategies for the 21st Century

Overview

Selling is no longer just "What are your requirements and how can we meet them?" It is "Where are you going and how can we help you get there?" Selling is changing because business is changing. Product and positioning no longer confer market advantage, and customers are more knowledgeable and have more choices than ever before. The modern role of the sales person is to help customers improve and develop their own businesses, to be perceived as a source of value in addition to the product or service they supply. ...
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Overview

Selling is no longer just "What are your requirements and how can we meet them?" It is "Where are you going and how can we help you get there?" Selling is changing because business is changing. Product and positioning no longer confer market advantage, and customers are more knowledgeable and have more choices than ever before. The modern role of the sales person is to help customers improve and develop their own businesses, to be perceived as a source of value in addition to the product or service they supply. This work aims to help readers develop their sales skills in the following main areas: understand and capitalize on your customer's buying process - to sell effectively it is vital to understand the steps your buyer moves through in making a purchase; mental toughness training - you not only need the skill to win, but the will to win; consultative-partner selling - how to build long lasting relationships with your clients; how to handle major accounts; how to find new business; and negotiation, presentation and communication skills.
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Product Details

  • ISBN-13: 9780077099374
  • Publisher: McGraw-Hill Education - Europe
  • Publication date: 11/1/2001
  • Pages: 175
  • Product dimensions: 5.00 (w) x 8.98 (h) x 0.46 (d)

Table of Contents

Part One The selling concept: selling the difference
selling solutions
Part Two Buying and selling: psychology of the buying process
psychology of the sales process
Part Three Selling skills: finding new business
building the relationship
gap analysis selling
the art of sales negotiation
major account selling
the complete selling sequence
Part Four Personal skills: develop the right stuff
develop success mental health
Appendices: making the appointment
gaining commitment and closing.
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