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Secrets of Top-Performing Salespeople

Overview

How today's top sales pros consistently connect with--and close--their best, most lucrative customers

Sales pros often focus too much on operational details and forget that the secret to selling is developing strong customer relationships. Secrets of Top-Performing Salespeople reiterates that the customer is key and provides customer-based lessons and techniques based on up-todate studies and examples from hundreds of exceptional salespeople.

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Overview

How today's top sales pros consistently connect with--and close--their best, most lucrative customers

Sales pros often focus too much on operational details and forget that the secret to selling is developing strong customer relationships. Secrets of Top-Performing Salespeople reiterates that the customer is key and provides customer-based lessons and techniques based on up-todate studies and examples from hundreds of exceptional salespeople.

This dynamic book reveals how average salespeople become exceptional by being responsive to and focused on the customer, both behaviorally and organizationally.

Profitable solutions are offered on:

  • Team selling
  • Competitive selling
  • Account management
  • Use of new technologies
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Product Details

  • ISBN-13: 9780071423014
  • Publisher: McGraw-Hill Professional Publishing
  • Publication date: 8/7/2003
  • Edition description: REV
  • Edition number: 2
  • Pages: 172
  • Sales rank: 1,226,849
  • Product dimensions: 5.40 (w) x 8.30 (h) x 0.52 (d)

Meet the Author

Edward R. Del Gaizo, Ph.D. is director of research, evaluation, and certification at AchieveGlobal and the author of High Performance Sales Organizations.

Seleste E. Lunsford is a product manager for AchieveGlobal's Sales Performance portfolio of products and services.

Mark D. Marone is AchieveGlobal's senior research manager.

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Table of Contents

Preface
Acknowledgements
Selling with a Customer Focus
Lesson 1 Excel in Your Sales Roles 5
Lesson 2 Schedule the Initial Sales Call 15
Initiating the Customer Relationship
Lesson 3 Do Your Homework - Be Prepared 23
Lesson 4 Build a Foundation for Partnership 32
Lesson 5 Build Rapport and Deliver Compelling Presentations 39
Executing the Successful Sales Call
Lesson 6 Start Off on the Right Foot 49
Lesson 7 Uncover Needs and Goals 55
Lesson 8 Discuss the Benefits 62
Lesson 9 Close the Sale 66
Dealing with Customer Concerns
Lesson 10 Overcome Indifference 77
Lesson 11 Anticipate Objections 85
Lesson 12 Resolve Misunderstandings 91
Lesson 13 Deal with Drawbacks 96
Lesson 14 Convert the Skeptic 102
Lesson 15 Negotiate Any Remaining Concerns 107
Partnering for the Long Term
Lesson 16 Maintain the Right to Do Business 115
Lesson 17 Build Lasting Relationships 121
Lesson 18 Demonstrate Post-Sale Commitment 128
Lesson 19 Sustain a Competitive Advantage 135
Lesson 20 Leave the Door Open 142
Leveraging Internal Assets: Self-Management
Lesson 21 Optimize Your Performance Through Coaching 151
Lesson 22 Manage Your Time and Territory 156
Lesson 23 Use Technology as an Enabler 162
Lesson 24 Work Easily with Teams 169
Lesson 25 Create an Action Plan 175
Index 181
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