Selling Results!: The Innovative System for Maximizing Sales by Helping Your Customers Achieve Their Business Goals / Edition 1

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Overview

“This book will teach you how to sell outcomes and results instead of products and services.” -David Booth, Senior Vice President, Hewlett-Packard Company

“This book should be in the arsenal of every salesperson who sells big-ticket solutions to senior executives.”-Joe McGrath, President and CEO, Unisys Corporation

“Stinnett cuts directly to the specific steps salespeople need to take to be more successful. These are the distilled best practices of the selling profession.”- Don Grantham, Executive Vice President, Sun Microsystems, Inc.

“The concepts and materials presented in Selling Results! should be adopted by any sales organization that is serious about improving the predictability of their sales results.”-George Fischer, Senior Vice President, CA, Inc. (Computer Associates)

“Bill Stinnett forces you to think beyond just making your number and focus on your strategic plan for maximizing your sales results over the long-term. Outstanding!”-Bill McDermott, President and CEO, SAP Americas

With his bestselling book, Think Like Your Customer, author Bill Stinnett established a new paradigm for customer-focused selling. Now, in this groundbreaking new book, Stinnett introduces his Results-Based Selling method-a complete selling system to measure, manage, and make the most of your sales results.

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Product Details

  • ISBN-13: 9780071477871
  • Publisher: McGraw-Hill Professional Publishing
  • Publication date: 12/28/2006
  • Edition number: 1
  • Pages: 304
  • Product dimensions: 7.70 (w) x 9.30 (h) x 0.97 (d)

Meet the Author

Bill Stinnett is the founder and president of Sales Excellence, Inc. and the author of the bestselling Think Like Your Customer. Bill is a highly sought-after speaker appearing at sales meetings, conferences, conventions, and annual sales kickoffs worldwide for clients such as General Electric, Microsoft, SAP, Verizon, and IBM.

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Sort by: Showing all of 3 Customer Reviews
  • Anonymous

    Posted February 23, 2007

    Excellent Book

    I've read other books and they have a similar concept but it didn't resonate with me like when I read this book. However, when I read your Selling Results it just clicked. I look forward to putting the concepts described in this book to good use.

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  • Anonymous

    Posted February 13, 2007

    Review of Selling Results

    Bill does it again with his straightforward, practical guide of a book, Selling Results. I found this book helpful for several reasons. One, Bill builds on concepts he introduced in his first book, Think Like Your Customer. Urgency, Motive, Business Value, and focusing on the buying process. Two, Bill is constantly reminding us that we must get the customer to commit. He tells us to be willing to walk away when it makes sense to do so. Three, he challenges sales people to take honest assessments of their sales efforts. For example, while many sales people neglect prospecting and hide behind the veil of customers demanding too much rep time, the fact is it must be done to avoid suffering the consequences of the neglect. Four, he provides valuable tools like the Opportunity Scorecard to decide how attractive each opportunity really is. And five, Bill reinforces a running theme of staying on the offense with your selling. Mark Sellers

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  • Anonymous

    Posted February 5, 2007

    The Best Book on The Complex Sale Process

    Bill Stinnett¿s first book, Think Like a Customer, was probably the most helpful book for me in my 10 sales career. Not only did it teach me how to sell better to my clients, but also to understand how customers think, how they make decisions, and what drives their behavior. There were pages with sample questions to ask customers that I would memorize thoroughly. As a result, I became a much better problem solver, working as a consultant with the company instead of just selling to them. Stinnett¿s new book, Sales Excellence goes even farther. It¿s a more complete book, in my opinion, because in addition to going deeper into the buying process, it also goes back to the beginning of the sale, finding the business. Rather than just cold calling contacts to get in, Stinnett explains that we have to start at the top: the executives, the decision makers, etc. Throughout this book, he teaches the reader the ways to get in at the top and find out what state the company is in and what their desired state is. Using your solution (whatever you sell), you can adapt it to show the executive how to get the results and outcomes they desire, not just your product. As Stinnett mentions, once you start being effective at this method of prospecting, you will develop a tremendous amount of confidence in finding new business no matter what territory you are in. In many ways, this book works very well with Anthony Parinello¿s Selling to VITO¿s, another classic on how to get to the decision maker. The more I read Selling Results, the more I understand Selling to VITO¿s, and vice versa.

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