Selling to the Top: David Peoples' Executive Selling Skills / Edition 1

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Overview

David Peoples, who created IBM's highly successful executive sales program tells you what skills you need both to reach and sell to top executives while establishing an ongoing relationship with them. He tells you how to become your clients' business partner - and less of a "peddler." You'll find out how to build long-term working relationships and how to become a valued consultant to your clients. Best of all, you'll find out how to do what your competitor does not do. Selling to The Top was written for salespeople, sales managers, consultants, CPAs, attorneys, bankers, and other professionals who market any type of service to top decision makers. You'll find a wealth of useful tips on how to conduct the necessary up-front research and develop a continuing relationship with top management. Using Peoples' "Critical Success Factors," you'll find out how to identify in advance your clients' areas of interest and tailor your sales call accordingly. This book contains over 100 illustrations, checklists, and worksheets such as a matrix of the different types of salespeople and their characteristics, the hierarchy of business concerns of Corporate America, a form to help you predict the behavior of an executive you have never met, and an Executive Planning Guide that contains a breakthrough strategy that really works. Drawn from his popular IBM sales training program as well as his considerable experience in direct sales and sales management, David Peoples shares all of his secrets on how to successfully sell a product or service to decision makers at the top. Based on real sales experience at the highest level, David Peoples' advice can increase sales well beyond any expectation. This book is must reading for everyone whose products or services involve big money, multiple decision makers, long sales cycles, and top management approval.

Close sales with proven selling methods from the bestselling author of Supercharge Your Selling: 60 Tips in 60 Minutes and creator of IBM's highly successful sales program. Peoples details what skills are needed to reach and sell to top executives and establish an ongoing relationship with them.

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Product Details

  • ISBN-13: 9780471581048
  • Publisher: Wiley
  • Publication date: 6/28/1993
  • Edition number: 1
  • Pages: 256
  • Product dimensions: 6.30 (w) x 9.25 (h) x 0.98 (d)

Meet the Author

DAVID A. PEOPLES is an internationally known author and speaker on the subject of presenting, persuading, and winning. As IBM's first consulting instructor, he trained over 8,000 IBM salespeople. He is also the author of the bestselling books Supercharge Your Selling: 60 Tips in 60 Minutes and Presentations Plus, winner of the Maventec Award.

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Table of Contents

Why Call at the Top?.
How to Identify the Decision Makers.
Am I Going to Win or Lose?.
How to Meet Mr./Ms.
Big.
One-Half Day at the CIA.
Sizing Up Mr./Ms.
Big.
What to Talk About?.
The Art of Persuasion.
Presenting the Answer.
Dream, Desire, and Fire.
Epilogue.
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