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"Ron Volper has written the foundational book on sales. ...
"Ron Volper has written the foundational book on sales. Inspirational and practical, this book will have dog-eared pages and be quoted from coast to coast by sales rookies and pros alike."
--J. French Hill, former economic adviser to President George H.W. Bush and Chief Executive of Delta Trust
"Volper's strategies for selling to cautious customers in tough times, both over the phone and face to face, are unmatched. His recommendations to increase sales are thoughtful and creative, but more importantly, they work. They worked for me at two public companies, and they'll no doubt work for other sales and marketing executives and their salespeople."
--Paula Kruger, executive vice president, Mass Markets (retired), Qwest Communications
"Up Your Sales in a Down Market is both a timely and highly practical sales guide. Ron clearly knows how to energize the sales organization, get the sales team focused on doing what matters, and drive sales productivity and results."
--Don Blaustein, CEO, Heineken USA (retired)
As a successful entrepreneur and sales executive with three decades in business, Ron Volper has written an easy-to-follow, hands-on guide that will help sales rookies, struggling reps, and even top performing salespeople boost their company's revenues faster than they thought possible.
Based on extensive field research with the best-of-the-best sales pros, this jam-packed book offers 20 clearly defined selling strategies, plus hundreds of examples and sample dialogs that teach salespeople and sales managers exactly how to:
Part I Strategies to Help You Sell More to Cautious Customers
Strategy 1 Zero in on Your Cautious Customers 21
Strategy 2 Build Rapport Before Selling to Wary Customers 30
Strategy 3 Ask Questions to Uncover Reluctant Customers' Needs and Concerns 39
Strategy 4 Offer Recommendations to Curb Cautious Customers' Fears 50
Strategy 5 Address Objections to Persuade Risk-Averse Customers 56
Strategy 6 Gain Hesitant Customers' Commitment 65
Strategy 7 Give Sales Presentations That Win Over Anxious Customers 74
Strategy 8 Deliver Proposals to Hard-to-Please Customers 84
Strategy 9 Enlist Customers to Help You Develop New Business 95
Strategy 10 Practice Sales Habits That Appeal to Cautious Customers 106
Part II Strategies to Help Your Sales Team Sell More to Cautious Customers
Strategy 11 Build a Customer-Centric Sales Team 115
Strategy 12 Deliver Sales Training Programs That Add Revenue 123
Strategy 13 Coach Your Team to Achieve Its Sales Goals 133
Strategy 14 Make Every Sales Meeting Increase Your Team's Productivity 144
Strategy 15 Recruit and Hire Top Producers for Your Sales Team 155
Strategy 16 Realign and Reassign Territories to Boost Your Sales Team's Revenue 167
Strategy 17 Protect Your Sales Team's Golden Selling Hours 176
Strategy 18 Maximize Your Sales Team's Intellectual Capital 182
Strategy 19 Increase Your Sales With Motivating Compensation Plans 192
Strategy 20 Recognize and Reward All Your Salespeople 205
About the Author 223
Posted December 29, 2011
If you are in a management position or sales oriented job this book will be a great read. It will suggest new strategies that I found very useful. Especially related to how to segment your particular market and client base.Was this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted November 6, 2011
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