Up Your Sales in a Down Market: 20 Strategies From Top Performing Salespeople to Win Over Cautious Customers

Overview


"Ron Volper's Up Your Sales in a Down Market is one of the most original and useful sales books ever written. I have derived great value from Volper's information and ideas about how to raise up our sales when our markets were down. Every senior executive and salesperson should read it and keep it with them."
--Mitchell H. Caplan, former President and CEO of E*Trade, current CEO of Jefferson National Life Insurance

"Ron Volper has written the foundational book on sales. ...

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Up Your Sales in a down Market: 20 Strategies from Top Performing Salespeople to Win over Cautious Customers

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Overview


"Ron Volper's Up Your Sales in a Down Market is one of the most original and useful sales books ever written. I have derived great value from Volper's information and ideas about how to raise up our sales when our markets were down. Every senior executive and salesperson should read it and keep it with them."
--Mitchell H. Caplan, former President and CEO of E*Trade, current CEO of Jefferson National Life Insurance

"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:

  • Win over cautious customers even in a down market
  • Overcome customer fears and objections so they are ready to buy
  • Avoid and bounce back from a sales slump
  • Prepare and present business presentations that close more and bigger sales
  • Lead and train sales teams based on the winning habits of top-performing salespeople
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Product Details

  • ISBN-13: 9781601631794
  • Publisher: Career Press, Incorporated
  • Publication date: 11/15/2011
  • Pages: 224
  • Product dimensions: 5.20 (w) x 8.20 (h) x 0.60 (d)

Meet the Author


Ron Volper, PhD, is a leading authority on business development. He has been interviewed on national television programs, including Bloomberg Television, MSNBC, and CNBC. As managing partner of the Ron Volper Group he has advised 90 Fortune 500 Companies (including General Electric, Exxon Mobil, Coca-Cola, and JPMorgan Chase) and many mid-sized companies on how to increase sales, and has trained more than 30,000 salespeople and executives over the past 25 years. Ron is also an Adjunct Faculty member at New York University and a sought-after speaker who has presented his ideas on business development to audiences throughout the world. He and his wife live in Larchmont, New York.
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Table of Contents

Preface 11

Introduction 15

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

Conclusion 215

Index 217

About the Author 223

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Sort by: Showing 1 – 2 of 3 Customer Reviews
  • Posted December 29, 2011

    Highly Recommended

    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.

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  • Anonymous

    Posted November 6, 2011

    No text was provided for this review.

Sort by: Showing 1 – 2 of 3 Customer Reviews

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