Visionary Selling: How to Get to Top Executives and How to Sell Them When You're There

Visionary Selling: How to Get to Top Executives and How to Sell Them When You're There

by Barbara Geraghty, Michael Larsen, Fred Hills
     
 

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Innovative and on the cutting edge, Visionary Selling shows you how to sell effectively to top decision makers by going beyond the hard sell of a specific product to aligning with the broader vision of top management.

As a result of reengineering and the trend towards new "horizontal" management structures, top executives are more accessible and

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Overview

Innovative and on the cutting edge, Visionary Selling shows you how to sell effectively to top decision makers by going beyond the hard sell of a specific product to aligning with the broader vision of top management.

As a result of reengineering and the trend towards new "horizontal" management structures, top executives are more accessible and more responsive to outside sources of information and ideas. By discovering customers' vision and formulating innovative ideas to enhance their businesses, salespeople can "cross the boundary" of sales to perform as business allies in a collaboration to fulfill the vision of their customers. The sales results can be spectacular.

In this practical and informative book, top saleswoman and professional trainer Barbara Geraghty explains that the best way to sell to a CEO or other top-level executive is to learn to think like one. Her Visionary Selling program will guide you through every step of this innovative process, using helpful true-life examples of how salespeople have used this approach effectively. You'll also learn how to discover the customer's vision, values, and core competencies; how to package the information into a strategic collaboration; and how to communicate a pertinent story that adds value at the executive level. With her gift for making complex ideas accessible, Geraghty explains:

  • How to "cross the boundary" of sales and become a business ally of your customers
  • How to turn gatekeepers into allies (illustrated by success and horror stories from CEO administrative assistants at Fortune 500 companies)
  • How to use the Internet to research industry issues, specific company information, and marketplace trends and opportunities
  • How to approach executives through e-mail with compelling ideas and valuable information for their businesses
  • How to craft a pertinent and provocative presentation that contains key elements of interest and value to an executive

Challenging its readers to look beyond the product to the achievement of a long-term alliance with their customers, Visionary Selling will be the turning point in the careers of salespeople everywhere.

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Editorial Reviews

From the Publisher
Morley Winograd Sales Vice President, AT&T, and author of Taking Control I believe Visionary Selling will become the model for sales success in the twenty-first century. It captures precisely the value-added element that business leaders are looking for in a relationship with their suppliers.

Alan Weiss, Ph.D. Author of Million Dollar Consulting and Money Talks You can't make a million until you make the contact. Read this book to learn how.

Cavett Robert, CSP, CPAE Chairman Emeritus, National Speakers' Association A master at communication, Barbara Geraghty shows sales professionals how to gain the competitive advantage in selling to high-level executives.

Gail J. McGovern Executive Vice President, AT&T Whether you sell to the people who work on Wall Street, live on Main Street, or build tomorrow's cyber-streets, Barbara Geraghty's insights will help you understand why a company's corporate vision is the key to closing the sale.

Frederick R. Fromm President and CEO, Siemens Stromberg-Carlson Visionary Selling provides excellent insights on how to gain access to high-level corporate executives. I will recommend it to all of my sales executives.

Michael LeBoeuf, Ph.D. Author of How to Win Customers and Keep Them for Life If you want to sell to top executives, read Visionary Selling. It is the ultimate practical resource.

Product Details

ISBN-13:
9780684839851
Publisher:
Simon & Schuster
Publication date:
02/28/1998
Pages:
240
Product dimensions:
6.43(w) x 9.59(h) x 1.03(d)

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