Even the most competitive companies only close about 15 percent of the deals in their sales pipelines. That means that salespeople spend time with prospects who, 85 percent of the time, aren't going to buy. Wouldn't those salespeople rather spend more time pursuing prospects they knew they could close? Or spend time with their prospects where it matters most at an executive level? Readers who are ready for exceptional results for themselves and their companies need Selling to Zebras.
The Zebra way can help salespeople identify the perfect prospects for their companies--their Zebras--and develop a sales process that will help them close deals 90 percent of the time.
The Zebra method of selling will:
* Increase close rates
* Shorten sales cycles
* Increase average deal size
* Reduce discounting and increase margins
* Make better use of scarce resources
* Make customers happy, creating a stable of great references
Jeff and Chad Koser don't just offer theories and concepts. They give readers specific tools, models, and spreadsheets they can customize to make the Zebra way the best way for their companies to do business.
|Publisher:||Greenleaf Book Group, LLC|
|Product dimensions:||5.90(w) x 8.50(h) x 1.10(d)|
Most Helpful Customer Reviews
Throughout the book the authors make reference to materials you can use to follow their prospecting strategies. While some of the materials are available from the website, one of the most important components to this process is no longer available because it's their IP. There's nothing more frustrating than spending hours of analysis following a program to find that half way through it, the tools you were promised are no longer available. If you buy this book, make sure it's a second or third revision, which hopefully, has removed all supplemental material references. Very disappointing.
Chad and Jeff Koser have something in 'Selling to Zebras'. Though this isn't the perfect 'sales training' book, these guys get the basics. I specially like the emphasis they place on correctly identifying a prospective customer's needs before attempting to launch the sales process. The analogies about hunting and lions and zebras are more than a bit corny and don't wear very well as you work your way through two hundred plus pages, but they don't kill the message either. I also got a little tired of the patronizing tone that kept raising its ugly head as these guys tried to tell me to know who I am, what I have to offer and why, where, when and how to convince prospects and customers, but, again, their hearts are in the right place, so I didn't turn them off for those sins. I would assume that most of this book's readers would be experienced sales professionals who bought the book to learn how to improve and expand their already selling skills, not learn the basics all over again. Okay? We get it . . . Kosers . . . don't forget the basic stuff! Now, next time, in 'Selling to Zebras II' tell us how to improve and expand on what we already know so we can get good . . . REALLY good! Okay?
With their book Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably Jeff and Chad Koser have found themselves a very interesting niche in sales consulting and training. Most of the sales technique books that I have seen in my lifetime on how to sell often have focused on relationship sales, closing or other "me" type sales. In all honesty, much of this might get you into the door but it won't get you a contract when it comes to complex sales that involve corporate or bureaucratic structures. Selling to Zebras on the other hand wipes the slate cleans and starts from square one. Actually, I found lots to agree with in this book. Especially the authors' starting point: Properly identifying the target. The Kosers use the analogy of a hunt on the African savannah as their key to your success. Lions need to look for zebras to survive and the authors tell us pretty much that salesmen nowadays (the lions) tend not to have the faintest ideas of how to (pardon the pun) "spot" the zebra. They take the reader by the hand and show the way to become a zebra spotting expert. First, know thyself! Once you know exactly who your company is and what you can offer then you can know who your target zebras are. Then you put them in your pipeline and drop any prospects who are obviously not zebras - companies that are ill fitting to your products and services for a variety of reasons. In my own business I find that this is actually very important to the success of sales. It really narrows the amount of cold calling and chasing up dead ends, which kills everyone's quotas. Once you have identified your zebra there is a process of finding "Power" (the main decision maker), finding Power's pressure points, doing studies of the prospects firms and partnering with them so that the sale is not only assured but will have better chances for the long-term surviving and flourishing of the client-customer relationship. Jeff and Chad Koser have made their book very interactive with their working website and have supplied the readers with easy to use and easy to understand tools that they can download. It was a great extra effort by the authors to give us these tools - they were worth the price of the book alone! This has to be one of the best books I have read on how to sell to complex accounts. If you are a salesman who needs to have some tweaking of your methods and would like a fresh new look at your sales process or if you are a sales manager or other executive who thinks your sales staff could, and should, have better results, then I recommend that you grab a copy of Selling to Zebras. The only ones who might disagree would be your competition.