Download or read book The Art of Consultative Selling in IT written by Venkatesh Upadrista and published by CRC Press. This book was released on 2017-07-27 with total page 162 pages. Available in PDF, EPUB and Kindle. Book excerpt: If IT companies seek to differentiate themselves from the competition, they must turn to consultative selling. Consultative selling is analyzing the needs and challenges of your customers and selling unique services that enable your customers to reduce costs, increase profits, and improve overall business performance. The Art of Consultative Sellin

Download or read book Relationship Selling written by Atul Uchil and published by Outskirts Press. This book was released on 2007-09 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt: Secrets To Success Unveiled Within! Everyone has heard the following: People like to buy - People hate being sold or being forced to buy - People buy from people that they like and trust. Therefore, it stands to reason that if you are the person your clients trust they will buy from you without you having to sell them anything. How then do you become the trusted advisor to your clients? How do you establish and maintain long-term relationships? This book reveals the best kept secrets of successful relationship selling and is a must-read for every consultant and sales professional. Although, if you are looking for a well-structured book with information delivered in precise (in other words dry and boring) format, this may not be the best book for you. However, if you are looking for an abundance of relevant information interspersed with over almost a quarter century of real-life experiences both good and bad narrated with a lot of passion and caring, you will find this book stimulating and insightful.

Download or read book The Art of Consultative Selling written by Venkatesh Upadrista and published by . This book was released on 2015-08-01 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book The Great Art of Consultative Selling written by Anthony S Chaine and published by . This book was released on 2019-07-29 with total page 70 pages. Available in PDF, EPUB and Kindle. Book excerpt: Whether you are an accomplished sales professional or a rookie. Your ability to develop a long-lasting relationship with your clients, partners, internal leaders, and external influencers can impact your success. Your ability to influence people to remove obstacles and speed the sales process will determine your win rate. The Great Art of Consultative Selling is a book that is geared for the sales leader who wants to transform from being a vendor to a sales consultant that is perceived as a growth partner and a trusted advisor. Written is a straightforward fashion by the veteran sales management consultant Anthony Chaine; This book shows you how to: - sell with Integrity and win deals- build a reputation of a reliable, trusted advisor and growth partner- improve your winning odds and grow repeat business- improve your financial success and career progression- develop a brand name that is synonymous with expertise and trust- empower your customers to grow their business exponentiallyAnthony Chaine is an expert in sales management and leadership. He has won multiple awards as a quota carrying sales leader, trainer an instructor. Today he supports the sales growth of clients ranging from small to medium businesses to Fortune 500 companies. He is the founder and the CEO of Elite Sales Leadership Consulting LLC. Specialized in management and sales training ( www.asalesleader.com)

Download or read book The Lost Art of Closing written by Anthony Iannarino and published by Penguin. This book was released on 2017-08-08 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\

Download or read book Consultative Selling Skills for Audiologists written by Brain Taylor and published by Plural Publishing. This book was released on 2011-11-30 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Consultative Selling written by Mack Hanan and published by AMACOM Div American Mgmt Assn. This book was released on 1970 with total page 51 pages. Available in PDF, EPUB and Kindle. Book excerpt: Textbook on consultative salespersonhip - gives an introduction to the principles of consultative selling and describes the business management strategies, the profit planning strategies and Motivation to ' personal negotiation' with clients on which the new role of the salesman is based.

Download or read book SPIN Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Download or read book Secrets of Successful Insurance Sales written by Jack Kinder and published by . This book was released on 2007-05-11 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Kinder Brother^s "how-to" guide for successful client building. This is a must for all Sales Professionals. This book on sales has been specifically written for those in the field of insurance sales. Using illustrations and examples collected over a life time spent training people in the field of insurance, Jack and Garry give you the disciplines, the techniques, the concepts and the process of achieving success in the field of insurance selling. This is a practical book to be applied in the field. You will get immediate results from the techniques explained in this fantastic book.

Download or read book Consultative Selling written by Mack HANAN and published by AMACOM. This book was released on 2011-03-15 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: When you help your customers and clients make profitable business decisions, the result is a win-win solution that can lead to a mutually beneficial long-term business relationship. In Consultative Selling, sales consultant Mack Hanan helps you achieve just that by introducing a formula that will take your sales to the next level--one that involves you exchanging your salesperson hat for that of a trusted consultant. You’ll learn how to: create a two-tiered sales model to separate consultative sales from commodity sales; build and use consultative databases for value propositions and proof of performance; study your customers’ cash flows to win proposals; use consultative selling strategies on the web; and cope with--and reverse--the inevitable “no.” For over four decades, Consultative Selling has empowered countless sales professionals to reap maximum success. Now, packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics, the eighth edition of this invaluable resource will bring you wide-ranging success--making the competition irrelevant.

Download or read book Selling 101 written by Michael T Mcgaulley and published by Adams Media. This book was released on 1997-01-01 with total page 310 pages. Available in PDF, EPUB and Kindle. Book excerpt: Based upon courses the author has run at For tune 500 companies, Selling 101 will demystify the selling p rocess and help any small business owner build a winning sal es team and grow sales quickly.

Download or read book The Art of Solution Focused Therapy written by Elliott Connie, MA, LPC and published by Springer Publishing Company. This book was released on 2009-06-15 with total page 328 pages. Available in PDF, EPUB and Kindle. Book excerpt: What is Solution-Focused Therapy? Solution Focused Therapy (SFT) is a unique, goal-directed therapy aimed at helping clients regain autonomy by determining and achieving their own goals. Solution focused therapists encourage clients to focus on solutions, not problems, and help clients effectively plan how to reach their goals. Unlike other therapies, SFT holds an abiding belief in clients' abilities to know what is best for them, rather than have a therapist tell them. Why this book? This book not only provides an overview of the Solution Focused therapy model, its basic tenets, and theories; it also presents intimate interviews with expert practitioners-all of whom use SFT in their own practice. To this end, the book offers a wealth of insight into the theory and practice of SFT, to help practitioners decide whether SFT is right for them and their clients. These experts offer details of their apprehensions, goals, breakthroughs, and overall experiences with the therapy. The team of expert contributors includes Eve Lipchik, Yvonne Dolan, Alasdair Macdonald, Thorana Nelson, and many more. Questions the experts address include: How did you discover that SFT was the model that fit your clients' needs? What characteristics of this model drew you towards it? How has SFT impacted your personal life? What is it about SFT that makes it so effective? What are your favorite cases and how did they affect your work as a therapist?

Download or read book Turn Sales Into Partnerships written by Reginaldo Osnildo and published by Independently Published. This book was released on 2024-04-18 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Welcome to "Turn Sales into Partnerships: The Definitive Guide to Consultative Selling", an essential guide designed to transform the way you see and sell in the modern world. If you are a sales professional aspiring to evolve from a traditional salesperson to a trusted advisor capable of creating significant value for your customers, this book is tailor-made for you. Consultative selling is not just a sales strategy; it is a philosophy that puts the customer's needs at the center of all interactions. When you take this approach, you become more than a salesperson; becomes a successful partner for your client, someone capable of offering personalized solutions that precisely meet their needs and exceed their expectations. This book is the result of my experience and perception accumulated over the years, synthesizing essential and updated knowledge that aims to facilitate your journey towards excellence in consultative sales. Each chapter has been carefully crafted to offer valuable insights, practical techniques, and strategic advice that will equip you to meet today's market challenges and stand out as a trusted advisor. What can you expect from this book? - Clarity and depth: Concepts explained clearly, with practical examples that illustrate how to apply them in everyday sales. - Focus on the reader: All content is directed at you, facilitating immediate application of the strategies and techniques discussed. - Applied knowledge: In addition to theory, this book offers a practical look at consultative selling, with an emphasis on actions you can take immediately. - Innovation and updating: The latest strategies and tools in the field of consultative sales, ensuring you are ahead in your market. As you progress from chapter to chapter, you will be invited to reflect on your current practices, challenged to think differently, and inspired to act in ways that transform your sales interactions into deep, meaningful relationships with your customers. At the end of this journey, you will not only have gained in-depth knowledge about consultative selling, but you will also have developed the skills necessary to apply it successfully, ensuring long-term relationships and exceptional results for both you and your clients. Ready to start this transformation? Let's go together on this journey of learning and growth, transforming not only the way we sell, but also how we create genuine value in each interaction. Welcome to the first step towards excellence in consultative selling. Yours sincerely Reginaldo Osnildo

Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Download or read book Secrets of Question Based Selling written by Thomas Freese and published by Sourcebooks, Inc.. This book was released on 2013-11-05 with total page 441 pages. Available in PDF, EPUB and Kindle. Book excerpt: "After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more

Download or read book Fanatical Prospecting written by Jeb Blount and published by John Wiley & Sons. This book was released on 2015-09-29 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

Download or read book A Guide to Consultative Sales Sell Better and Sell More written by Robert McAdam and published by . This book was released on 2017-10-02 with total page 229 pages. Available in PDF, EPUB and Kindle. Book excerpt: A guide to consultative selling with techniques and principle drawn from a variety of disciplines, all brought together in a straightforward and readily applicable manner. If you are engaged in any kind of selling activity or are looking to become involved in selling then this book can teach you new skills or refine your existing abilities, helping you to earn more money.