Download or read book Trusted Selling written by Mentrick J. H. Xie and published by AuthorHouse. This book was released on 2010-09 with total page 122 pages. Available in PDF, EPUB and Kindle. Book excerpt: Trusted Selling represents a proven, successful and intelligent sales process based on calculating 'trusted credits' for prospective customers. Through the Trusted Selling Process, sales professional can easily access their competitive advantages, smartly qualify the most successful business opportunity, schedule a sales call with the best timing and establish royal customers at the lowest opportunity cost. This practical sales approach is suitable for all B2B selling, and is especially useful for sales strategic planning in the international marketplace.
Download or read book The Authority Guide to Trusted Selling written by Paul Avins and published by SRA Books. This book was released on 2016-10-17 with total page 119 pages. Available in PDF, EPUB and Kindle. Book excerpt: In today’s volatile world sales professionals must know how to build trust in their company, their products and ultimately themselves in order to win the business. In this Authority Guide, sales coach Paul Avins shares his proven, 4-step system to help you contact, connect and convert more customers with less effort.
Download or read book Smarter Selling written by David Lambert and published by Financial Times/Prentice Hall. This book was released on 2011 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn what works and what doesn't work in selling today. The authors illustrate how to meet buyer's needs and increase sales numbers.
Download or read book Trust Based Selling written by Charles H. Green and published by McGraw Hill Professional. This book was released on 2005-12-08 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyer’s trust. Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.
Download or read book The Trusted Advisor written by David H. Maister and published by Simon and Schuster. This book was released on 2012-12-11 with total page 234 pages. Available in PDF, EPUB and Kindle. Book excerpt: Beside talent and a sterling portfolio, what can world-class consultants like Deloitte & Touche, Societe General and Towers Perrin boast has helped them achieve success in our entrepreneurial economy? They all have the inside track on the indispensable "Trusted Advisor" model for client relationships, created by renowned experts Charles Green and Robert Galford. Now Green and Galford have teamed up with the acclaimed David Maister in order to help their latest high-profile, fast-forward client: you. In this straightforward guide, Maister, Green and Galford show readers that the key to professional success goes well beyond technical mastery or expertise. Today, it's all about the vital ability to earn the client's trust and thereby win the ability to influence them. In these high risk times, trust is more valuable than gold. With this critical, highly detailed and accessible resource, readers will learn the five crucial steps for developing, managing and improving client confidence. For both emerging and established entrepreneurs and consultants, THE TRUSTED ADVISOR is the first truly indispensable business book of the decade.
Download or read book Trust Based Selling Pb written by Green and published by McGraw-Hill. This book was released on 2005-11-17 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Trusted Selling written by Mentrick J.H. Xie; Helen Lampert and published by AuthorHouse. This book was released on 2010-09-03 with total page 122 pages. Available in PDF, EPUB and Kindle. Book excerpt: Trusted Selling presents a proven, successful and intelligent sales process based on calculating 'trusted credits' for prospective customers. Through the Trusted Selling Process, sales professionals can easily assess their competitive advantages, qualify the best business opportunity, schedule sales calls at the ideal time and establish loyal customers at the lowest opportunity cost. This practical sales approach is suitable for all B2B selling, and is especially useful for strategic sales planning in the international marketplace.
Download or read book The Trusted Advisor Fieldbook written by Charles H. Green and published by John Wiley & Sons. This book was released on 2011-11-22 with total page 295 pages. Available in PDF, EPUB and Kindle. Book excerpt: A practical guide to being a trusted advisor for leaders in any industry In this hands-on successor to the popular book The Trusted Advisor, you'll find answers to pervasive questions about trust and leadership—such as how to develop business with trust, nurture trust-based relationships, build and run a trustworthy organization, and develop your trust skill set. This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists for the wide range of situations a trusted advisor inevitably encounters. The authors speak in concrete terms about how to dramatically improve your results in sales, relationship management, and organizational performance. Your success as a leader will always be based on the degree to which you are trusted by your stakeholders. Each chapter offers specific ways to train your thinking and your habits in order to earn the trust that is necessary to be influential, successful, and known as someone who makes a difference. Self-administered worksheets and coaching questions provide immediate insights into your current business challenges Real-life examples demonstrate proven ways to "walk the talk" Action plans bridge the gap between insights and outcomes Put the knowledge and practices in this fieldbook to work, and you'll be someone who earns trust quickly, consistently, and sustainably—in business and in life.
Download or read book Advisor Selling written by Mark Hunter and published by Createspace Independent Publishing Platform. This book was released on 2016-12-12 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this 2nd edition of the book, Matt focuses on the post-digital world driven by technology where power shifts to the buyer. Chances are when you arrive for the sales meeting, the prospect already knows more about you than you do about them. However, with technology comes opportunity. Today's buyer is overwhelmed with data and information and they need help - they need a trusted advisor. Trusted advisors: Get to "yes" faster Keep their products sold Stay embedded during the "budget" cuts Have more referrals Have higher customer satisfaction In this book, you will learn from the years of research, observation and personal experiences of Matthew Hudson and Mark Hunter. They have spent decades immersed in the sales industry and have taught the concepts in this book to companies with amazing results. If you follow the principles outlined here, you will get more than a sale. You also will get trusted advisor status.
Download or read book Smarter Selling ePub eBook written by David Lambert and published by Pearson UK. This book was released on 2012-09-26 with total page 222 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book shows readers the smarter way to sell -by building trusted consultative relationships with their customers. Whatever you are selling, this book will help you do it better, and feel better about doing it. By switching your focus from the hard sell to building more trust and adding more value, you will end up not just with more satisfied customers, but with more sales as well. The full text downloaded to your computer With eBooks you can: search for key concepts, words and phrases make highlights and notes as you study share your notes with friends eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps. Upon purchase, you'll gain instant access to this eBook. Time limit The eBooks products do not have an expiry date. You will continue to access your digital ebook products whilst you have your Bookshelf installed.
Download or read book The Trusted Advisor 20th Anniversary Edition written by Charles H. Green and published by Simon and Schuster. This book was released on 2001-10-09 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt: Bestselling author David Maister teams up with Charles H. Green and Robert M. Galford to bring us the essential tool for all consultants, negotiators, and advisors. In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one's discipline is not enough, assert world-renowned professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. To demonstrate the paramount importance of trust, the authors use anecdotes, experiences, and examples -- successes and mistakes, their own and others' -- to great effect. The result is an immensely readable book that will be welcomed by the inexperienced advisor and the most seasoned expert alike.
Download or read book The Trusted Advisor Sales Engineer written by John Care and published by . This book was released on 2020-06-14 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales and Sales Engineering leaders across the world have used the Trusted Advisor label hundreds of times over the past twenty years. Yet it really doesn't mean that much without a lot of explanation. You may be thinking about some of these questions right now. Becoming a Trusted Advisor is not as simple as it sounds, which is why so many organizations either never try, or make a half-hearted effort. Trusted Advisor - two words, five syllables and fifteen letters hide a massive complexity. For the first time ever, there is now a book specifically designed to start the individual Sales Engineer on the journey to becoming a Trusted Advisor. Section One covers how to define and actually measure trust with your clients. Section Two looks at the practical aspects involved in building trust through Discovery, Presentations, Demos and all the other standard activities of an SE. Section Three examine how to get started and put it all into practice - both for individuals and for SE teams. This is not one of those tiny 40 page eBooks. It's over 150 pages of thoughts, ideas, best practices and real life examples based on dozens of clients and thousands of students who have already taken the workshop.** Note the 2020 Paperback version is a reformatted version of the original eBook with a only few minor edits and updates. **
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 Trusted Selling written by Mentrick J. H. Xie and published by . This book was released on 2010-09-01 with total page 120 pages. Available in PDF, EPUB and Kindle. Book excerpt: Trusted Selling represents a proven, successful and intelligent sales process based on calculating 'trusted credits' for prospective customers. Through the Trusted Selling Process, sales professional can easily access their competitive advantages, smartly qualify the most successful business opportunity, schedule a sales call with the best timing and establish royal customers at the lowest opportunity cost. This practical sales approach is suitable for all B2B selling, and is especially useful for sales strategic planning in the international marketplace.
Download or read book High Trust Selling written by Todd Duncan and published by Thomas Nelson Inc. This book was released on 2002 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: High Trust Selling will empower you with the tools necessary to become a great leader in selling and compel you to maximize your potential in life. This book can take you to the next level.
Download or read book Mastering Technical Sales written by John Care and published by Artech House. This book was released on 2008 with total page 360 pages. Available in PDF, EPUB and Kindle. Book excerpt: This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more.
Download or read book Agile Selling written by Jill Konrath and published by Penguin. This book was released on 2015-07-07 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: Being an agile seller virtually guarantees a prosperous career. When salespeople are promoted, switch jobs, or face new business conditions, they need to learn lots of new information and skills quickly. It's a daunting task, compounded by the fact that they're under intense pressure to deliver immediate results. What Jill Konrath calls agile selling is the ability to quickly learn all this new info and then leverage it for maximum impact. Having an agile mindset, one that keeps you going through challenging times, is the crucial starting point. You also need a rapid-learning plan that helps you establish situational credibility with your targeted or existing customers in just thirty days. In Agile Selling, you'll discover numerous strategies to help you become an overnight sales expert, slashing your path to proficiency. Jill Konrath's fresh sales strategies, provocative insights, and practical advice help sellers win business with today's crazy-busy prospects.
