Quick Guide: How Top Salespeople Sell

Business & Finance, Marketing & Sales, Sales & Selling, Management & Leadership, Management
Cover of the book Quick Guide: How Top Salespeople Sell by Paul C Burr, Paul C Burr
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Author: Paul C Burr ISBN: 9781301353576
Publisher: Paul C Burr Publication: March 29, 2013
Imprint: Smashwords Edition Language: English
Author: Paul C Burr
ISBN: 9781301353576
Publisher: Paul C Burr
Publication: March 29, 2013
Imprint: Smashwords Edition
Language: English

Within you will discover how:
• Customers fundamentally only ask four questions:

  1. Do I trust you?
  2. What value do you bring to the table?
  3. Are you the right person/organisation to do business with?
  4. How does it work (i.e. feature/benefits) or how will we work together?
    • Moderate performing salespeople often answer these four questions in reverse order.
    • Top performers do things better and differently; they...
    - Focus firstly on Questions 1 and 2
    - Ask better questions that nurture insight and instil passion
    - Guide customers sensitively on a spiral journey in and out of the problems they face. The dualistic nature of this journey inspires action.
    - Engage the customer to evaluate the consequences of both action and inaction.
    - Understand and apply what CxOs expect and value from business relationships
    • Top salespeople know the answer to a CEO’s first question, “Why am I, personally, talking to you?”
    • The future of sales will rely more on truth than trust
    • How to raise your organisation's like-for-like sales performance by 20-30% or more.
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

Within you will discover how:
• Customers fundamentally only ask four questions:

  1. Do I trust you?
  2. What value do you bring to the table?
  3. Are you the right person/organisation to do business with?
  4. How does it work (i.e. feature/benefits) or how will we work together?
    • Moderate performing salespeople often answer these four questions in reverse order.
    • Top performers do things better and differently; they...
    - Focus firstly on Questions 1 and 2
    - Ask better questions that nurture insight and instil passion
    - Guide customers sensitively on a spiral journey in and out of the problems they face. The dualistic nature of this journey inspires action.
    - Engage the customer to evaluate the consequences of both action and inaction.
    - Understand and apply what CxOs expect and value from business relationships
    • Top salespeople know the answer to a CEO’s first question, “Why am I, personally, talking to you?”
    • The future of sales will rely more on truth than trust
    • How to raise your organisation's like-for-like sales performance by 20-30% or more.

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