Open Daily: 10am - 10pm | Alley door pickup 10am - 7pm 3038 Hennepin Ave Minneapolis, MN
612-822-4611

  • Open Daily: 10am - 10pm
    Alley-side Pickup: 10am - 7pm

    3038 Hennepin Ave Minneapolis, MN
    612-822-4611

Open Daily: 10am - 10pm | Alley-side Pickup: 10am - 7pm
3038 Hennepin Ave Minneapolis, MN
612-822-4611
Quick Guide - How Top Salespeople Sell: for new or seasoned sales professionals, managers and CEOs.

Quick Guide - How Top Salespeople Sell: for new or seasoned sales professionals, managers and CEOs.

Burr Phd, Paul C.

Paperback

Series: Quick Guides to Business, Book 1

Management

ISBN10: 1484003527
ISBN13: 9781484003527
Publisher: Createspace
Published: Apr 1 2013
Pages: 48
Weight: 0.13
Height: 0.10 Width: 5.00 Depth: 7.99
Language: English
This 30-page article bears from my research, consulting, direct selling experience and coaching within global corporations over a twenty year period. The companies I worked for directly, or in a freelance capacity with, included: IBM, Cisco, Accenture, Xerox, American Express, Standard Chartered, BP and Reckitt Benckiser. Within you will discover how and why top salespeople outsell 'moderates'. Summary bullet-points: - 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 - To raise your organisation's like-for-like sales performance by 20-30% or more

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