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Spinr Selling
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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.
Book Synopsis The Challenger Sale by : Matthew Dixon
Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Book Synopsis Secrets of Question-Based Selling by : Thomas Freese
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
Book Synopsis Major Account Sales Strategy (PB) by : Neil Rackham
Download or read book Major Account Sales Strategy (PB) written by Neil Rackham and published by McGraw Hill Professional. This book was released on 1989-01-22 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt: An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle. Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . . Tailor your selling strategy to match each step in the client's decision-making process. Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts. Gain entry to accounts through many different windows of opportunity. Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople. Handle negotiations, concessions on price, and term agreements skillfully and effectively. Offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.
Book Synopsis Solution Selling: Creating Buyers in Difficult Selling Markets by : Michael T. Bosworth
Download or read book Solution Selling: Creating Buyers in Difficult Selling Markets written by Michael T. Bosworth and published by McGraw-Hill Companies. This book was released on 1995 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of tools that enable sales managers to manage pipeline, assign prospecting activity, control the cost of sales, and more.
Download or read book Gap Selling written by Keenan and published by Sales Guy Publishing. This book was released on 2019-11-05 with total page 262 pages. Available in PDF, EPUB and Kindle. Book excerpt: People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics. Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change). Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today's frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers. Today's sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value. Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter: Shorter Sales Cycles Increased Revenue Elevated Deal Values Higher Win Rates Fewer No Decisions More Leads And Happier Buyers Gap Selling elevates the sales world's selling IQ and turns sales order takers into sales influencers.
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-04-30 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellerswho almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors andworld-renowned sales experts, set out to find the answer. Theystudied more than 700 business-to-business purchases made by buyerswho represented a total of $3.1 billion in annual purchasing power.When they compared the winners to the second-place finishers, theyfound surprising results. Not only do sales winners sell differently, they sellradically differently, than the second-place finishers. In recent years, buyers have increasingly seen products andservices as replaceable. You might think this would meanthat the sale goes to the lowest bidder. Not true! A new breed ofseller—the insight seller—is winning the sale withstrong prices and margins even in the face of increasingcompetition and commoditization. In Insight Selling, Schultz and Doerr share thesurprising results of their research on what sales winners dodifferently, and outline exactly what you need to do to transformyourself and your team into insight sellers. They introduce asimple three-level model based on what buyers say tip the scales infavor of the winners: Level 1 "Connect." Winners connect the dots betweencustomer needs and company solutions, while also connecting withbuyers as people. Level 2 "Convince." Winners convince buyers that they canachieve maximum return, that the risks are acceptable, and that theseller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers bybringing new ideas to the table, delivering new ideas and insights,and working with buyers as a team. They also found that much of the popular and current advicegiven to sellers can damage sales results. Insight Sellingis both a strategic and tactical guide that will separate the goodadvice from the bad, and teach you how to put the three levels ofselling to work to inspire buyers, influence their agendas, andmaximize value. If you want to find yourself and your team in thewinner's circle more often, this book is a must-read.
Download or read book Selling is Dead written by Marc Miller and published by John Wiley & Sons. This book was released on 2012-06-29 with total page 215 pages. Available in PDF, EPUB and Kindle. Book excerpt: A manifesto for reinventing the sales function Selling Is Dead argues that selling teams and growth-motivated organizations must change to remain competitive. It presents a new selling framework based on research that indicates that buyer behavior can be modeled and that large sales and small sales are fundamentally different. This new framework provides salespeople with a practical structure for giving buyers significantly more value for their dollar-value well beyond the products and services being sold. Rather than focusing on one selling model, regardless of the type of sale, this book offers four different types of large sales and presents specific strategies for succeeding at each. Many sales organizations are systematically mismanaging their selling opportunities and failing to optimize their markets. Through effective selling models, illustrative case studies and examples, and real-world anecdotes, Selling Is Dead brings strategy and efficiency to sales-and shows every sales-based business how to reap the rewards.
Book Synopsis Making Major Sales by : Neil Rackham
Download or read book Making Major Sales written by Neil Rackham and published by Gower Publishing Company, Limited. This book was released on 1987 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis 20 Days to the Top by : Brian Sullivan
Download or read book 20 Days to the Top written by Brian Sullivan and published by Sourcebooks, Inc.. This book was released on 2005-09-01 with total page 719 pages. Available in PDF, EPUB and Kindle. Book excerpt: "I've been selling the same basic product to the same customers for over 10 years. I watched your video and it turned my thinking upside down!...And guess what?? I WAS my company's Top Sales Performer!" --Linda Jamison, National Account Manager, Time Warner Book Group Brian Sullivan is an award-winning salesperson and one of the most prominent and sought-after sales and leadership trainers. His high-energy, no-nonsense, interactive seminars on the PRECISE Selling Formula have become one of the hottest training courses in sales. Based around the notion that you should "Say less...while selling more," Sullivan teaches salespeople how to execute the PRECISE Selling Formula in just 20 days. They'll also learn how to: --Lead their company in sales --Be stupid to make stupid big money --Create a posture that attracts customers --Evaluate sales performance after every call
Book Synopsis Atomic Habits Summary (by James Clear) by : James Clear
Download or read book Atomic Habits Summary (by James Clear) written by James Clear and published by James Clear. This book was released on with total page 39 pages. Available in PDF, EPUB and Kindle. Book excerpt: SUMMARY: ATOMIC HABITS: An Easy & Proven Way to Build Good Habits & Break Bad Ones. This book is not meant to replace the original book but to serve as a companion to it. ABOUT ORIGINAL BOOK: Atomic Habits can help you improve every day, no matter what your goals are. As one of the world's leading experts on habit formation, James Clear reveals practical strategies that will help you form good habits, break bad ones, and master tiny behaviors that lead to big changes. If you're having trouble changing your habits, the problem isn't you. Instead, the issue is with your system. There is a reason bad habits repeat themselves over and over again, it's not that you are not willing to change, but that you have the wrong system for changing. “You do not rise to the level of your goals. You fall to the level of your systems” - James Clear I’m a huge fan of this book, and as soon as I read it I knew it was going to make a big difference in my life, so I couldn’t wait to make a video on this book and share my ideas. Here is a link to James Clear’s website, where I found he uploads a tonne of useful posts on motivation, habit formation and human psychology. DISCLAIMER: This is an UNOFFICIAL summary and not the original book. It designed to record all the key points of the original book.
Download or read book Way of the Wolf written by Jordan Belfort and published by Simon and Schuster. This book was released on 2017-09-26 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Jordan Belfort—immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street—reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star. For the first time ever, Jordan Belfort opens his playbook and gives you access to his exclusive step-by-step system—the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan’s $1,997 online training. Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations. Written in his own inimitable voice, Way of the Wolf cracks the code on how to persuade anyone to do anything, and coaches readers—regardless of age, education, or skill level—to be a master sales person, negotiator, closer, entrepreneur, or speaker.
Book Synopsis The Lost Art of Closing by : Anthony Iannarino
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.\
Book Synopsis Managing Major Sales by : Neil Rackham
Download or read book Managing Major Sales written by Neil Rackham and published by Harper Collins. This book was released on 1991 with total page 282 pages. Available in PDF, EPUB and Kindle. Book excerpt: The first book on managing major sales from the bestselling author of SPIN® Selling.
Book Synopsis Conceptual Selling by : Robert Bruce Miller
Download or read book Conceptual Selling written by Robert Bruce Miller and published by Grand Central Publishing. This book was released on 1989 with total page 324 pages. Available in PDF, EPUB and Kindle. Book excerpt: Written by the authors of Strategic Selling, this is the revolutionary system for face-to-face selling that's used by America's best companies.
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 Adaptive Selling written by David Collins and published by . This book was released on 2021-03-15 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Adaptive Selling Techniques Determine Sales Success The most common questions we have been asked by senior executives are; "What makes a top sales performer?" What makes certain people in a wide range of industries so successful at consistently winning big deals while others fail or only achieve sub-par outcomes? Is their success due to random chance, genetics, or do they simply do things differently from less successful salespeople? We have researched those questions with sales leaders and top performers at our customers all over the world to understand what top salespeople had in common. This book is a summary of what we have discovered and is designed to help you, the sales professional, learn about and apply the key behaviors of top sales performers. This book will show how the Adaptive-Selling approach uniquely integrates the following: - The importance of properly managing relationships throughout the entire selling process. - Where the most commonly used sales processes are best used including Spin Selling, Consultative Selling, Challenger Selling. - How SOCIAL STYLE's is a key tool for enhancing relationships and improving the effectiveness of all Sales Methodologies. - This book takes SOCIAL STYLEs to places that you won't find elsewhere including Messaging, Meeting Preparation, Decision Mapping, and Win Loss Reviews. You will find many formidable books on several of these topics, but what you can't find, is a book that integrates these various methods and skills together as simply and applicably as this one does. TRACOM didn't invent all of these techniques. What we have done is provided an application of them that increases the power and usefulness of any set of selling skills across all of the most popular sales process methodologies of today. Based on decades or research and filled with practical advice, Adaptive Selling, is a must-read for every-one whose success is dependent on selling in today's ever-changing world.
