Green shows sales executives how to improve the sales organization by equipping it with motivation techniques and a full comprehension of the selling process. His message is clear and proven. Sales results improve dramatically when selling is viewed as motivating people to buy and when sales organizations learn to use this concept. Sales executives who learn this-and it is definitely not common knowledge, says Green-can pass these techniques to their sales managers, who can then train and motivate the sales force. It's an approach that in practice sounds right and feels good, Green explains, and it produces results. It also creates the desire to learn more about motivation and selling, and this in turn will have added benefits. For people in any occupation involving sales and a knowledge of sales techniques, this book will be a pleasant surprise: a way to understand sales strategies and how an organization can implement them, in a way that few have thought of-a simple way that works.
The long-awaited sequel to Solution Selling, one of history's most popular selling guides
Nearly 10 years ago, the influential bestseller Solution Selling literally rewrote the rules for selling big-ticket, long-cycle products. The New Solution Selling expands the classic text's cases, examples, and situations and sharpens its focus on streamlining the sales process to achieve greater success in fewer steps and a shorter time frame. Much in sales has changed in the past decade, and The New Solution Selling incorporates those changes into an integrated, tailored approach for improving both individual productivity and organizational return on investment. Written to enhance the results and careers of sales pros and managers in virtually any industry, this performance-focused book features:A completely revamped, updated sales philosophy,management system, and architecture Tools to increase the quality and velocity of sales pipeline opportunities Techniques that "Best of the Best" use to prospect for success
Solution Selling created new rules for one-to-one selling of hard-to-sell items. The New Solution Selling focuses on streamlining the proven Solution Selling process and quickly differentiating both oneself and one's products from the competition while decreasing the time spent between initial qualifying and a successful, profitable close.
These days it seems like we’re always in a buyer’s market. But even at a time when the word value is used interchangeably with cheap and the Internet is a bargain hunter’s paradise, there are ways for sales professionals to regain the upper hand.
In Crush Price Objections, Tom Reilly, bestselling author of Value-Added Selling, teaches field-tested tactics for engaging price shoppers and holding the line on declining profits. It provides tips and tactics for:Developing a price-objection counterattack before you meet with buyers Using questions and compelling presentations to move the conversation away from the subject of price Destroying price objections if they surface Understanding why and when to raise your prices Creating winning bids—on paper and online
Crush Price Objections offers you the tactical support you need to focus specifically on price resistance in order to attain maximum profit in the most challenging circumstances. Let Tom Reilly show you how to stop haggling—and start closing!
Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals.
Sales Management Demystified addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track.
This fast and easy guide offersIdeas for sourcing, screening, and selecting the best candidates Tips for training salespeople in product, customer, and competitor knowledge, and in selling skills The model for choosing the most successful sales force organization and deployment Monetary and nonmonetary methods to reward positive sales force action and results Performance management techniques that evaluate results, actions, skills, knowledge, and personal characteristics
Simple enough for a novice but challenging enough for a veteran manager, Sales Management Demystified is your shortcut to developing a successful sales team.
Customers are overloaded with information, overwhelmed by options, and short on time—so the salesperson who is always responsive and completely focused on value, is the one who will stand out from the crowd and get the sale. Combining leading-edge research with field experience, the book shows readers how to:
Maximize the value of their selling • Accelerate responsiveness to build trust and credibility • Earn valuable selling time with customers • Shape the buyer’s vision • Integrate persuasive stories into their sales process • Build lasting relationships through follow-up and customer service
Insightful and practical, the book arms salespeople with a powerful set of strategies they can use to spur buyers to say yes!
• A winning process for sales preparedness throughout your daily selling life
• Strategies to determine if a sales opportunity is an order opportunity
• A road map for change to deal with the “new normal” of Business to Business selling
• Strategies for creating a valuable lifetime income stream from your customers
• Sales scenarios at the end of each chapter to test your strategies for winning
• A mindset to move sold-to accounts back to prospects for value you can deliver
• New strategies for building customer loyalty
• Guidelines for shaping your prospect’s definition of value throughout the sales process
Today’s B2B industrial prospects are struggling to survive within the new normal of doing more with less. Help your prospects be winners in this environment and you will be an order winner. “Are You Ready to Sell?” equips you with the tools you need to be a consistent B2B sales order winner.
The initial portion of the monograph discusses the areas of military strategy and the development of operational art. This area was developed using contemporary monographs, research projects, and professional journal articles. Professional military journals such as Parameters and Military Review publish relevant articles covering these subjects on a recurring basis. The majority of the information covering Mao’s thoughts and writings were drawn from The Selected Works of Mao Tse-Tung published in Beijing, China by the Foreign Languages Press.
The section dealing with the essence of operational art was developed primarily from James Schneider’s theoretical paper; Vulcan’s Anvil: The American Civil War and the Emergence of Operational Art. In this paper Schneider identifies, defines, and argues that eight key attributes must exist for the fullest expression of operational art to be manifested. These eight attributes are; the distributed operation, the distributed campaign, a system of continuous logistics, instantaneous command and control, the operationally durable formation, operational vision, the distributed enemy, and distributed deployment. This monograph uses Schneider’s eight key attributes of operational art as a measure of effectiveness for evaluating the use of operational art during the Chinese Civil War.
This monograph concludes that while Mao Tse-Tung was one-step removed from the operational level of war, the commanders of the Red Army, guided by his theory of protracted war and his controlling strategy, successfully applied operational art to decisively defeat a larger, better equipped, and trained military force in a sequential series of battles and engagements.