Selling to the Top: David Peoples' Executive Selling Skills

Capa
John Wiley & Sons, 16/06/1993 - 256 páginas
David Peoples reveals how you can reach the decision makers at the top and clinch the sale. It's tougher than ever to win over today's customers, but it helps to have David Peoples on your side. This internationally known author, speaker, and sales trainer has already trained over 8,000 IBM salespeople in his highly successful sales program. He gives you proven strategies for getting your foot in the top executive's door, building a relationship, and making the sale. In Selling to the Top, he tells you:
* How to quickly identify the decision makers
* How to figure out who is the Dominant Influencer (DI)
* How to meet Mr./Ms. Big (it's much easier than you think)
* How to size up Mr./Ms. Big before you've met
* How to develop a detailed plan for calling on executives and how to talk their language by knowing their goals
* Everything you'll need to know about the art of persuasion, including how to win, three things that are necessary to persuade another person, how to build trust, and the five most powerful buying motives
* How to differentiate yourself from your competitor
 

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Índice

Introduction
1
Why Call at the Top?
7
How to Identify
24
or Lose?
42
How to Meet Mr Ms Big
59
2 Day at the CIA
71
Sizing Up Mr Ms Big
82
What to Talk About?
117
The best thing to do on the first call
127
Dont forget the key the blocker
137
How to build trust
171
Presenting the Answer
178
The leastrisk strategy
185
and Fire
202
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About the author DAVID A. PEOPLES is an internationally known author and speaker on the subject of presenting, persuading, and winning. As IBM's first consulting instructor, he trained over 8,000 IBM salespeople. He is also the author of the bestselling books, Supercharge Your Selling: 60 Tips in 60 Minutes and Presentations Plus, winner of the Maventec Award. His clients include such diverse organizations as General Electric, Merrill Lynch, Alliance Capital, the American Red Cross, American Institute of CPAs, and Life of Georgia.

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