Selling to the Top: David Peoples' Executive Selling SkillsJohn 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 |
Índice
Introduction | 1 |
How to Identify | 24 |
Am I Going to | 42 |
How to Meet Mr Ms Big | 59 |
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 |
Dream Desire | 202 |
We control the dice of life | 212 |
The power of persistence | 221 |
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Selling to the Top: David Peoples' Executive Selling Skills David A. Peoples Pré-visualização indisponível - 1993 |
Palavras e frases frequentes
Acid Rain Amiable Analytical answer Aristotle behavioral style better biggest blocker Bob Schaffer bottom Breakthrough Strategy Business Buying Reasons business philosophy buying center Chapter characteristics Coach competition competitor Critical Success Factors CSFs customer or client customer service customer's goals Dale Carnegie differentiate Dominant Influencer Driver Economic Decision Maker emotional example Expressive FEEL FACTS focus forecast gas company Gatekeeper Here's identify important industry interest Joe Girard left brain reasons listen logic Longboat Key look lose marketing never objectives Personal Buying Reasons players Porsche power company problem product or service question mark relationship right brain sales calls salespeople salesperson sell shown in Figure skills specific story summarized in Figure talk techniques things To-Do List trust U.S. Supreme Court USER USER vendor visual aids Zig Ziglar