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This book teaches salespeople to rethink their approach to sales
goals--so they not only sell a greater quantity but sell with the
bottom line in mind. In the high-pressure quest to make a sale,
acquire a contract, and beat out other bidders, sales professionals
frequently resort to short-term strategies like cutting prices,
offering discounts, or making other concessions. By explaining how
short-term strategies are destructive to the long-term
sustainability of a business, High-Profit Selling helps salespeople
instead focus their energy on "profit sales" that successfully
execute product price increases while maintaining and strengthening
current customer relationships. In this invaluable resource, you'll
learn: how to avoid negotiating, actively listen to customers,
match the benefits of products or services with customers' needs
and pains, confidently communicate value, and ensure prospects are
serious and not shopping for price. Too many salespeople believe
that a sale at any price is better than no sale at all. High-Profit
Selling teaches them to do away with this logic and instead make
sales that satisfy and add value to both the client and company.
Search engines and social media have changed how prospecting
pipelines for salespeople are built today, but the vitality of the
pipeline itself has not. The key to success for every salesperson
is his pipeline of prospects. In High-Profit Prospecting, sales
expert Mark Hunter shatters costly prospecting myths and eliminates
confusion about what works today. Merging new strategies with
proven practices that unfortunately many have given up (much to
their demise), this must-have resource for salespeople in every
industry will help you: Find better leads and qualify them quickly
Trade cold calling for informed calling Tailor your timing and
message Leave a great voicemail and craft a compelling email Use
social media effectively Leverage referrals Get past gatekeepers
and open new doors Top producers are still prospecting. However,
buyers have evolved, therefore your prospecting needs to as well.
For the salesperson, prospecting is still king. Take back control
of your pipeline for success!
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