[PDF] Buyer Centered Selling eBook

Author : Thomas Williams
Publisher :
Page : 296 pages
File Size : 31,84 MB
Release : 2019-07-26
Category : Business & Economics
ISBN : 9781948974042

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In 2018 we co-authored The Seller's Challenge: How Top Performers Master 10 Deal Killing Obstacles in B2B Sales. Our motive in writing that book was to provide sellers a "field manual" for assembling both tactics and strategies that address these specific deal killers This book, Buyer Centered Selling: How Modern Sellers Engage and Collaborate with Buyers, combines "seller's challenges" with "buyer's dilemmas." Without the collaborative efforts of both seller and buyer, many buying processes are doomed by lethargy, fear and eroding internal support from the buying community. Buyer-Centered Selling provides sellers strategies and tactics that help the buyer address eleven dilemmas likely to slow and obstruct the buying process. The reader will discover quickly that buying and selling are inextricably connected in their focus on helping the customer buy. Buyer-Centered Selling focuses on: How buying and selling are changing, the emergence of the "digital native" and why sellers should consider a different approach to engaging the buyer. How to map a buying process and align buying and selling activities that expedite a decision. How an effective sales discovery process can bring buyer and seller together through a shared focus on problems, implications, and solutions. Four behavioral styles and how buyer-centered sellers can adjust and adapt to how the customer wishes to receive and process information. How sellers can craft a communication plan to differentiate their product and themselves. How stalled opportunities may be "jewels" that require a little nurturing and encouragement to become a vital addition to your pipeline or funnel. How a buyer's perception of risk and their fear of failure can influence decision making. How dormant leads and inactive accounts may represent excellent prospecting targets. How research can help unlock an executive's mindset, enrich sales calls, and become the "ideal seller." How cross-selling can be a boon to our selling effort, including myths, obstacles, and best approaches to expanding the seller's footprint in a target organization. Valuable tactics for finalizing a deal, including the core elements to a close, barriers to closing a deal, and secrets for managing a successful close. Buyer-Centered Selling represents the best practice in winning sales today. This is more than a just a book. It's a field training manual that outlines step-by-step what you need to do today to work more effectively with buyers. This book is written for frontline sellers, sales managers, learning and development directors, sales enablement executives, account managers, marketing professionals and CEOs. SPECIAL BONUSES! With this book you will get access to a myriad of complimentary online resources including: The Buyer-Centered Selling Workbook and a Concept Card on most of the chapters. These cards provide a quick overview of the chapter and they highlight key takeaways. Sellers can use these Concept Card as a quick reference or to refresh the concepts. Scroll up and Purchase Buyer-Centered Selling right now.

Author : Michael T. Bosworth
Publisher : McGraw Hill Professional
Page : 305 pages
File Size : 37,8 MB
Release : 2010-01-08
Category : Business & Economics
ISBN : 0071639845

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The Web has changed the game for your customers—and, therefore, for you. Now, CustomerCentricSelling, already recognized as one of the premiermethodologies for managing the buyer-sellerrelationship, helps you level the playing field soyou can reach clients when they are ready to buyand create a superior customer experience. Your business and its people need to be“CustomerCentric”—willing and able to identifyand serve customers’ needs in a world wherecompetition waits just a mouse-click away.Traditional wisdom has long held that sellingmeans convincing and persuading buyers. Buttoday’s buyers no longer want or need to be soldin traditional ways. CustomerCentric Selling givesyou mastery of the crucial eight aspects ofcommunicating with today’s clients to achieveoptimal results: Having conversations instead ofmaking presentations Asking relevant questions insteadof offering opinions Focusing on solutions and notonly relationships Targeting businesspeople insteadof gravitating toward users Relating product usage instead ofrelying on features Competing to win—not just to stay busy Closing on the buyer’s timeline(instead of yours) Empowering buyers instead of tryingto “sell” them What’s more, CustomerCentric Selling teaches andreinforces key tactics that will make the most ofyour organization’s resources. Perhaps you feelyou don’t have the smartest internal systems inplace to ensure an ideal workflow. (Perhaps, asis all too common, you lack identifiable systemsalmost entirely.) From the basics—and beyond—ofstrategic budgeting and negotiation to assessingand developing the skills of your sales force, you’lllearn how to make sure that each step yourbusiness takes is the right one.

Author : Michael T. Bosworth
Publisher : McGraw-Hill Companies
Page : 278 pages
File Size : 46,98 MB
Release : 1995
Category : Business & Economics
ISBN :

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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.

Author : BusinessNews Publishing,
Publisher : Primento
Page : 29 pages
File Size : 35,48 MB
Release : 2013-02-15
Category : Business & Economics
ISBN : 2806239443

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The must-read summary of Michael Bosworth and John Holland's book: "Customer Centric Selling: The Message Driven Sales Process". This complete summary of the ideas from Michael Bosworth and John Holland's book "Customer Centric Selling" shows how marketers and salespeople should work together to achieve more. Customer centric selling is a system where salespeople and marketers come together and use sales-ready messages to help customers visualise a product and how it can satisfy their needs. The authors share the 8 critical aspects that you will need to master in order to communicate these messages to your customers. Added-value of this summary: • Save time • Understand key concepts • Increase your business knowledge To learn more, read "Customer Centric Selling" and find out how you can create sales-ready messages that will dramatically increase your sales figures.

Author : Lee B. Salz
Publisher : HarperCollins Leadership
Page : 208 pages
File Size : 16,99 MB
Release : 2021-09-14
Category : Business & Economics
ISBN : 1400222516

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Game-changing new strategies to outsmart, outmaneuver, and outsell your competition! Salespeople face fierce competition in their pursuit of winning deals. Differences in product features and functions get smaller by the minute and are not always meaningful to buyers. How do you stand out from the pack and not just land the account, but win deals at the prices you want? Lee B. Salz’s previous ground-breaking, bestselling book, Sales Differentiation, armed salespeople with strategies to differentiate both what they sell and how they sell it. Sell Different! provides a new component of Sales Differentiation strategy to help you outsmart, outmaneuver, and outsell the competition to win more deals at the prices you want. This book provides you with the tools you need to land new accounts and grow existing ones. The practical, proven strategies presented in Sell Different! include: How to defeat your toughest competitor (hint: it’s not who you think it is) An actionable 16-phase plan to reach and engage elusive prospects Finding more of your best clients (it’s easier than you think) Acquiring more referrals than you ever dreamed possible Virtual selling and how to harness its potential Neutralizing the fear of change that paralyzes buyers and kills deals Structuring pilot programs that advance your deals Identifying the critical person needed to win more deals at the prices you want Solving closing problems and fixing the real issue limiting your success Dissecting and resolving the most challenging sales objection — price! What 99.999% of salespeople don’t do, but should Expanding account relationships to explode revenue and lock out the competition How to address a major flaw when comparing salespeople with professional athletes And much, much more! If you are a salesperson, executive, or business owner who desires to win more deals at the prices you want, then this book is for you.

Author : Keenan
Publisher : Sales Guy Publishing
Page : 262 pages
File Size : 44,96 MB
Release : 2019-11-05
Category :
ISBN : 9781732891029

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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.

Author : Thomas Williams
Publisher :
Page : 276 pages
File Size : 21,4 MB
Release : 2018-08-15
Category :
ISBN : 9781948974028

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This is more than just a book. It's a reference guide of practical advice on how to handle some of the most difficult challenges in B2B sales encountered today. This book will help both experienced and new sellers prepare and execute more effectively. Take your skills to a new level and read the Seller's Challenge today!

Author : Neil Rackham
Publisher : Taylor & Francis
Page : 253 pages
File Size : 46,31 MB
Release : 2020-04-28
Category : Business & Economics
ISBN : 1000111482

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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.

Author : Brian Tracy
Publisher : Thomas Nelson Inc
Page : 240 pages
File Size : 27,23 MB
Release : 2006-06-20
Category : Selling
ISBN : 0785288066

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Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Author : James Muir
Publisher :
Page : pages
File Size : 39,1 MB
Release : 2020
Category :
ISBN : 9780578614854

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If you want to discover how to close sales using the best practice (one that's non-pushy, flexible, natural & easy to learn) then read this book. Author James Muir shares unique insights on how 'closing the sale' can be done with a natural, non-pushy sales strategy that breaks the stigma often associated with professional sales. The latest science shows that old, counter-productive closing tactics backfire and hold you back. In The Perfect Close you will learn a closing method that is nearly always successful (in the 95% range). It's zero pressure and involves just two questions. It's a clear & simple approach that is flexible enough to use on every kind of sale at every given stage. It can be learned in less than an hour and mastered in a day. In The Perfect Close: The Secret to Closing Sales you will learn:- A simple method to closing that is nearly always successful (95% range) - Is zero pressure & involves just two questions- How traditional closing techniques damage trust & what you can do remain on emotionally higher ground- How to close more sales in a way that makes clients feel more educated, in control and see you as a facilitator & consultant- A proven and repeatable process for advancing sales that can be used in any kind of sale at any given stage- How to add continuous momentum & advance your sales in a way that results in more closed business & faster closed business- A natural way to close that doesn't require that you change your personality or become someone you're not- How to completely eliminate the stress & tension that some people feel when it comes to asking for commitments- How to add value on every sales encounterEverything you need to know to advance every sale to closure The Perfect Close represents the best practice in closing sales today.