Table of content
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The 10 Immutable Laws of Power Selling Authors: DeSena J. Published year: 2003 Pages: 1/115 |
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- Table of Contents
- Table of Contents
- BackCover
- The 10 Immutable Laws of Power Selling
- Preface
- There Has Been an Underappreciated Shift in the Nature of Sales
- Why I Wrote This Book
- What You Can Expect from This Book
- This Book Is for You
- How to Get the Most from This Book
- Becoming an Exceptional Sales Professional
- Part I: Make the Sale - Four Strategies for producing High-Value Solutions and Building Lasting Customer Relationships
- Law 1: Create High value
- Five-Step Problem-Solving Approach
- Understand What Customers Value
- Create High-Value Solutions
- Deliver Consistent Value
- The Core of Law 1: Deliver High Value
- Law 2: Decide on your market
- What Do You Do for Your Customers?
- Who Are Your Customers?
- Why Do They Buy?
- Why Should They Buy from Your Company?
- How Do You Negotiate Price?
- The Core of Law 2: Decide on Your Market
- Law 3: Develop Customer Expertise in Your Selected Market
- Walk in the Customer s Shoes
- Educate Your Customers
- Sell Solutions at the Highest Level
- Be Easy to Do Business With
- Help the Customer Make a Decision
- The Core of Law 3: Develop Customer Expertise in Your Selected Market
- Law 4: Build Relationships for Repeat Business
- Three Common Mistakes Salespeople Make
- What Do Customers Value in a Salesperson?
- Customer Relationships Defined
- Building Customer Relationships Is a Critical Part of Selling
- An Integrated Solution
- Fundamentals of Business Case Development
- Creating a New Relationship
- The Core of Law 4: Build Relationships for Repeat Business
- Part II: Take the Lead - Find the Limits and Then Exceed Them by Owning Innovative Customer Solutions
- Law 5: Start with a Leader s Perspective
- The Sales Leader s Challenge
- The Process of Change
- Three Roles of Sales Leaders
- Account Managing Versus Account Leading
- Find a Greater Good
- Value Innovation
- The Core of Law 5: Start with a Leader s Perspective
- Law 6: Lead from Within
- Sales Leaders Influence Others
- Make Better Decisions
- Get Things Done Right
- Make Informed Decisions
- Use Smart Planning
- The Core of Law 6: Lead from Within
- Law 7: Make It a Team Effort
- Four Cornerstones of Successful Sales Teams
- Develop Commitment with Others
- Delegate and Deliver
- Sales Leaders Are Communicators
- We Took the Lead
- The Core of Law 7: Make It a Team Effort
- Part III: Win - Tips and Techniques for Getting Results, Accomplishing Priorities, and Creating Continuing Success
- Law 8: Build Lasting Success
- Stability
- Purpose
- The Core of Law 8: Build Lasting Success
- Law 9: Drive Toward exceptional Results
- Managing Projects
- Winning Proposals
- Presentation Skills
- People Skills
- The Core of Law 9: Drive Toward Exceptional Results
- Law 10: Manage Multiple Customer Priorities
- How to Control Interruptions
- Cut Meeting Time in Half
- Get Organized
- Home Office Challenges
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The 10 Immutable Laws of Power Selling Authors: DeSena J. Published year: 2003 Pages: 1/115 |
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