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The 10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers, and Driving Profits Through the Roof

ISBN: 0071416617
EAN: 2147483647

Year: 2003
Pages: 115

Authors: James Desena

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• 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
• Crisis Management
• The Core of Law 10: Manage Customer Priorities
• Closing Thoughts - Always Strive to Improve
• Create Momentum
• Choices
• Change
• Make the Most of Your Achievements
• Bibliography
• Periodicals
• Index
• Index_B
• Index_C
• Index_D
• Index_E
• Index_F
• Index_G
• Index_H
• Index_I
• Index_J
• Index_K
• Index_L
• Index_M
• Index_N
• Index_O
• Index_P
• Index_R
• Index_S
• Index_T
• Index_U
• Index_V
• Index_W
• Index_Z
• List of Figures
• List of Tables
• List of Sidebars