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The 10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers, and Driving Profits Through the Roof
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
BUY ON AMAZON
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
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
BUY ON AMAZON
Identifying and Managing Project Risk: Essential Tools for Failure-Proofing Your Project
Why Project Risk Management?
Identifying Project Schedule Risk
Quantifying and Analyzing Activity Risks
Closing Projects
Appendix A Selected Detail From the PERIL Database
C++ GUI Programming with Qt 3
Getting Started
Reading and Writing Text
Inter-Process Communication
Connecting and Querying
TCP Networking with QSocket
Introduction to 80x86 Assembly Language and Computer Architecture
Branching and Looping
String Operations
Bit Manipulation
Appendix C MASM 6.11 Reserved Words
Appendix E 80x86 Instructions (by Opcode)
Logistics and Retail Management: Emerging Issues and New Challenges in the Retail Supply Chain
Retail Logistics: Changes and Challenges
The Internationalization of the Retail Supply Chain
Fashion Logistics and Quick Response
Logistics in Tesco: Past, Present and Future
The Development of E-tail Logistics
Visual Studio Tools for Office(c) Using C# with Excel, Word, Outlook, and InfoPath
Conclusion
Working with the Workbooks Collection
Working with Windows
Working with Bookmarks
Conclusion
Python Programming for the Absolute Beginner, 3rd Edition
Running GUI Code Three Ways
Part V: Integration
The SWIG Integration Code Generator
Doing the Right Thing
Section A.2. Major Changes in 1.6
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