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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
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Stored Functions
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Named Conditions
Creating Stored Programs
Performance Characteristics of Stored Programs
FileMaker Pro 8: The Missing Manual
Text Parsing Calculations
Date and Time Calculations
The Let Function and Variables
Disable Script Steps
Appendix A. Getting Help
The New Solution Selling: The Revolutionary Sales Process That Is Changing the Way People Sell [NEW SOLUTION SELLING 2/E]
Chapter Two Principles
Chapter Seven Diagnose Before You Prescribe
Chapter Nine Selling When You re Not First
Chapter Ten Vision Re-engineering
Chapter Fifteen Sales Management System: Managers Managing Pipelines and Salespeople
The Java Tutorial: A Short Course on the Basics, 4th Edition
About the Java Technology
First Steps (MacOS)
Summary of Reading and Writing
Taking Advantage of the Applet API
Interfaces
Microsoft WSH and VBScript Programming for the Absolute Beginner
Getting Started with the WSH and VBScript
Overview of the Windows Script Host
Conditional Logic
Processing Collections of Data
Appendix C Whats on the CD-ROM?
Java Concurrency in Practice
What is Thread Safety?
Parallelizing Recursive Algorithms
AbstractQueuedSynchronizer
Atomic Variable Classes
Summary
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