Books


Books

Hope is Not a Strategy: The 6 Keys to Winning the Complex Sale . Page, R. ( 2002 ). New York : McGraw-Hill .

In this book you ‚ ll find a very important discussion of what business developers do to uncover the real pain, tie it to the financial future of a company, and put themselves in a much more strategic position with their clients. This is exactly what WLP professionals need to do to gain a seat at the table and fulfill their duties as the true stewards for their people, their organizations, and their clients . This is a book for WLP professionals who want to know more about why senior executives want you to act more like salespeople.

Selling to VITO: The Very Important Top Officer . Parinello, A. ( 1999 ). Holbrook, MA : Adams Media Corporation .

Parinello spends a great deal of time sorting out who in an organization makes decisions and who does not. Using this information, you can figure out how to spend your time on the right kind of people. As a WLP professional and not a pure salesperson, you need to continuously communicate and deliver value at all levels of your organization. What you will find interesting in Parinello ‚ s book are his examples of how to use what he calls opening statements in phone calls, letters , memos, and other forms of communication. Parinello has done an excellent job of providing a wealth of examples to describe the objections that executives often raise. He then shows you how to handle those objections.

What ‚ s Keeping Your Customers Up at Night?: Close More Deals by Selling to Your Client ‚ s Pain . Cody, S., and R. Harte. ( 2003 ). New York : McGraw-Hill .

When you venture into discussions of how to make a difference on financial statements, you ‚ ll inevitably touch on sensitive subjects. It may take some time for your executives to open up to you. It ‚ s possible to inadvertently make a situation worse instead of better by not knowing how to recognize and diffuse sensitivity and distrust . Cody and Harte describe how to approach difficult subjects with executives or decision makers . Their book gives examples of body language and samples of actual conversations.




Quick Show Me Your Value
Quick! Show Me Your Value
ISBN: 1562863657
EAN: 2147483647
Year: 2004
Pages: 157

flylib.com © 2008-2017.
If you may any questions please contact us: flylib@qtcs.net