Quick Guide - How Top Salespeople Sell: for new or seasoned sales professionals, managers and CEOs. - Couverture souple

Burr PhD, Paul C

Couverture souple

ISBN 10 : 1484003527 ISBN 13 : 9781484003527

Editeur : CreateSpace Independent Publishing Platform, 2013

Synopsis

This 30-page article bears from my research, consulting, direct selling experience and coaching within global corporations over a twenty year period. The companies I worked for directly, or in a freelance capacity with, included: IBM, Cisco, Accenture, Xerox, American Express, Standard Chartered, BP and Reckitt Benckiser. Within you will discover how and why top salespeople outsell 'moderates'. Summary bullet-points: • Customers fundamentally only ask four questions: 1. Do I trust you? 2. What value do you bring to the table? 3. Are you the right person/organisation to do business with? 4. How does it work (i.e. feature/benefits) or how will we work together? • Moderate performing salespeople often answer these four questions in reverse order. • Top performers do things better and differently; they... - Focus firstly on Questions 1 and 2 - Ask better questions that nurture insight and instil passion - Guide customers sensitively on a spiral journey in and out of the problems they face. The dualistic nature of this journey inspires action. - Engage the customer to evaluate the consequences of both action and inaction. - Understand and apply what CxOs expect and value from business relationships • Top salespeople know the answer to a CEO’s first question, “Why am I, personally, talking to you?” • The future of sales will rely more on truth than trust • To raise your organisation's like-for-like sales performance by 20-30% or more

A propos du livre

À propos de l'auteur

By Professor John Ditch, York, UK Paul Burr is an incredibly interesting man. I met him in 2005 when he agreed to be my ‘career coach’. At the time I held a senior position at a UK university and it was rather fashionable to undertake ‘management training’; every member of our senior team was expected to devote time to ‘continuing professional development’. I approached Paul because he offered something different, something a little more challenging. We met regularly over the course of a number of months. Paul was a good listener and quickly identified a number of issues that we could work on together. That was part of his style: he didn’t teach, he didn’t preach, he had no axe to grind. What he had was insight, humour and a remarkable capacity to facilitate self-questioning and reflection: he had a ‘tool-kit’ but he didn’t carry spare parts. Our ‘sessions’ were always well organized and when I’d done my ‘home-work’ thoroughly they were both demanding and rewarding. Paul is a seriously bright ‘numbers-person’ (he has a PhD in statistics) and can do all the technical stuff that management consultants come out with. But he is more than that: he is also in touch with the right (creative/emotional) side of his brain. Thinking back there were three things that Paul facilitated or encouraged in me: first, he supported me to think about (or imagine) ways of ‘doing things differently’; second, he emphasized the importance of ‘authenticity’; third, he helped me develop additional capacity for ‘resilience’. Time with Paul was all time well spent.

Détails de l'édition

• Éditeur: CreateSpace Independent Publishing Platform
• Date d'édition: 2013
• Langue: anglais
• ISBN 10: 1484003527
• ISBN 13: 9781484003527
• Reliure: Broché
• Nombre de pages: 48
• Coordonnées du fabricant: Manufactured by Amazon on behalf of the author; https://www.amazon.fr/hz/contact-us; ; c/o Amazon Media EU S.à.r.l., 38 Avenue John F. Kennedy; Luxembourg; L-1855; Luxembourg