Solution Selling - Couverture souple

Wal, Ed

Couverture souple

ISBN 10 : 1910563110 ISBN 13 : 9781910563113

Editeur : PG Press, 2016

Synopsis

Ask most people the secret to sales success and they'll invariably answer relationships. Make a connection, crack a few jokes and it's only a matter of time before the client is eagerly signing on the dotted line, right? Well, no, it is actually very wrong. Getting on well with someone, is not enough. Sales is a process. Like any process, each element needs to be completed and agreed upon, before going onto the next and then, only when all elements are accounted for, is there a sale. Building a relationship is one small part of the mix. By focussing on rapport, salespeople are taking their foot off the gas when they've only just begun. In Solution Selling, The Strongman© Process, renowned salesman and sales trainer Ed Wal, shares his secrets of how to go from being a moderately successful salesman, into one that consistently produces extraordinary results. He unveils insights on how to: Measure, plan and qualify sales meetings and targeted prospects Identify information gaps and define the next stage. Understand the prospect's perception of the situation. Follow structure and forecast more effectively. Ed Wal has analysed and subdivided the entire buying process into this easy-to-follow guide. Presented in an accessible, step-by-step format, with tips, exercises and sample questions, Solution Selling, The Strongman© Process is an invaluable manual for anyone in the sales business, whether just starting out, or a seasoned professional. It shares a tried and tested strategy that has already transformed the selling technique of hundreds of salesmen across the globe. STRONGMAN© prepares you to convert ideas into actions that will produce results.

A propos du livre

À propos de l?auteur

Ed Wal, is a founder member of The BWD Partnership, which provides training for sales marketing and general management. Since the partnership was established in 1988, it has specialised in major strategy reviews, management of change projects and the design and implementation of major training programmes in the USA, Europe and Australasia. Ed's background is steeped in sales. He has degrees in Economics and Business Administration and is a member of the Chartered Institute of Marketing and the Chartered Institute of Personnel Development. He has fifteen years senior management experience with two of Britain's major corporations, GSK and The Mars Group, where as Sales and Marketing Director Ed managed departments in excess of 100 personnel. His approach to training and development focuses on improving results and his programmes routinely include periods where theory is put to practice and live calls are made in the training environment. Countless sales individuals have witnessed how his techniques have generated some serious meetings with C level managers, which subsequently generated sales beyond expectations. All Ed's training programmes are unique and based on practical experience that has been converted into a structure, a process and a discipline. This is exciting because it demonstrates how, by simplifying the sales process, it can become scalable and repeatable and, when applied, sales confidence visibly increases with a correspondingly major improvement in sales results.

Détails de l'édition

• Éditeur: PG Press
• Date d'édition: 2016
• Langue: anglais
• ISBN 10: 1910563110
• ISBN 13: 9781910563113
• Reliure: Broché
• Nombre de pages: 295
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible