Terrenzi, L: Closing Is NOT Your Problem!

Lisa And Nick Terrenzi

ISBN 10: 1736480502 / ISBN 13: 9781736480502

Edité par Amazon Digital Services LLC - Kdp, 2022

A propos de cet article

Neuware - The authors realized that despite billions of dollars being spent annually on sales training, only the top 20% of sales teams around the world, were closing most of the revenue (80% or more) causing stress on management and owners. This is called the 80/20 rule.

N° de réf. du vendeur 9781736480502

Détails bibliographiques

• Titre: Terrenzi, L: Closing Is NOT Your Problem!
• Éditeur: Amazon Digital Services LLC - Kdp
• Date de parution: 2022
• Langue: anglais
• ISBN à 10 chiffres: 1736480502
• ISBN à 13 chiffres: 9781736480502
• Reliure: Taschenbuch
• Illustrateur: Nelson, Jaclyn
• État de l'article: Neu
• Dimensions: 229 L x 152 H x 14 P (en millimètres) 229 millimètres de largeur par 152 millimètres de hauteur par 14 millimètres de profondeur
• Poids: 345 grammes

A propos de ce titre

Synopsis

The authors realized that despite billions of dollars being spent annually on sales training, only the top 20% of sales teams around the world, were closing most of the revenue (80% or more) causing stress on management and owners. This is called the 80/20 rule.

The 80/20 rule has persisted and, until now, has never been solved. How do we get the rest of the sales team closing like the top salespeople?

One of the discoveries they made was that most of the sales training focuses almost exclusively on closing. Of course, closing is important— that’s where the money is made. But there’s a great deal more to a sales process than closing.

A simple, observable fact emerged: If so much money and time was being spent on improving sales, but the 80/20 rule was still a problem and the focus of that money and time was on closing, then closing must not be the problem!

Through years of research, they found the focus on closing in sales training programs was in part causing the problem!

Trying to close as the focus of sales training, along with the overall generational decline in communication skills has created a recipe for sales program failure. It has also made the 80/20 rule an even more solid reality.

This book presents their research and combined 50+ years’ experience resulting in a new approach to selling, sales management and training. They have re-engineered the selling and sales process to solve the 80/20 problem!