Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions

Paul, Andy

Amacom（2014/12発売）

• 製本 Paperback:紙装版/ペーパーバック版／ページ数 240 p.
• 言語 ENG
• 商品コード 9780814434871
• DDC分類 658.82

Full Description

Salespeople today face a fast-paced and increasingly crowded marketplace where meaningful product differentiation has all but disappeared. To compete success fully, sellers must set themselves apart in the eyes of buyers. Amp Up Your Sales shows anyone how to become the trusted sales professional who consistently winsnew business.Customers are overloaded with information, overwhelmed by options, and short on time - so the salesperson who is always responsive and completely focused on value, is the one who will stand out from the crowd and get the sale. Combining leading-edge research with field experience, the book shows readers how to:

Maximize the value of their sellingAccelerate responsiveness to build trust and credibilityEarn valuable selling time with customersShape the buyer's visionIntegrate persuasive stories into their sales processBuild lasting relationships through follow-up and customer service
Insightful and practical, the book arms salespeople with a powerful set of strategies they can use to spur buyers to say yes!

Contents

Contents



Foreword by S. Anthony Iannarino



Introduction



PART ONE Simplifying Your Selling

1 What is Selling?

2 Understanding Your Selling Process

3 Balancing Selling and Buying

4 The Mechanics of Decision Making

5 The Ratio of Planning to Action

6 Earning Selling Time

7 Being the Seller Your Customers Need

8 Simplifying Your Selling

9 Winning the Sale



PART TWO Accelerating Responsiveness

10 The Speed of Responsiveness

11 The New Sales Funnel

12 Accelerating Your Responsiveness

13 The Power of the First Perception



PART THREE Maximizing Value

14 Delivering Maximum Value

15 Visualizing Value

16 The Peak/End Rule of Sales

17 Delivering Value with Peak/End Selling

18 Shaping the Buying Vision

19 Being 1 Percent Better is Enough

20 Making Your Selling Memorable



PART FOUR Growing Through Follow-Up

21 The Simplest Strategy for Growth

22 The No-Lead-Left-Behind Sales Process

23 Standing Out By Following Up



PART FIVE Amp Up Your Prospecting

24 To Cold Call or Not to Cold Call

25 Doing What It Takes to Succeed

26 Sell More: The Difference

Between Activity and Prospecting

27 Being Worth a Second Call

28 Practicing Value-Based Persistence



PART SIX Qualification: Doing More with Less

29 Are You Selling to the Right Customers?

30 The Bullet -Proof Qualification Process

31 Qualifying on Price and Value

32 Objections and Qualification

33 Building a Productive Pipeline



PART SEVEN Mastering Stories That Sell

34 Becoming an Effective Content Curator and Provider

35 Four Questions to Build Compelling Sales Stories

36 Are Your Stories Worth Repeating?

37 Integrating Stories into Your Selling Process



PART EIGHT Selling Through Customer Service

38 Selling and Service

39 The Most Important Sales Call

40 Building Customer Relationships That Last



Index



About the Author