Trust-Based Selling: Finding and Keeping Customers for Life
Autor David A. Montyen Limba Engleză Paperback – 27 noi 2014
With an emphasis on basic sales skills that have been refreshed for today's generation of buyers, Trust-Based Selling shows there is a significant problem you must overcome when opening up new accounts and territories. No matter what you are selling, your prospect already has a trusted relationship with an incumbent vendor and will continue to buy from that vendor even when you have the better solution. The playing field is not level—and you’re on thewrong side. So how can you compete to win?
"Trust is the grease that makes business sales effortless," writes sales pro and trainer Dave Monty in this quick-read book. Opportunity metrics are important, but trust—and a few sharp insider tactics Monty reveals—is the guidepost that leads to success. Trust-Based Selling—an abridgement of Monty's Sales Hunting—helps you start establishing trust before you step foot in a prospect’s door, and it shows you the tactics necessary to penetrate new accounts. It also explains:
- The new basic sales skills as taught by master salesman Dave Monty
- Why trust-based relationships enable you to get and keep customers for life
- How to get in step with the customer’s buying cycle
- How to establish trust-based and traditional sales metrics to guide your efforts
Preț: 150.89 lei
Nou
Puncte Express: 226
Preț estimativ în valută:
28.88€ • 29.100$ • 23.99£
28.88€ • 29.100$ • 23.99£
Carte disponibilă
Livrare economică 13-27 ianuarie 25
Preluare comenzi: 021 569.72.76
Specificații
ISBN-13: 9781484208755
ISBN-10: 1484208757
Pagini: 150
Ilustrații: XV, 168 p. 55 illus.
Dimensiuni: 178 x 254 x 12 mm
Greutate: 0.26 kg
Ediția:1st ed.
Editura: Apress
Colecția Apress
Locul publicării:Berkeley, CA, United States
ISBN-10: 1484208757
Pagini: 150
Ilustrații: XV, 168 p. 55 illus.
Dimensiuni: 178 x 254 x 12 mm
Greutate: 0.26 kg
Ediția:1st ed.
Editura: Apress
Colecția Apress
Locul publicării:Berkeley, CA, United States
Public țintă
Popular/generalNotă biografică
A veteran of the U.S. Navy, Dave Monty has sold software and hardware solutions for over 20 years. He has been account manager, regional manager, or director of sales for such companies as Cisco, EMC, and Dimention Data. He has also sold products made by Symantec, Hitachi, Sun, VMWare, and NetApp. Monty is currently developing territories on the Eastern seaboard for Fusion-io. He lives in North Carolina.
Caracteristici
Trust-Based Selling shows salespeople how to create new customers using a sales pro’s secret weapon: trust-based selling methods.