Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price | Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want | Eat Their Lunch: Winning Customers Away from Your Competition | Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No | Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales | The New Conceptual Selling
There is a common question that troubles all sellers at different points in their careers: âSo, what do I do now?â It may be uttered out of fear, or confusion, but itâs that moment of paralysis where they realize theyâre about to lose an opportunity in which theyâd invested so much time to win.
The Sellerâs Challenge identifies 10 of the most frequently cited deal-killing obstacles sellers encounter. The challenge may be selling to change-resistant buyers, deploying a sales plan for a biased and unfair RFP process, selling to committees with numerous stakeholders, competing against an entrenched supplier, or engaging Procurement agents who are obsessed with driving price discounts.
If you look closely, there are caution signs that will guide the seller toward the best course of action. The Sellerâs Challenge is a âtactical field manualâ that taps current research, best practices and real-life examples to help sellers craft action plans that optimize productivity and drive success. Itâs all about what top-performing sellers do â how they research, plan and implement activities that maximize their chances of winning.
We will share the harsh realities, myths, data, best practices, game-changing approaches and guerrilla tactics that will elevate a sellerâs prospects of winning good business. The Sellerâs Challenge is composed of 10 independent chapters â each devoted to an obstacle that haunts sellers worldwide. The book includes many addendums in the form of checklists and worksheets that simplify the content.
Come join our community of sellers. Become a voice for the selling profession.
Tom Williams Tom Saine
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