What will you learn from this book
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Customer-Centric Approach: Emphasizing the importance of understanding and addressing customer needs and challenges to enhance the effectiveness of sales efforts.
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Effective Communication: Providing insights into clear and persuasive communication techniques, including active listening and tailoring messages to resonate with the audience.
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Building Relationships: Recognizing the significance of building and maintaining strong relationships with clients and prospects to foster trust and loyalty.
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Sales Process Optimization: Strategies for optimizing the sales process, from prospecting and lead generation to closing deals and post-sale follow-up.
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Adapting to Buyer Behavior: Understanding the evolving behavior of modern buyers and adapting sales strategies accordingly to remain effective in a changing market.
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Value Propositions: Crafting compelling value propositions that highlight the unique benefits of products or services, differentiating them from competitors.
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Negotiation Skills: Developing effective negotiation skills to navigate discussions, address objections, and secure favorable outcomes.
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Utilizing Technology: Leveraging technology tools and platforms to enhance sales productivity, streamline processes, and stay competitive.
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Continuous Learning: Encouraging a culture of continuous learning among sales professionals, enabling them to stay informed about industry trends and refine their skills.
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Metrics and Performance Measurement: Implementing metrics and key performance indicators (KPIs) to measure and assess the effectiveness of sales strategies, allowing for data-driven improvements.
| Language | English |
|---|---|
| ISBN-10 | 9381639205 |
| ISBN-13 | 9789381639207 |
| No of pages | 110 |
| Font Size | Medium |
| Book Publisher | Bloomsbury |
| Published Date | 01 Jan 2012 |
About Author
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Whether you are a professional salesperson, senior executive, consultant, venture capitalist, engineer, entrepreneur or aspiring up-and-comer, you should know the language and updated tools of selling in today's market. Michael Griego, a professional sales consultant and trainer to Fortune 500 firms and leading Silicon Valley technology firms, has reduced the keys to sales effectiveness to 42 rules of successful salesmanship. These rules apply to all selling efforts, from high-tech enterprise sales to the non-technology sales. In 42 Rules to Increase Sales Effectiveness, you will learn: The Effective Sales Perspective The Effective Sales Process The Effective Salesperson Effective Territory Management Effective Sales Communication The Effective Sales Meeting Effective Sales Closing Sales isn't rocket science, but it's not ABC simple either.
While selling is often either over-engineered or over-simplified, today even the professionals are caught off-guard in a changing world and marketplace. "Old school" is out; new school is in, but with a twist. There are key sales fundamentals that never go out of style but still need a refresh.
42 Rules to Increase Sales Effectiveness upgrades and adjusts foundational rules for today's business environment to increase individual or team overall sales effectiveness. If you're a sales professional or manager, use this book as a handbook to reset on the key best-practices in the new day. If you're not, but interact with or live with someone who is, or simply recognize a need to enhance your own personal "sales" effectiveness, you too can benefit from rules that will help you better understand the modern sales profession. Enjoy it. It's a quick read which nets out 42 nuggets and practical application of this fascinating activity.