Authors: Edward R. Delgaizo, Edward R. Del Gaizo, Mark D. Marone, Seleste Lunsford, Mark Marone
ISBN-13: 9780071423014, ISBN-10: 007142301X
Format: Paperback
Publisher: McGraw-Hill Companies, The
Date Published: August 2003
Edition: REV
Edward R. Del Gaizo, Ph.D. is director of research, evaluation, and certification at AchieveGlobal and the author of High Performance Sales Organizations.
Seleste E. Lunsford is a product manager for AchieveGlobal's Sales Performance portfolio of products and services.
Mark D. Marone is AchieveGlobal's senior research manager.
A No-Nonsense Coursebook on the Rules of Effective SellingFrom the Top Ten-Percenters Who Profit From Those Rules Every Day
In study after study, top sales professionals demonstrate the ability to step outside of their own skins and view each contact through the eyes of their customers. They also reveal, to a person, how they must continuously work and learn to maintain their competitive edge! Secrets of Top-Performing Salespeople features well-researched, market-proven strategies you can use to hit the top of your organization's sales charts by understanding today's tools of technology, seamlessly addressing customer indifference and objections, and relentlessly focusing on the needs of your customerin every way, at every level, and at each critical contact point.
Praise for Secrets of Top-Performing Salespeople:
"If you've been grappling with how to boost the effectiveness of your sales team, Secrets of Top-Performing Salespeople will help you evaluate where in the sales process you need to focus your attention for maximum sales results."
Sharon M. Daniels, President and CEO
Communispond
"Every chapter contains nuggets of sales wisdom distilled down to their essencewhat a salesperson must do, why it matters (to the customer and the salesperson), and how it should be done."
Howard Kamens, Vice President, Marketing
Cookson Electronics Equipment
"Secrets of Top-Performing Salespeople nails it right on the head!"
Bill Rody, Sr., Assistant Vice President, Customer Relationship Management, Quality
& Training
Union Pacific Railroad
Edward R. Del Gaizo, Ph.D. is director of research, evaluation, and certification at AchieveGlobal and the author of High Performance Sales Organizations.
Seleste E. Lunsford is a product manager for AchieveGlobal's Sales Performance portfolio of products and services.
Mark D. Marone is AchieveGlobal's senior research manager.
Preface | ||
Acknowledgements | ||
Selling with a Customer Focus | ||
Lesson 1 | Excel in Your Sales Roles | 5 |
Lesson 2 | Schedule the Initial Sales Call | 15 |
Initiating the Customer Relationship | ||
Lesson 3 | Do Your Homework - Be Prepared | 23 |
Lesson 4 | Build a Foundation for Partnership | 32 |
Lesson 5 | Build Rapport and Deliver Compelling Presentations | 39 |
Executing the Successful Sales Call | ||
Lesson 6 | Start Off on the Right Foot | 49 |
Lesson 7 | Uncover Needs and Goals | 55 |
Lesson 8 | Discuss the Benefits | 62 |
Lesson 9 | Close the Sale | 66 |
Dealing with Customer Concerns | ||
Lesson 10 | Overcome Indifference | 77 |
Lesson 11 | Anticipate Objections | 85 |
Lesson 12 | Resolve Misunderstandings | 91 |
Lesson 13 | Deal with Drawbacks | 96 |
Lesson 14 | Convert the Skeptic | 102 |
Lesson 15 | Negotiate Any Remaining Concerns | 107 |
Partnering for the Long Term | ||
Lesson 16 | Maintain the Right to Do Business | 115 |
Lesson 17 | Build Lasting Relationships | 121 |
Lesson 18 | Demonstrate Post-Sale Commitment | 128 |
Lesson 19 | Sustain a Competitive Advantage | 135 |
Lesson 20 | Leave the Door Open | 142 |
Leveraging Internal Assets: Self-Management | ||
Lesson 21 | Optimize Your Performance Through Coaching | 151 |
Lesson 22 | Manage Your Time and Territory | 156 |
Lesson 23 | Use Technology as an Enabler | 162 |
Lesson 24 | Work Easily with Teams | 169 |
Lesson 25 | Create an Action Plan | 175 |
Index | 181 |