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Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon

Kataloginformation Katalogdatensatz500198060 .

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Feldname	Details
Vorliegende Sprache	eng
ISBN	978-1-4302-6770-6
Name	Monty, David A.
T I T E L	Sales Hunting
Zusatz zum Titel	How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon
Verlagsort	Berkeley, CA ; s.l.
Verlag	Apress
Erscheinungsjahr	2014
Erscheinungsjahr	2014
Umfang	Online-Ressource (XXIII, 276 p. 75 illus, online resource)
Reihe	SpringerLink. Bücher
Notiz / Fußnoten	Description based upon print version of record
Weiterer Inhalt	Contents; Introduction; Part I:Setting the Foundation; Chapter 1: Hunting Misunderstood; Learning to Hunt from My Barber; Selling Is a Science; It's All About Trust; Get Ready to Learn-and Win New Sales; Summary; Chapter 2: Identify the Silent Sales Killers; "We Have a Guy for That"; Example; Habitual Purchasing; Example; Not in the Market; Example; More on the Status Quo; Understand the Opportunity Trap; How Buyers View You; These Leads Suck; Example; Example; Summary; Chapter 3: The Buyer Process; The Buying Cycle; Status Quo; Needs Analysis; Evaluation; Purchase; Implement; Measure. The Buyer's Four ConcernsExample; Needs Analysis; Evaluation; Purchase; Exercise; Summary; Chapter 4: The Sales Process; The Sales Cycle; Plan; Qualify; Prove; Close; Implement; Measure; Example; Exercise; Summary; Chapter 5: Trust; Intent; Capability; Dedication; Results; It All Matters; The Value of a Personal Relationship; Example; Summary; Chapter 6: Trust Sales Cycle; Broken Model; Summary; Chapter 7: Build Business Relationships; The Outcome of Good Relationships; Trust the System; Why Trusting the System Makes Sense; Do the Math: Opportunity versus Relationship; Summary. Chapter 8: Understand the Sales EquationThe Great News; Summary; Part II:Understanding First Stage Selling; Chapter 9: Preplanning: Prepare Yourself; Capability; Sales Skills; Industry Knowledge; Product Knowledge; Example; What Do You Do?; Your Online Presence; Proactive Online Presence; Personal Profile; Summary; Chapter 10: Niche Selling; To Whom Will You Sell?; Innovators; Visionaries; Pragmatics; Conservatives; Laggards; Example: Techie in a Conservative World; Example 2: Selling "Conservative" to a Visionary Doesn't Work; Why Niche Selling Is Effective; Trust in Niche Selling. Where Susan Went WrongExample: Putting Niche Selling to the Test; Summary; Chapter 11: Rich Hunting Grounds; Customer Traits: Company Level; Customer Traits: Individual Level; C-Level Traits; Director Traits; Non-Management Traits; Know Your Buyer; The Cycle of Purchases; Example; Traits to Consider; Work with the End in Mind; Ranking Customers; Summary; Chapter 12: Where to Find Customers; How to Approach Customers; Cold Targets; Warm Targets; Hot Targets; White Hot Prospects; Where to Get Prospects; Referrals; LinkedIn; Local Business Journals; Networking: Lead Sharing; Example; Partners. Purchased ListsSummary; Part III:Getting Across the Threshold; Chapter 13: Cold Calling; Call Reluctance; It Comes Down to Psychology; Example 1; Example 2; Example 3; Example 4; How to Get a Response; Target at Least Four People per Customer; Aim High; Cold Calling Is Not a Blitz Day; Do Not Sell on the Phone-Get an Appointment; Curiosity Will Get Your Customer to Call You Back; Leave an Effective Voicemail; Simple Mystery Approach; Most Powerful Method: Market Your Way to Call Success; The Whitepaper Giveaway; The Seminar Giveaway; Summary; Chapter 14: On the Phone for the First Time. Design the Call
Titelhinweis	Druckausg.ISBN: 978-1-4302-6770-6
ISBN	ISBN 978-1-4302-6769-0
Klassifikation	KJ
	BUS042000
	658.85
	650
	HF4999.2-6182
	HD28-70
	QP 600
	QP 612
Kurzbeschreibung	The first year of developing a new sales territory is a daunting task—especially in dog-eat-dog industries. The traditional advice is to train quickly on product, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than "opportunity" management. But jumping straight to opportunity will have new salespeople—or veterans developing new territories—chasing their tails for the first year or two. As Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon details, 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 the wrong side. So how can you compete to win? "Trust is the grease that makes business sales effortless," writes sales pro and trainer Dave Monty. Opportunity metrics are important, but trust—and a few sharp insider tactics Monty reveals—is the guidepost that leads to success. His sales model therefore incorporates metrics based on trust along with traditional sales measures. That is the fuel that helps you not just turn virgin territory into a consistent revenue generator, but helps you win over potential accounts that now use competitive products. 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. Once you gain access, trust can be used as systematic way to build long-lasting relationships that pay dividends well beyond that first sale you make. Among other things, this book explains: Why most customers don’t want to buy from you . . . yet Why trust-based relationships enable you to open up territories and bag the biggest customers quickly How to qualify and rank customers based on traits How to get in step with the customer’s buying cycle How to establish trust-based and traditional sales metrics to guide your efforts With advice based on Monty’s twenty years of IT sales and sales management experience—along with principles confirmed by academic research—Sales Hunting is an easy-to-read book that is packed with real-life examples and prescriptions for achieving sales success. It will prove a lifesaver for any salesperson or sales manager developing a new territory or trying to penetrate new accounts.
1. Schlagwortkette	Wirtschaftswissenschaften
	Marketing
	Absatz
ANZEIGE DER KETTE	Wirtschaftswissenschaften -- Marketing -- Absatz
SWB-Titel-Idn	403430658
Signatur	Springer E-Book
Bemerkungen	Elektronischer Volltext - Campuslizenz
Elektronische Adresse	$uhttp://dx.doi.org/10.1007/978-1-4302-6769-0
Internetseite / Link	Volltext
Siehe auch	Volltext
Siehe auch	Cover

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