Download PDF by Nick Kane: Critical Selling: How Top Performers Accelerate the Sales

By Nick Kane

ISBN-10: 1119052556

ISBN-13: 9781119052555

Master those top-performing revenues talents to dominate the marketplace

Critical Selling is a dynamic and robust consultant for remodeling your revenues method and outperforming your pageant. This ebook is predicated on Janek functionality Group's, an award profitable revenues functionality corporation, most well liked revenues education application, serious Selling®. Let authors Justin Zappulla and Nick Kane, handling companions at Janek, lead you thru their flagship revenues education technique to supply you with the innovations, abilities and top practices you must accelerate the revenues strategy and shut extra deals. From the preliminary touch to final the deal, this publication information the profitable recommendations and talents that experience supercharged the revenues strength of application alumni like OptumHealth, Santander financial institution, Daimler vehicles, California Casualty,  and many extra. Concrete, actionable steps make it easier to plan a effective revenues name, determine purchaser wishes, differentiate your self from the contest, and wrap up the sale. you are going to additionally research confirmed recommendations for construction rapport, overcoming objections, facing expense pressures, and dealing with the million little issues that could derail an differently confident revenues interaction.

Sales are the lifeblood of your organization. Are they assembly your expectancies? What if you happen to may exceed projected revenues figures and blow your pageant out of the water? This e-book offers the research-based framework to ignite your revenues crew and excite your buyer base, for sustainable good fortune in brand new marketplace. enable severe promoting® express you ways to:

  • Connect with clients on a deeper point to construct trust
  • Present a persuasive and value-based resolution adapted on your customer’s needs
  • Handle pricing strain, doubt, and objections with confidence
  • Utilize confirmed methodologies that assist you shut the sale

Sales is set a lot more than replacing items or companies for money. it really is approximately relationships, it really is approximately outperforming the contest, it truly is approximately demonstrating actual worth, and it truly is approximately figuring out and fixing people's difficulties. Critical Selling indicates you ways to convey all of it jointly, utilizing confirmed recommendations in response to genuine revenues functionality research.

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Additional info for Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals

Sample text

Planning is, at its heart, a thought process. We encourage sales professionals to set aside some time to really think about each customer and the best sales approach for that particular individual. Planning requires you to carefully consider your customer, his goals, his needs, and his expectations. Regardless of whether the sales interaction is simple or complex, top-performing sales professionals take the time to think about each call. 2) helps sales professio­ nals spend time planning and thinking about the most important aspects of the sales call.

In short, they feel the need for change, and they feel motivated to change. The kind of motivation needed to embrace change often stems from an understanding of the benefits of change. For sales reps who are looking to become top-performing sales professionals, there are many benefits of following a proven process designed to accelerate the sales process and close more deals. Let’s look at just some of the benefits of following the Critical Selling framework: ■ ■ ■ ■ ■ Stronger, longer-lasting relationships with new and existing customers Accelerated sales cycles with higher win rates Improved confidence when dealing with customers Higher levels of trust and credibility with your customers Reduced objections and negative pushback from customers Positive outcomes such as these motivate top-performing sales professionals in organizations we’ve worked with (Alliant Credit Union and TIAA-CREF, for example) because they can see how embracing the kind of change that results in these benefits is worthwhile.

Instead of avoiding change, they actively search for new ways of doing things in order to practice their skills and remain at the forefront of their industry. WEBCH03 09/13/2015 3:46:47 Page 45 3 Why Planning Matters: Determine Your Approach TOP-PERFORMING SALES PROFESSIONALS know a thing or two about planning. Most important, they know that planning is a skill that must be practiced routinely and consistently in order to increase the effectiveness of their sales calls. All too often, however, the typical sales rep overlooks and undervalues this critical skill, leading him to wing it during sales calls and not get the most out of each interaction.

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Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals by Nick Kane


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