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Posts Tagged ‘sales’

Conquering the Seven Summits of SalesIn their book Conquering the Seven Summits of Sales, business experts and elite mountain climbers Susan Ershler and John Waechter examine the parallels between climbing the Seven Summits, the seven tallest mountains on each of the seven continents, and journeying to the peak of sales performance. The authors explore the key aspects of successful sales campaigns, and provide insights and practical approaches that will help sales professionals reach their goals and resolve obstacles in highly competitive marketplaces. The methods, skills, and perspectives needed to accomplish revenue objectives are illustrated using anecdotes based on the authors’ experiences conquering formidable mountains, including Mount Everest.

According to the authors:

  • Staying ahead of the competition requires perseverance, self-motivation, positivity, and a reliable network of support. With the right perspectives and resources, sales leaders can always be prepared to conquer the next sales summit.
  • By projecting ambitious visions of success and establishing objectives that will help achieve those visions, sales leaders come one step closer to reaching their personal sales summits.
  • Objectives should be both ambitious and practical. When creating objectives, sales leaders should eliminate non-essential tasks from their workflows, focus on duties that contribute to the fruition of their visions, set priorities, and aim for personal and professional balance.
  • Careful planning ensures that objectives will be completed successfully. To plan mindful goals, leaders must review past performances, educate themselves about their businesses and services, and research potential targets and marketplaces.
  • Pushy sales tactics are not the key to sales success. Sales leaders must strive to be guides, like the individuals who lead groups on mountain climbing expeditions. Guides endeavor to provide customers with knowledge and the right services, an approach that will make everyone involved in the campaign successful.
  • No climbers should attempt to climb the Seven Summits alone. Similarly, sales leaders should not try to close deals by themselves. Instead, they should appoint people with the right skills and perspectives to ensure the success of the sales operation.
  • When it is time to create new sales strategies, The Competitive Sales Route (TCSR), a comprehensive step-by-step process, can help sales teams carry out efficient and organized campaigns.

To learn more, please visit http://www.bizsum.com

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The Three Value Conversations.jpgIn The Three Value Conversations, Erik Peterson, Tim Riesterer, Conrad Smith, and Cheryl Geoffrion present an alternative sales technique. Instead of pushing their products or services, salespeople should have value conversations with their prospects to engage them more effectively. They must do their research, understand their buyers’ business needs, and present solutions that speak to the buyers’ values and interests. For the conversations to be successful, salespeople must differentiate themselves from the competition, justify their solutions, and emphasize the value for themselves and their customers.

According to the authors:

  • Most selling takes place during conversations. While these conversations need to appear casual, in actuality they take careful planning and research.
  • Salespeople must be able to help their customers establish a buying vision by getting customers to do something different.
  • Disrupting the status quo, or showing a buyer that the pain of living with the present situation will be greater than the pain of making a change, is key to a successful value conversation.
  • Discovering buyers’ unconsidered needs–that is, helping buyers identify things they did not already know about their business situations–will enable salespeople to differentiate themselves from the competition.
  • Customers are concerned about business needs; they want to have conversations about solutions to situations caused by external factors and business initiatives.
  • Salespeople must do their research, using available annual reports and earnings statements, to discover trends in prospects’ businesses.
  • Salespeople must be confident enough to achieve pivotal agreements throughout the selling process while conveying the true value of what they have to offer.

To learn more, please visit http://www.bizsum.com

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Invisible Influence

There’s a lot more to selling — whether it’s oneself, a product, or a service — than most people would imagine, according to Kevin Hogan. Of course, there’s the message, but that is secondary to other factors, including the where, when, and who in any given situation. Each of these elements carries subtle, subliminal clues that can mean the difference between getting a “yes” or a “no.” In Invisible Influence, Hogan uses scientific studies to reveal unique approaches to influence, beginning with overcoming “reactance,” which he defines as “resistance to influence.” From that starting point, Hogan presents 52 techniques for influencing people to sell, market, and communicate more effectively and profitably.

To download three free summaries, please visit our site.

Related book summaries in the BBS library: The Business of Influence, The Influence Game, 10 Steps to Successful Sales

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