Selling Results!: The Innovative System for Maximizing Sales by Helping Your Customers Achieve Their Business Goals (BUSINESS BOOKS) - Hardcover

Stinnett, Bill

Hardcover

ISBN 10: 007147787X ISBN 13: 9780071477871

Publisher: McGraw Hill, 2007

Synopsis

“We don't have the luxury of selling the same way we sold five years ago-or even two years ago-and simply doing more of the same...We must continually evolve and rethink how we sell so that we are not just selling more, but selling better every single year.”-From Chapter 1

In Selling Results! Bill Stinnett, the bestselling author of Think Like Your Customer, takes his innovative sales philosophy to the next level by offering a complete sales system based on the belief that the best way to improve your sales results is to focus on helping your customers achieve their desired business results.

Stinnett's revolutionary Results-Based Selling method will help you measure, manage, and maximize your sales results by:

• Increasing Deal Size - Boost the average size of sales transactions and the duration of sales contracts
• Accelerating Sales Velocity - Shorten your own business development process as well as your customer's buying process
• Improving Sales Predictability - Increase your closure rate and the accuracy of sales forecasts

Using Stinnett's original opportunity scorecard, customer results map, results-based negotiation process, and other powerful tools, you'll improve your effectiveness in:

• Creating new sales opportunities
• Determining which deals to invest your time in
• Reaching and selling to senior executives
• Building stronger customer relationships
• Negotiating for maximum profitability
• Closing more opportunities, faster!

Selling Results! is packed with practical advice for putting Stinnett's cutting-edge ideas to use, and includes a 16-point implementation checklist for making the Results-Based Selling method work for you. These concepts, strategies, techniques, and tools can be implemented as a complete system, or individually integrated with whatever processes and infrastructure you already have in place.

About this title

From the Back Cover:

"This book will teach you how to sell outcomes and results instead of products and services." -David Booth, Senior Vice President, Hewlett-Packard Company

"This book should be in the arsenal of every salesperson who sells big-ticket solutions to senior executives."-Joe McGrath, President and CEO, Unisys Corporation

"Stinnett cuts directly to the specific steps salespeople need to take to be more successful. These are the distilled best practices of the selling profession."- Don Grantham, Executive Vice President, Sun Microsystems, Inc.

"The concepts and materials presented in Selling Results! should be adopted by any sales organization that is serious about improving the predictability of their sales results."-George Fischer, Senior Vice President, CA, Inc. (Computer Associates)

"Bill Stinnett forces you to think beyond just making your number and focus on your strategic plan for maximizing your sales results over the long-term. Outstanding!"-Bill McDermott, President and CEO, SAP Americas

With his bestselling book, Think Like Your Customer, author Bill Stinnett established a new paradigm for customer-focused selling. Now, in this groundbreaking new book, Stinnett introduces his Results-Based Selling method-a complete selling system to measure, manage, and make the most of your sales results.

Synopsis:

From the bestselling author of "Think Like Your Customer" comes the very first system for measuring and maximizing the quality of each deal. Would you like to add 10 or 20 percent value to your deals - and increase the frequency of those deals? This system shows how easy it can be. The groundbreaking new "Sales Results Scorecard" isn't just about closing sales - it's about maximizing and measuring the value of each transaction. The book helps you build customer loyalty by demonstrating added value, as well as tailoring a sales approach based on the successes and failures of the past.

About this edition

• Publisher: McGraw Hill
• Publication date: 2007
• ISBN 10: 007147787X
• ISBN 13: 9780071477871
• Binding: Hardcover
• Number of pages: 304