APWS Selling, The Most Effective Sales Method Used for Over 57,000 Sales Calls : A Comprehensive, Step-By-Step Method for Achieving Sales Success in Simple and Complex Sales in Most Industries
Language: English
Published by Start Professional Publishing Inc. Nov 2019, 2019
- Hardcover
- New
Seller: AHA-BUCH GmbH, Einbeck, GermanyAHA-BUCH GmbH
AbeBooks seller since August 14, 2006
Condition: New
£ 60.63
Quantity: 1 available
Add to basketItem description from seller
Neuware - APWS Selling is a result of more than four years of research and application on over 57,000 sales calls to customers of multinational companies. These 11 miraculous, systematic new sales techniques will deliver consistently excellent results that will exceed your expectations.
Seller Inventory # 9781775076322
- Title
- APWS Selling, The Most Effective Sales Method Used for Over 57,000 Sales Calls : A Comprehensive, Step-By-Step Method for Achieving Sales Success in Simple and Complex Sales in Most Industries
- Author
- Adel Williams
- Publisher
- Start Professional Publishing Inc. Nov 2019
- Publication year
- 2019
- Condition
- Neu
- Binding
- Buch
- Language
- English
- ISBN 10
- 1775076326
- ISBN 13
- 9781775076322
- Item weight
- 439 grams
- Dimensions
- 235x157x15 mm
The biggest challenge facing sales professionals on a daily basis is selling to customers who are using a direct competitor’s product(s). So how do you compel your customers to choose your products over your competitor’s products? Whether it’s a case of a simple sale or a product that’s part of a complex sales cycle, getting customers to purchase your product can be a big challenge because customers often consider change to be risky.
Most of the problems arise when the existing product in use lacks a meaningful value, which results in an ongoing existing problem in the customer’s practice or facility. In APWS selling, this is called an existing product-outcome/value gap. So, how can you get your customer to pay attention to this gap? And how should you, the sales rep, fill in the gaps? When inferior products necessitate ‘workarounds’ that the staff have to learn and implement to make for a product’ shortcomings, it can be surprisingly difficult to get staff to accept a superior product that doesn’t require the ‘workarounds’ that staff have grown accustomed to. People sometimes develop bonds with products and processes despite the problems that come with those products. It’s human nature. A bond between the customer and the existing product (ongoing problem) forms, and this is what I refer to as a customer : problem bond.
Other challenges then arise, including the task of breaking the bond between the customer and the existing product in use. After that is resolved, you will need to create a new bond between your product(s) and the customer. When customers use inferior products that create their own undesirable secondary consequences, most customers don’t realize how significantly those adverse costs and risks add up if left unresolved over the course of weeks, months and even years. In some cases, left unresolved, these consequences can result in severe harm and unnecessary expense. How can the sales professional identify the existing problems which have gone unnoticed by the customer?
How do you create a customer’s wish to have your product solution and then ask for your product? How can you get your customer to pay attention to the current ongoing damage?
Does merely presenting a product’s features and benefits work anymore? Are we really selling outcomes? Do customers view the sales professional as a resource partner?
How should you use tactical empathy to build chemistry and rapport? How should you grab your customers’ attention and prepare them to engage in your sales call?
How do you make your solution stand out? How do you pose expert, specific questions and prepare your customers to focus and ask for your proposed solution?
How do you deal with the most difficult personality types and behaviors in any sales situation? How should you prepare for a product demo and trial which are essential to success in the sales process? What is the most important skill set when sales managers evaluate their sales team’s performance?
Now you can find answers to all these questions with the APWS method. Sales success is a result of many elements coming together. This group of elements represents a chain that includes leadership skills, earning your customer’s confidence by establishing a history of multiple effective encounters and events with your customer, identifying customer issues and challenges and offering ways to resolve them, excellent presentation and professional selling skills, and effective communication skills.
You will have an effective method for dealing with every sort of sales situation, from the simplest to the most challenging, and it applies to both simple and complex sales. You will know how to sell to customers presently using a competitor’s product or who are looking to implement a totally new solution.
"Synopsis" may belong to another edition of this title.
About the Author
"About the title" may belong to another edition of this title.
Shipping rates from Germany to U.S.A.
| Item | 7 to 10 business days | 5 to 7 business days |
|---|---|---|
| First item | £ 29.63 | £ 38.09 |
Payment methods
- Bank Wire Transfer
- Check
- Paypal
Store description
Das Unternehmen AHA-BUCH GmbH: Seit der Gründung von AHA-BUCH im Juli 2005 ist unser Hauptziel, zufriedenen Kunden so schnell und so preisgünstig wie möglich ihren Bücherwunsch zu erfüllen. Unsere Firma beschäftigt 16 Mitarbeiter, die nur ein Ziel kennen: den Kunden und seine Wünsche! Auf über 3700 m2 Fläche haben wir über 100.000 Bücher, Modernes Antiquariat und Spiele auf Lager.
Specialty
Kinderbücher & Kinderhör Casetten, German Books, Software, Natur & Tiere, Ratgeber, Sachbücher, Englische Bücher, Medizin & Gesundheit, Universität & StudiumSeller's business information
AHA-BUCH GmbH
Garlebsen 48
Einbeck, Germany 37574
Terms of sale
Imprint
Seller Info:
AHA-BUCH GmbH
represented by the managing director Christel Glass
Garlebsen 48
37574 Einbeck
Deutschland
Telefon: 055639996039
Telefax: 055639995974
E-Mail: abebooks@aha-buch.de
USt-IdNr.: DE261904229
registered at Commercial register Amtsgerichtes Göttingen
Handelsregisternummer HRB 200691
Alternative dispute resolution:
The European Commission provides a platform for out-of-court online dispute resolution (ODR platform), which can be accessed under https://ec.europa.eu/odr.
We have been a member of the "FairCommerce" initiative since 25.05.2018.
For more information, see www.fair-commerce.de.
Right of withdrawal
If you are a consumer you can withdraw from the contract in accordance with the following. Consumer means any natural person who is acting for purposes which are outside his trade, business, craft or profession.
Information regarding the right of withdrawal
Statutory right to withdraw
You have the right to withdraw from this contract within 14 days without giving any reason.
The withdrawal period will expire after 14 days from the day on which you acquire, or a third party other than the carrier and indicated by you acquires, physical possession of the last good or the last lot or piece.
To exercise the right of withdrawal, electronically fill in and submit a clear statement on our website, under "My Purchases" in "My Account". We will communicate to you an acknowledgement of receipt of such a withdrawal on a durable medium (e.g. by e-mail) without delay.
To meet the withdrawal deadline, it is sufficient for you to send your communication concerning your exercise of the right of withdrawal before the withdrawal period has expired.
Effects of withdrawal
If you withdraw from this contract, we will reimburse to you all payments received from you, including the costs of delivery (except for the supplementary costs arising if you chose a type of delivery other than the least expensive type of standard delivery offered by us).
We may make a deduction from the reimbursement for loss in value of any goods supplied, if the loss is the result of unnecessary handling by you.
We will make the reimbursement without undue delay, and not later than 14 days after the day on which we are informed about your decision to withdraw from this contract.
We will make the reimbursement using the same means of payment as you used for the initial transaction, unless you have expressly agreed otherwise; in any event, you will not incur any fees as a result of such reimbursement.
We may withhold reimbursement until we have received the goods back, or you have supplied evidence of having sent back the goods, whichever is the earliest.
You shall send back the goods or hand them over to AHA-BUCH GmbH, Einbeck, Germany, without undue delay and in any event not later than 14 days from the day on which you communicate your withdrawal from this contract to us. The deadline is met if you send back the goods before the period of 14 days has expired. You will have to bear the direct cost of returning the goods. You are only liable for any diminished value of the goods resulting from the handling other than what is necessary to establish the nature, characteristics and functioning of the goods.
Exceptions to the right of withdrawal
The right of withdrawal does not apply to:
- The delivery of newspapers, journals or magazines with the exception of subscription contracts; and
- The supply of digital content which is not supplied on a tangible medium (e.g. on a CD or DVD) if you accepted when you placed your order that we could start to deliver it, and that you could not withdraw once delivery had started.
Shipping terms
We ship your order after we received them
for articles on hand latest 24 hours,
for articles with overnight supply latest 48 hours.
In case we need to order an article from our supplier our dispatch time depends on the reception date of the articles, but the articles will be shipped on the same day.
Our goal is to send the ordered articles in the fastest, but also most efficient and secure way to our customers.