Ace the Sale! a Practical Methodology for Selling B2B Enterprise Software, Hardware or Services
Language: English
Published by Bennion Kearny Limited 11/04/2011, 2011
- Softcover
- Used
Seller: Bahamut Media, Reading, United KingdomBahamut Media
AbeBooks seller since August 15, 2012
Condition: Used - Very good
£ 9.98
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Shipped within 24 hours from our UK warehouse. Clean, undamaged book with no damage to pages and minimal wear to the cover. Spine still tight, in very good condition. Remember if you are not happy, you are covered by our 100% money back guarantee.
Seller Inventory # 6545-9780955911439
- Title
- Ace the Sale! a Practical Methodology for Selling B2B Enterprise Software, Hardware or Services
- Author
- Nick Gomersall
- Publisher
- Bennion Kearny Limited 11/04/2011
- Publication year
- 2011
- Condition
- Very Good
- Binding
- Paperback
- Language
- English
- ISBN 10
- 0955911435
- ISBN 13
- 9780955911439
Don't hack your way around the sales cycle! A successful career in B2B software, hardware or services sales is challenging and requires many things: great people skills, a dynamic attitude, and robust negotiating talents. But it requires more than that. An individual's skills need to be supported with an effective sales methodology, proper Customer Relationship Management systems, and regular progress reviews. If you don't know you are winning, you are losing.
Ace the Sale! is a no nonsense guide, uniquely written for the busy sales rep. Using a golf course analogy, this book takes each hole as a must-do step in the sales cycle. There is clear instruction on everything the sales rep needs, including how to raise your Emotional Intelligence and better connect with prospects, understanding how to price deals, recognising when to 'walk away', what reference visits should accomplish, developing dynamic presentations skills, and much more!
Based on the author's highly successful sales career experiences, and filled with real world examples and insights - this book offers a fast track understanding for greater success in the tough but exciting world of sales. If you are a sales rep who wants to sell more software, hardware or services more often, with higher margins, then this book is for you. Even experienced reps and managers will find valuable information that is new, provocative, even controversial, but all geared towards one thing - selling!
- Become a sales rep superstar: close more sales with better margins
- Develop your Emotional Intelligence and understand what makes your prospects tick
- See why the informal structure in a company is more important than the formal hierarchy
- Boost your negotiating skills with real world tips, hints and insights
- Learn the tell tale signs of a deal heading south
- Recognise why saying "no" in a sales cycle is a strength, not a weakness
- Uncover the truth when everyone is lying to you
- A step-by-step, no-nonsense, fast track guide to the sales cycle, written by an industry expert
"Synopsis" may belong to another edition of this title.
Bahamut Media
Reading, United Kingdom
AbeBooks seller since August 15, 2012
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