Insight Selling How To Conect Convince Surprising Research on What Sales Winners Do Differently
Afbeeldingen
Artikel vergelijken
Uitgever: John Wiley & Sons Inc
Auteur:
Mike Schultz
John E. Doerr
- Engels
- Hardcover
- 9781118875353
- 20 juni 2014
- 256 pagina's
Samenvatting
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John E. Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of sellerthe insight selleris winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Mike and John share the surprising results of their research on what sales winners do differently and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 Connect. Winners connect the dots between customer needs and company solutions while also connecting with buyers as people. Level 2 Convince. Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 Collaborate. Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winners circle more often, this book is a must-read.
Productspecificaties
Wij vonden geen specificaties voor jouw zoekopdracht '{SEARCH}'.
Inhoud
- Taal
- en
- Bindwijze
- Hardcover
- Oorspronkelijke releasedatum
- 20 juni 2014
- Aantal pagina's
- 256
- Illustraties
- Met illustraties
Betrokkenen
- Hoofdauteur
- Mike Schultz
- Tweede Auteur
- John E. Doerr
- Hoofduitgeverij
- John Wiley & Sons Inc
Overige kenmerken
- Extra groot lettertype
- Nee
- Product breedte
- 161 mm
- Product hoogte
- 24 mm
- Product lengte
- 235 mm
- Studieboek
- Ja
- Verpakking breedte
- 157 mm
- Verpakking hoogte
- 23 mm
- Verpakking lengte
- 234 mm
- Verpakkingsgewicht
- 434 g
EAN
- EAN
- 9781118875353
Je vindt dit artikel in
- Categorieën
- Taal
- Engels
- Boek, ebook of luisterboek?
- Boek
- Beschikbaarheid
- Leverbaar
- Studieboek of algemeen
- Studieboeken
Kies gewenste uitvoering
Bindwijze
: Hardcover
Prijsinformatie en bestellen
De prijs van dit product is 27 euro en 39 cent.
1 - 2 weken
Verkoop door
MyBoeken.nl
- Bestellen en betalen via bol
- Prijs inclusief verzendkosten, verstuurd door MyBoeken.nl
- 30 dagen bedenktijd en gratis retourneren
- Wettelijke garantie via MyBoeken.nl
Shop dit artikel
Vaak samen gekocht
Rapporteer dit artikel
Je wilt melding doen van illegale inhoud over dit artikel:
- Ik wil melding doen als klant
- Ik wil melding doen als autoriteit of trusted flagger
- Ik wil melding doen als partner
- Ik wil melding doen als merkhouder
Geen klant, autoriteit, trusted flagger, merkhouder of partner? Gebruik dan onderstaande link om melding te doen.