Book description
Is your sales team stuck in a rut? Would you like to get them fired up about bringing in new customers and selling more? 25 Sales Strategies and Activities is a unique training and development tool designed to teach sales professionals how and when to use a variety of proven sales strategies. The guide presents 25 strategies and activities in terms of two critical selling factors: Relationships – how the customer perceives you as a supplier based on past experience and interactions; Performance – what you as a supplier actually deliver to the customer. A diagnostic sales strategy matrix shows how much each strategy emphasizes both relationship and performance. A relationship performance index further classifies the strategies as highest, higher, moderate, lower, lowest. Each strategy comes with an activity that clears up any question about how the strategy should be implemented. Each activity includes fully reproducible exhibits which can be used as exercises and handouts in training sessions. Rather than a one-time training tool, 25 Sales Strategies and Activities is a useful and practical guide your employees will refer to over and over again. It's packed with a wealth of insight, tips and guidance for motivating sales people.
Table of contents
-
25 Sales Strategies and Activities
- Copyright
- Introduction
- Strategy #1: Know the Customer
- Strategy #2: Build Rapport
- Strategy #3: Honesty is the Best Policy
- Strategy #4: Understand the Customer's Perspective
- Strategy #5: Selling the "Sizzle"
- Strategy #6: What's in a Name?
- Strategy #7: Selling Up, Down, All Around
- Strategy #8: Contingency Selling
- Strategy #9: Creating the Need
- Strategy #10: Having the Latest Technology
- Strategy #11: Understand the Customer's Needs
- Strategy #12: Empowering Customers
- Strategy #13: Cutting Costs
- Strategy #14: Just-in-Time Opportunities
- Strategy #15: Pull-Through Sales
- Strategy #16: Creating Buying Habits
- Strategy #17: Selling Service
- Strategy #18: Full-Service Selling
- Strategy #19: Global Approach
- Strategy #20: Value-Added Sales
- Strategy #21: Teamwork
- Strategy #22: Adapting to Change
- Strategy #23: Beating the Competition
- Strategy #24: Creative Selling
- Strategy #25: Worth the Price
Product information
- Title: 25 Sales Strategies and Activities
- Author(s):
- Release date: January 2007
- Publisher(s): HRD Press
- ISBN: 9780874259452
You might also like
book
Aligning Strategy and Sales
"The best sales book of the year" — strategy+business magazine That gap between your company’s sales …
video
Aligning Strategy and Sales
Frank Cespedes, senior lecturer at Harvard Business School, on how to connect what your people sell …
book
Sales Management That Works
Named to the longlist for the 2021 Outstanding Works of Literature (OWL) Award in the Sales …
book
Elite Sales Strategies
Accelerate your sales career with this how-to book from an expert in sales In Elite Sales …