The Sales Agility Code: Deploy Situational Fluency to Win More Sales

by Michelle Vazzana, Lisa Sottosanti Doyle

Released May 2023

Publisher(s): McGraw-Hill

ISBN: 9781264969654

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Book description

Develop the mental agility and razor-sharp decision making of today’s most successful salespeople

The world of sales has become less predictable and more competitive in recent years. Buying decisions are more complex, differentiation between suppliers is difficult to discern, and high-quality information is readily available. The salespeople who excel are agile―choosing a path based on the buying situations they face and continually re-assessing those choices.

In The Sales Agility Code, leaders at industry-leading sales training and development firm VantagePoint Performance help you learn and replicate what the highest-performing salespeople do to succeed in an unpredictable and ever-changing market. This groundbreaking, research-driven guide teaches you how to:

Shift to a buyer-focus perspective and assess customer situations from multiple perspectives
Make sense of buyers’ situations by considering and weighing all available data and your own insights
Choose a sales approach that aligns with the customer situation with your prioritized sales objective
Execute a variety of sales tactics that will move the sales opportunity forward
Make in-the-moment adjustments as the buyer’s situation evolves

With The Sales Agility Code, you have everything you need to understand the buyer, the buying situation, and the buyer’s needs so you can consciously choose the best approach for each stage in each deal―which will invariably result in more sales.