Stop Cold Calling - Start Warm Calling
- Definitive guide to setting up meetings with senior and top executives
- Describes the steps in detail
- Can improve your hit rate to up to 80%
Sales Qualification - Lose Quickly!
- The biggest waste of time is the sales you lose
- Qualify your sales to find out if it is worth bidding
- Learn to wear a business hat and gain the respect of your prospects
Gaining Preferred Supplier Status
- How to win the account, not just the sale
- How to progress up the supplier status gradations
- How to build a comprehensive development plan for the account
What is your Sales Model?
- Different sorts of selling and the enormous differences in associated sales behaviours
- An inappropriate style of selling will make the buyer uncomfortable and damage the sale
- How to know which model you are in at any time and adopt the right selling styles
Structuring Major Sales
- How to plan a major sales like a game of chess
- How to deal with each phase of the sale
- How to beat the competition
Preparing a Business Case
- How to prepare and lay out your case in the best way
- How to deal with costs and benefits
- How to persuade your prospect to let you present your case in the most effective way
A Financial Survival Pack for Salespeople
- Financial concepts examined from a salesperson’s point of view
- It’s not all numbers with senior executives, there’s emotion too
- This book breaks through the jargon and clearly explains the concepts
Selling is a Dirty Business
- A light hearted look at sales process best practices
- Ideal for those considering or new to sales
- Presented as a dialogue, it examines all phases of the sales cycle