Ultimate Sales Tool Kit [Sep 30, 2012] Miller, William Skip - Hardcover
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Ultimate Sales Tool Kit gives you a wide array of fresh new tools you can start using immediately. The book provides helpful examples and unique visual exercise that help you remember how and when to use each one and work them into your routine. Making it easy to flip to exactly what you need, right when you need it, each chapter introduces a different tool, with dynamic and exciting approaches for asking the right questions. You'll learn how to quickly open the door to larger sales, get buyers to call you back, gain access to the real decision-makers, and a whole lot more. Taking you far beyond your usual success patterns, "Ultimate Sales Tool Kit" doesn't ask you to get rid of what already works for you, but allows you to add to it. Most sales professionals incorporate a new method into their routine less than once a year - but when a major sale is on the line, you need to have the right tool at your disposal, and know how to use it. "Ultimate Sales Tool Kit" arms you with brand new tactics that will energize your performance and bring in more sales than you ever thought possible. "Ultimate Sales Tool Kit" is the energy boost you need to improve your bottom line. Giving you fifteen-plus, powerful, effective tools for use in prospecting, educating the client, and closing, this book instantly puts a range of new techniques at your fingertips, with proven methods for identifying buyer's needs, speaking their language, getting them involved, and more.
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Book Description:
About the Author:
"Are you still relying on just a few basic strategies to use on your sales calls, leaving it up to chance whether they'll work or not? Every sales call requires a different tactic; it stands to reason that if you don't have the right tool for the right situation, you're not going to be able to get the job done. Would you hire a plumber who only came armed with a hammer?
Ultimate Sales Tool Kit gives you a wide array of fresh new tools you can start using immediately. The book provides helpful examples and unique visual exercises that help you remember how and when to use each one and work them into your routine. Making it easy to flip to exactly what you need, right when you need it, each chapter introduces a different tool, with dynamic and exciting approaches for asking the right questions. You'll learn how to quickly open the door to larger sales, get buyers to call you back, gain access to the real decision-makers, and a whole lot more. Taking you far beyond your usual success patterns, Ultimate Sales Tool Kit doesn't ask you to get rid of what already works for you, but allows you to add to it, with exciting new tools such as:
30-Second Intro -- How do you get a sales call off on the right foot? This tool helps you make sure prospects get interested and start talking with you from the very first moment.
TimeZones -- Buyers purchase to satisfy needs, and time considerations are a critical, deciding element. This tool shows you how to create a sense of urgency with your prospect, and find out what time sensitive issues might be driving their buying decisions.
I-Date -- How can you get a buyer to commit and thus keep your deal from slipping? Learn how to get the prospect to commit to a date…and determine if you have a real sale, or just a maybe.
ValueStar -- What's the key to getting a prospect to find value in what you're selling? Buyers evaluate every solution in their own financial terms. Are you presenting value in their language?
Most sales professionals incorporate a new method into their routine less than once a year -- but when a major sale is on the line, you need to have the right tool at your disposal, and know how to use it. Ultimate Sales Tool Kit arms you with brand new tactics that will energize your performance and bring in more sales than you ever thought possible."
William "Skip" Miller is president of M3 Learning, a sales and management development company, and an instructor for numerous AMA sales management training programs. He is the author of several books, including ProActive Selling and ProActive Sales Management. He lives in Los Gatos, California.
"About this title" may belong to another edition of this title.
- PublisherBpi India Pvt Ltd
- Publication date2012
- ISBN 10 8184975449
- ISBN 13 9788184975444
- BindingHardcover
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