In todays economy, it's more important than ever in B2B sales to always have your A game. In this book, you'll learn the essentials to thrive in 21st Century Selling. The personality of a salesperson is no longer the main indicator of success. Today, you must do so much more to win business and your prospect must have a high degree of confidence you are serving both their individual and company's best interest.
In his thought-provoking book, Jim takes apart the elements of traditional selling. He rearranges, reframes and changes paradigms to create a different approach to professional sales. Discover how a deep commitment to win-win and refusing to respond to pressure can actually increase your sales success. It’s about the entire sales process and a “How to do it” in your face to face sales interactions.
Ultimate Selling by design will maximize your sales outcomes while reducing the sales cycle. Full of Tables, Graphs and Mind Map illustrations. In Chapter 5, explore the 25+ questions and "questions behind the questions” that ensure you have a qualified prospect and you’re established as the credible, trusted advisor and preferred provider.
The days of the old ABC’s “Always be Closing” are over! It’s time you changed your paradigm and start building sustainable relationships by Connecting with your prospects, the real foundation of customer loyalty and sustainability.
THE ULTIMATE SELLING ABC’S ARE: ALWAYS BE CONNECTING. Gone is the Zero Sum Game. I win, you lose.