• 15,99 €

Description de l’éditeur

As a successful entrepreneur and sales executive with three decades in business, Ron Volper has written an easy-to-follow, hands-on guide that will help sales rookies, struggling reps, and even top performing salespeople boost their company’s revenues faster than they thought possible.

Based on extensive field research with the best-of-the-best sales pros, this jam-packed book offers 20 clearly defined selling strategies, plus hundreds of examples and sample dialogs that teach salespeople and sales managers exactly how to:
• Win over cautious customers even in a down market
• Overcome customer fears and objections so they are ready to buy
• Avoid and bounce back from a sales slump
• Prepare and present business presentations that close more and bigger sales
• Lead and train sales teams based on the winning habits of top-performing salespeople

“Ron Volper’s Up Your Sales in a Down Market is one of the most original and useful sales books ever written. I have derived great value from Volper’s information and ideas about how to raise up our sales when our markets were down. Every senior executive and salesperson should read it and keep it with them.”—Mitchell H. Caplan, former President and CEO of E*Trade, current CEO of Jefferson National Life Insurance

“Ron Volper has written the foundational book on sales. Inspirational and practical, this book will have dog-eared pages and be quoted from coast to coast by sales rookies and pros alike.”—J. French Hill, former economic adviser to President George H.W. Bush and Chief Executive of Delta Trust

“Ron Volper has written the foundational book on sales. Inspirational and practical, this book will have dog-eared pages and be quoted from coast to coast by sales rookies and pros alike.”—J. French Hill, former economic adviser to President George H.W. Bush and Chief Executive of Delta Trust

“Volper’s strategies for selling to cautious customers in tough times, both over the phone and face to face, are unmatched. His recommendations to increase sales are thoughtful and creative, but more importantly, they work. They worked for me at two public companies, and they’ll no doubt work for other sales and marketing executives and their salespeople.”—Paula Kruger, executive vice president, Mass Markets (retired), Qwest Communications

Up Your Sales in a Down Market is both a timely and highly practical sales guide. Ron clearly knows how to energize the sales organization, get the sales team focused on doing what matters, and drive sales productivity and results.”—Don Blaustein, CEO, Heineken USA (retired)

Ron Volper, PhD, is a leading authority on business development. He has been interviewed on national television programs, including Bloomberg Television, MSNBC, and CNBC. As managing partner of the Ron Volper Group he has advised 90 Fortune 500 Companies (including General Electric, Exxon Mobil, Coca-Cola, and JPMorgan Chase) and many mid-sized companies on how to increase sales, and has trained more than 30,000 salespeople and executives over the past 25 years. Ron is also an Adjunct Faculty member at New York University and a sought-after speaker who has presented his ideas on business development to audiences throughout the world. He and his wife live in Larchmont, New York.

GENRE
Entreprise et management
SORTIE
2011
15 novembre
LANGUE
EN
Anglais
LONGUEUR
224
Pages
ÉDITEUR
Red Wheel Weiser
TAILLE
7.3
Mo