Win Win Selling : Turning Customer Needs into Sales.

Format:

Book

Author/Creator:

Wilson, Larry.

Language:

English

Subjects (All):

Selling.

Customer relations.

Physical Description:

1 online resource (161 pages)

Edition:

1st ed.

Place of Publication:

Madrid : WinSource Publishing, 2011.

Summary:

Differentiating your company's products and services in the marketplace is a big challenge these days. But a company's sales force can gain sustainable advantages if it adopts the Counselor approach. A win-win mind- and skill-set, based on trust, problem solving and side-by-side work between seller and customer, makes buying easy.

Contents:

Cover

Copyright

Contents

Foreword

1. Loving Your Job: the Counselor Mindset

Performance with Fulfillment

Help the Buyer Win - A Story of Evolution

The Counselor Evolution

How the Counselor Approach Works

The Four Obstacles to Buying

Relating: Dealing with No Trust

Discovering: Dealing with No Need

Advocating: Dealing with No Help

Supporting: Dealing with No Satisfaction

Counselor Selling in Action

A True Win-Win Solution

2. Relating Skills: The Key to Overcoming Trust Resistance

Time, Tension, and Trust

Close the Credibility Gap

Propriety

Competence

Commonality

Intent

Prove Your Good Intentions with the 3 Ps

Build Empathy by Emulating Ben Duffy

An Action Plan for Improving Relating Skills

3. Discovering the Discovery Process

Discovering in the Counselor Selling Era

Tweaking the Golden Rule

Shining a Light on Unseen Needs

Digging Into the Gap: The Discovery Agreement

Discovery's Vital Engine: The Art of Questioning

Two Ears, One Mouth: The Value of Listening Well

Don't Overlook Purchase Influencers in Discovery

Avoid These Discovery Faux Pas

Why They Buy: Identifying Task and Personal Motives

And Now, for the Weather Report

4. Advocating, Presenting and Closing

Section 1: The Basics of Advocating

Balancing the Bicycle

Avoiding Irrelevance

The SAB Alternative

The Dangers of Fast-Forwarding Through Discovery

Section 2: The Art of the Sales Presentation

Adapting Your Advocating Strategy to Role Players

Winning the Day Before the Day

Gathering Competitive Intelligence

How "Word Laziness" Can Cost You Sales

The Third-Party Story: The Ultimate Illustrator

Ingredients of Good Third-Party Stories

Section 3: Handling Objections and Closing

Using the Assumptive Close

Managing Your Fears About Closing.

The LSCPA Model: Understanding Objections to Death

Handling the Complex Objection

Appealing to the Buyer's Task Agenda

Appealing to the Personal Motives

5. Supporting Skills

The "No Hurry" Phenomenon

The Zone of Indifference

Helping vs. Controlling: The Four Pillars of Support

The First Pillar: Supporting the Buying Decision

The Second Pillar: Managing the Implementation

The Third Pillar: Proactively Handling Dissatisfaction

The Fourth Pillar: Enhancing the Relationship

Adding Value Through Expertise and Networking

6. Counselor Selling in Action

Your Client is Just Comparing Prices

Your Client Takes the Job Inside

Your Non-Profit Rates Look Too Low

You Run into Gatekeepers

Your Client's Budget Suddenly Gets Cut

Your Company May Be Bought Soon

Your Client Buys Through a Purchasing Committee

Your Client is Setting Up Preferred Providers

Your Client's CEO Awards the Deal to a Friend

You Sell in a Declining Industry

You Sell for the First Time in a New Culture

Resources

Contributors

Index.

Notes:

Description based on publisher supplied metadata and other sources.

Part of the metadata in this record was created by AI, based on the text of the resource.

Other Format:

Print version: Wilson, Larry Win Win Selling

ISBN:

9798988186205

9798988186212

OCLC:

1378391859