Simply Selling: The Definitive Guide to B2B Consultative Selling - Tapa blanda

Sinopsis

Business to business (B2B) selling is unique. To be effective demands the mindset of a trust-advisor and client advocate. Unlike selling to consumers, B2B selling recognizes the nuances of selling to corporate buyers and C-Level decision makers. The old selling philosophy of "Always Be Closing" (ABC) and overly aggressive selling tricks simply don't work; in fact, they went out of style in the 1980's.Simply Selling is the definitive guide to consultative selling in the B2B landscape. In this book, you’ll discover the competencies, behaviors, and attitudes inherent to all top 1% sales performers. Based on “in-field” assessments of over 10,000 sales professionals across major industry niches, Simply Selling challenges conventional selling techniques and introduces proven steps to executing consistent sales results.Using the Consultative Selling Model™, you’ll learn 7-steps that can be applied in every selling situation. You’ll learn how to:•Build trust-based business relationships•Improve rapport and credibility •Diagnose your client’s challenges and gaps•Present compelling, impactful solutions•Differentiate your value proposition •Manage your buyer’s uncertainty•Negotiating from a position of strength, and •Close the deal (without ever asking)The best thing about Simply Selling is that any and every sales professional and/or business owner can learn and replicate the skills in a matter of days. You’ll learn how to challenge your client’s presuppositions and show them alternate means to reaching their objectives and outcomes; simply put, you’ll gain extraordinary confidence, perfect new selling tools, develop into a trusted-advisor, and – best of all, close more deals.

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