Insight Sales (Corporate And Retail)

Whether you work in retail sales, corporate sales or some hybrid of the two, this sales approach works. Whether you sell raw materials, packaged goods or complex technology, this approach works. Whether you sell inexpensive items or high investment products, this approach works. This approach works because it takes the customer to new levels of understanding of what he or she needs, and delivers solutions that reduce the customer's costs and increase his or her benefits. This book presents the skill sets you need, supported by examples specific to both corporate and retail selling. In choosing this version of Insight Sales, you give yourself exposure to both. The material in this book is derived from observing the behaviour of a collection of high performance individuals. The best of the best sales people have something going for them that their more average peers do not. Yet what they do is quite learnable. What you are about to read will challenge the assumptions and thoughts you have about selling. You will be confronted with a new approach to selling that deepens your responsibilities as a sales person while taking you to new heights in sales performance. Ironically, taking on this additional responsibility will make your sales easier once you master this approach. You'll experience more, bigger, and easier sales to increasingly satisfied customers. Discover how the best sales people help each customer to achieve deeper insights about the customer's unique needs and an expanded understanding of what could be accomplished by solving real problems. These sales people distinguish themselves by challenging their customers to recognize real problems, the implications of those problems, the real and imagined constraints that have prevented the customer from taking action to remedy the problems, and the tremendous benefits that can be realized by pursuing the new opportunities that the salesperson is able to deliver. These people know how to learn about the customer's S.P.I.C.E3 before they recommend complete solutions that lead to increased customer success. The overall sales process, as it should be performed, is presented in an organized series of steps and the important skills are identified for each step in the sales sequence. Clear corporate and retail sales examples show the skills in action. This approach is not magic but real world selling. You will be presented with a practical step-by-step approach with full explanations for why you would choose to sell in this manner. This approach and the accompanying skills are quite learnable. It doesn't matter what you sell. It matters how you sell. Be exceptional and achieve sales at a higher level. Implement just one of the unique ideas in this book and you will more than recover your investment.

• | Author: Gary R. Ford
• | Publisher: Insight Publishers
• | Publication Date: Jan 25, 2016
• | Number of Pages: 410 pages
• | Language: English
• | Binding: Paperback
• | ISBN-10: 0993973728
• | ISBN-13: 9780993973727