Secrets of Great Salespeople: 50 Ways to Sell Business-to-Business

  • 4h 24m
  • Jeremy Raymond
  • Hodder & Stoughton Ltd
  • 2016

Discover the 50 secrets that great salespeople know - complete with strategies for putting them into practice.

What do great salespeople know that the rest of us don't? Do they have a secret recipe for success? Is there a special alchemy to selling? The Secrets of Great Salespeople reveals the 50 things you need to know to in order to sell. Each chapter outlines one of the 50 ideas and gives three strategies for putting it into practice. Some ideas will surprise you, all will inspire you. Put these simple strategies together and you have a recipe for sales success, a formula that will unlock your selling potential.

Whether you want to build lasting and profitable customer relationships, hunt down new clients, or are just beginning to work in a sales-related field, this book provides the tools and techniques you need to sell more. With dedicated sections on being a 'Farmer' or a 'Hunter', on customers and for novices, it gives you everything you need to know.

About the Author

Jeremy Raymond is an executive coach and business development expert. He has taught selling in places like IBM, Sainsbury's, AT Kearney, Fujitsu and for other clients as well as running his own business for the last 14 years.

In this Book

  • Enquiry Before Advocacy
  • Logic Opens the Mind, Emotion Opens the Wallet
  • It's Worth What Clients Believe
  • Big Occasions Prompt Big Spending
  • To Change is to Lose
  • Opportunities are More Attractive than Problems
  • Competition Helps
  • Reasonable Prices are Relative Prices
  • To Procure is Human…
  • Requests for Proposal (RPFs) are Honeypots
  • Closing Takes Patience
  • The 'Walk Away' Point Determines Your Tactics
  • Referrals, Not Feral Salespeople
  • A 'Strategic' Solution is Worth More
  • Outcomes, Not Features
  • Campaigns, Not Crises
  • Large Solutions Need Broad Support
  • The Brand is You
  • Assumptions Communicate as Much as Assertions
  • Agenda Building is Relationship Building
  • First Meetings Test your Status
  • Common Ground Creates Rapport
  • Gifts Create Obligations
  • Working Sessions, Not Pitches
  • The Matrix Marches to Your Tune
  • Not Every Client is a Good Client
  • Pressurizing Clients can Cost You the Deal
  • Proposals Answer Client Questions
  • Naming the Price is Naming the Value
  • In the End, Nice Guys can Win
  • Discipline Works Better Than Luck
  • Two Ears, Two Eyes and One Mouth
  • Caveat Venditor
  • How You Feel is Part of How You Win
  • Spontaneity Takes Practice
  • Sales Teams Need Chocolate
  • Energy is Neither Created Nor Destroyed
  • Patience Pays
  • Two Ears (Again)
  • Judging the Client Never Helps
  • Trust is a Two-Way Street
  • Culture can Trip You Up
  • Sales Fitness Takes Effort
  • Selling is a Service
  • Solutions Selling is a Team Sport
  • Even villains can be Gentlemen
  • Proximity to the Client Pays Off
  • Stories Inspire and Reassure
  • Professionalism Matters, Not Just Results
  • Not All Clients are Worth Investing in
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