Strategic Selling Simplified
The biggest challenge in sales organizations is by far a transformation or a change process. Sales people are always under pressure for results. Sales managers are forever chasing their field sales people for results. But you cannot manage people on results, for the simple reason that you run behind the facts. Sales results are the logical outcome of efforts and competencies.
In this book you’ll find a number of practical hands-on tools that will help you to focus on the right customers, optimize your sales efforts and thus increase the chance of making your numbers. We support you in changing commercial behavior and we create a sustainable impact by embedding new insights in your business model.
“What should I do when I’m in front of a customer?” This is a common question in our sales seminars around the world, and participants are often amazed at how much there is still to learn.
In this book, you not only learn the theory but also put it into practice and gain recognition for it. When you return to your customers, you start truly listening. As a result, customers gain a clearer understanding of the value being offered and are more inclined to do business with you as a more insightful salesperson.
How to sell your value and your price
“What should I do when I’m in front of a customer?” This is a common question in our sales seminars around the world, and participants are often amazed at how much there is still to learn.
In this book, you not only learn the theory but also put it into practice and gain recognition for it. When you return to your customers, you start truly listening. As a result, customers gain a clearer understanding of the value being offered and are more inclined to do business with you as a more insightful salesperson.
Het grote verkoophandboek
In recent years, hard selling has given way to smarter selling—selling solutions and value. However, true success requires a wide range of skills. Many things can go wrong: lack of preparation, not truly listening to the customer’s needs, offering discounts too quickly, or failing to engage the customer.
This handbook is packed with practical tips and tools, making it an essential guide for any sales professional who takes his craft seriously.
What is your Value Proposition?
This book will empower you and your sales and marketing teams to articulate your company’s value proposition with impact. By the end, you’ll have a compelling value statement, and your salespeople will be much better equipped to resist price pressure.
The Valueselling toolkit
This practical booklet helps you prepare for and conduct sales meetings effectively with its numerous templates.
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