Home | Amazing | Today | Tags | Publishers | Years | Account | Search 
Trust-Based Selling: Finding and Keeping Customers for Life


The first year of developing a new sales territory or establishing new customers is a daunting task—especially in dog-eat-dog industries. The traditional advice is to train quickly on products, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than "opportunity" management. But jumping straight to opportunity will leave salespeople chasing their tails and coming up short on payday.

With an emphasis on basic sales skills that have been refreshed for today's generation of buyers, Trust-Based Selling shows there is a significant problem you must overcome when opening up new accounts and territories. No matter what you are selling, your prospect already has a trusted relationship with an incumbent vendor and will continue to buy from that vendor even when you have the better solution. The playing field is not level—and you’re on the wrong side. So how can you compete to win?

"Trust is the grease that makes business sales effortless," writes sales pro and trainer Dave Monty in this quick-read book. Opportunity metrics are important, but trust—and a few sharp insider tactics Monty reveals—is the guidepost that leads to success. Trust-Based Selling—an abridgement of Monty's Sales Hunting—helps you start establishing trust before you step foot in a prospect’s door, and it shows you the tactics necessary to penetrate new accounts. It also explains:

  • The new basic sales skills as taught by master salesman Dave Monty
  • Why trust-based relationships enable you to get and keep customers for life
  • How to get in step with the customer’s buying cycle
  • How to establish trust-based and traditional sales metrics to guide your efforts

With advice based on Monty’s twenty years of IT sales and sales management experience—along with principles confirmed by academic research—Trust-Based Selling is a fast read that is packed with real-life examples and prescriptions for achieving sales success. It will prove a lifesaver for any new salesperson, as well as sales veterans needing to develop new skills and rekindle the zeal required to succeed in sales.

What you’ll learn

  • Why traditional sales models do not work for new account acquisition.
  • Why long-term sales success is now built on developing a trusted relationship with the customer.
  • The best methods for achieving first meetings.
  • The best solutions to lead with.
  • How to qualify customers and opportunities.
  • Where to best spend your time.
  • How to measure and track your success.

Who this book is for

Salespeople and sales managers who need to expand their customer base.

Table of Contents

  • The Silent Sales Killers
  • The Buyer Process
  • The Sales Process
  • Trust
  • Trust Sales Cycle
  • Build Business Relationships
  • Understand the Sales Equation
  • Where to Find Customers
  • Cold Calling
  • Selling Strategies
  • Qualifying and Developing Opportunities
(HTML tags aren't allowed.)

The Theory of Materials Failure
The Theory of Materials Failure

A complete and comprehensive theory of failure is developed for homogeneous and isotropic materials. The full range of materials types are covered from very ductile metals to extremely brittle glasses and minerals. Two failure properties suffice to predict the general failure conditions under all states of stress. With this foundation to...

Wireless Sensor Networks (Artech House Mems and Sensors Library)
Wireless Sensor Networks (Artech House Mems and Sensors Library)
Our society is awash in “machine intelligence” of various kinds, from smart thermostats
in our homes, to expert systems and design aids in our workplaces, to jet
aircraft landing safely in treacherous weather under computer control. Over the last
century, we have witnessed more and more of the “drudgery” of
Analyzing the Analyzers: An Introspective Survey of Data Scientists and Their Work
Analyzing the Analyzers: An Introspective Survey of Data Scientists and Their Work

There has been intense excitement in recent years around activities labeled "data science," "big data," and "analytics." However, the lack of clarity around these terms and, particularly, around the skill sets and capabilities of their practitioners has led to inefficient communication between "data...

Exploring Microsoft Office Excel 2016 Comprehensive (Book Only, No MyITLab Included) (Exploring for Office 2016 Series)
Exploring Microsoft Office Excel 2016 Comprehensive (Book Only, No MyITLab Included) (Exploring for Office 2016 Series)

This book offers full, comprehensive coverage of Microsoft Excel.

Beyond point-and-click

The goal of the Exploring series is to move students beyond the point-and-click, to understanding the why and how behind each skill. And...

The Board Game: A Director's Companion for Winning in Business
The Board Game: A Director's Companion for Winning in Business

The corporate board game is complex and fraught with dangers for the unwary. In this practical look at life at the top of the organisational tree, Peter Waine distils his many years experience and exclusive access to leading board directors into a biting exposé of how company decisions are really made and executed. The Board Game offers...

ASP.NET Core Recipes: A Problem-Solution Approach
ASP.NET Core Recipes: A Problem-Solution Approach
Quickly find solutions to common web development problems. Content is presented in the popular problem-solution format. Look up the problem that you want to solve. Read the solution. Apply the solution directly in your own code. Problem solved!

ASP.NET Core Recipes is a practical guide for developers creating modern...

©2021 LearnIT (support@pdfchm.net) - Privacy Policy