More than ever, our economy relies on the service industries - but selling services is far different from selling tangible products. This book demystifies the selling of intangibles and teaches the required skills to grow any professional service business. Leveraging his 30 years' experience, leading sales expert Clifton Warren offers 26 lessons to help readers navigate the selling of complex and intangible solutions. Each chapter covers an important concept from A (Accountability) to Z (Zigzagging) in a concise and readable format, including a "to-do" action list that makes the book both a…mehr
More than ever, our economy relies on the service industries - but selling services is far different from selling tangible products. This book demystifies the selling of intangibles and teaches the required skills to grow any professional service business. Leveraging his 30 years' experience, leading sales expert Clifton Warren offers 26 lessons to help readers navigate the selling of complex and intangible solutions. Each chapter covers an important concept from A (Accountability) to Z (Zigzagging) in a concise and readable format, including a "to-do" action list that makes the book both a workbook and a study guide. By successfully applying the steps discussed in each chapter, professionals will substantially improve their performance and results, and anyone looking to drill down into specific topics will find additional resources to explore. B2B sales professionals in banking, insurance, finance, and other services, and small business owners such as lawyers, architects, and engineers, as well as professionals transitioning into sales roles, will appreciate the thorough and easy-to-follow guidance that this book provides.
Clifton Warren is a sales and business development expert and the principal of Clifton Warren Consulting, where he trains financial services professionals to elevate their sales capabilities and achieve new levels of productivity and profitability. As an author, his books have become essential guides for professionals and firms striving to excel in a competitive marketplace. Clifton resides in Melbourne, Australia.
Inhaltsangabe
1 A Accountability: breaking through your natural ceiling 2 B Beliefs: making the first sale to yourself 3 C Client centered: maximizing your vital few 4 D Discipline: maximizing your strengths 5 E End results: knowing what you want 6 F Focus: finding your doughnut 7 G Goals: aiming high to hit high targets 8 H Habits: acquiring the tools for success 9 I Ideas: a versatile clean four letter word 10 J Jargon: understanding market buzzwords 11 K Knowledge: getting smart about selling 12 L Listening: be all ears 13 M Marketing: promoting and selling your offering 14 N Niche: becoming someone special 15 O Observational marketing: paying attention to your market 16 P Prospecting: getting meetings with prospective clients 17 Q Questions: the other side of listening 18 R Referrals: leveraging existing relationships 19 S Service: your process for turning prospects into clients 20 T Time management: getting stuff done 21 U Upgrading: staying sharp 22 V Value selling: how to avoid competing on price 23 W Win Win: the ethical way to sell 24 X X factor: developing your personal power 25 Y You: packaging your X factor 26 Z ZigZag: how to recover from setbacks
1 A - Accountability: breaking through your natural ceiling 2 B - Beliefs: making the first sale to yourself 3 C - Client centered: maximizing your vital few 4 D - Discipline: maximizing your strengths 5 E - End results: knowing what you want 6 F - Focus: finding your doughnut 7 G - Goals: aiming high to hit high targets 8 H - Habits: acquiring the tools for success 9 I - Ideas: a versatile clean four-letter word 10 J - Jargon: understanding market buzzwords 11 K - Knowledge: getting smart about selling 12 L - Listening: be all ears 13 M - Marketing: promoting and selling your offering 14 N - Niche: becoming someone special 15 O - Observational marketing: paying attention to your market 16 P - Prospecting: getting meetings with prospective clients 17 Q - Questions: the other side of listening 18 R - Referrals: leveraging existing relationships 19 S - Service: your process for turning prospects into clients 20 T - Time management: getting stuff done 21 U - Upgrading: staying sharp 22 V - Value selling: how to avoid competing on price 23 W - Win-Win: the ethical way to sell 24 X - X factor: developing your personal power 25 Y - You: packaging your X factor 26 Z - ZigZag: how to recover from setbacks
1 A Accountability: breaking through your natural ceiling 2 B Beliefs: making the first sale to yourself 3 C Client centered: maximizing your vital few 4 D Discipline: maximizing your strengths 5 E End results: knowing what you want 6 F Focus: finding your doughnut 7 G Goals: aiming high to hit high targets 8 H Habits: acquiring the tools for success 9 I Ideas: a versatile clean four letter word 10 J Jargon: understanding market buzzwords 11 K Knowledge: getting smart about selling 12 L Listening: be all ears 13 M Marketing: promoting and selling your offering 14 N Niche: becoming someone special 15 O Observational marketing: paying attention to your market 16 P Prospecting: getting meetings with prospective clients 17 Q Questions: the other side of listening 18 R Referrals: leveraging existing relationships 19 S Service: your process for turning prospects into clients 20 T Time management: getting stuff done 21 U Upgrading: staying sharp 22 V Value selling: how to avoid competing on price 23 W Win Win: the ethical way to sell 24 X X factor: developing your personal power 25 Y You: packaging your X factor 26 Z ZigZag: how to recover from setbacks
1 A - Accountability: breaking through your natural ceiling 2 B - Beliefs: making the first sale to yourself 3 C - Client centered: maximizing your vital few 4 D - Discipline: maximizing your strengths 5 E - End results: knowing what you want 6 F - Focus: finding your doughnut 7 G - Goals: aiming high to hit high targets 8 H - Habits: acquiring the tools for success 9 I - Ideas: a versatile clean four-letter word 10 J - Jargon: understanding market buzzwords 11 K - Knowledge: getting smart about selling 12 L - Listening: be all ears 13 M - Marketing: promoting and selling your offering 14 N - Niche: becoming someone special 15 O - Observational marketing: paying attention to your market 16 P - Prospecting: getting meetings with prospective clients 17 Q - Questions: the other side of listening 18 R - Referrals: leveraging existing relationships 19 S - Service: your process for turning prospects into clients 20 T - Time management: getting stuff done 21 U - Upgrading: staying sharp 22 V - Value selling: how to avoid competing on price 23 W - Win-Win: the ethical way to sell 24 X - X factor: developing your personal power 25 Y - You: packaging your X factor 26 Z - ZigZag: how to recover from setbacks
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