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Amp up your sales : powerful strategies that move customers to make fast, favorable decisions / Andy Paul

Author
Paul, Andy
Published
New York : American Management Association, [2014]
Copyright Date
©2015
Physical Description
1 online resource (255 pages) : illustrations, charts
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Contents
Cover; Title; Copyright; Contents; Foreword; Introduction; PART ONE: Simplifying Your Selling; 1 What Is Selling?; 2 Understanding Your Selling Process; 3 Balancing Selling and Buying; 4 The Mechanics of Decision Making; 5 The Ratio of Planning to Action; 6 Earning Selling Time; 7 Being the Seller Your Customers Need; 8 Simplifying Your Selling; 9 Winning the Sale; PART TWO: Accelerating Your Responsiveness; 10 The Speed of Responsiveness; 11 The New Sales Funnel; 12 Accelerating Your Responsiveness; 13 The Power of the First Perception; PART THREE: Maximizing Value., 14 Delivering Maximum Value15 Visualizing Value; 16 The Peak/End Rule of Sales; 17 Delivering Value with Peak/End Selling; 18 Shaping the Buying Vision; 19 Being 1 Percent Better Is Enough; 20 Making Your Selling Memorable; PART FOUR: Growing Through Follow-Up; 21 The Simplest Strategy for Growth; 22 The No-Lead-Left-Behind Sales Process; 23 Standing Out by Following Up; PART FIVE: Amp Up Your Prospecting; 24 To Cold Call or Not to Cold Call; 25 Doing What It Takes to Succeed; 26 Sell More: The Difference Between Activity and Prospecting; 27 Being Worth a Second Call., 28 Practicing Value-Based PersistencePART SIX: Qualification: Doing More with Less; 29 Are You Selling to the Right Customers?; 30 The Bulletproof Qualification Process; 31 Qualifying on Price and Value; 32 Objections and Qualification; 33 Building a Productive Pipeline; PART SEVEN: Mastering Stories That Sell; 34 Becoming an Effective Content Curator and Provider; 35 Four Questions to Build Compelling Sales Stories; 36 Are Your Stories Worth Repeating?; 37 Integrating Stories into Your Selling Process; PART EIGHT: Selling Through Customer Service; 38 Selling and Service., and 39 The Most Important Sales Call40 Building Customer Relationships That Last; Index; A; B; C; D; E; F; G; H; I; J; K; L; M; N; O; P; Q; R; S; T; U; V; W; Y; Z; About the Author; Free Sample Chapter from New Sales Simplified by Mike Weinberg.
Summary
Today's customers are overwhelmed by options and short on time-only salespeople who prove reliable, respond quickly, and add value to every interaction will get the sale. Amp Up Your Sales shows readers how they can become the kind of trusted professional that consistently wins business. Arming readers with a powerful set of strategies, the book reveals how to engage the customer; earn selling time; work with the mechanics of decision making; cultivate credibility; ramp up responsiveness; shape the buyer's vision; integrate stories into the sales process; build lasting relationships through fo.
Subject(s)
Genre(s)
ISBN
9780814434888 (electronic bk.)
0814434886 (electronic bk.)
9780814434871
0814434878
Note
Includes index.
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