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Critical selling : how top performers accelerate the sales process and close more deals

Author: Justin Zappulla
Publisher: Hoboken, New Jersey : John Wiley & Sons, Inc., [2016]
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
Master these top-performing sales skills to dominate the marketplace. Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Zappulla, Justin.
Critical selling.
Hoboken, New Jersey : John Wiley & Sons, Inc., [2016]
(DLC) 2015020838
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Justin Zappulla
ISBN: 9781119052586 1119052580 9781119052579 1119052572 9781119172512 1119172519 1119052556 9781119052555
OCLC Number: 910936266
Notes: Includes index.
Description: 1 online resource
Contents: Additional Praise for Critical Selling; Title Page; Copyright; Dedication; Acknowledgments; Introduction: Critical Selling: Focusing on What Matters Most; Chapter 1: Selling to Today's Buyers: Remain Customer-Focused; Recognize That Buyers Have Changed; Use the Right Sales Approach; Know How Your Customers Perceive You; Become a Trusted Advisor; Critical Selling: Lessons Learned; Chapter 2: The First Step Is to Believe: Change Your Mindset; Mind Your Mindset; Always Be Improving; Stay Patient through Change; Critical Selling: Lessons Learned. Chapter 3: Why Planning Matters: Determine Your ApproachUnderstand That Planning Matters; Think about Planning; Set SAM Objectives; Plan Ahead and Reflect After; Critical Selling: Lessons Learned; Chapter 4: A Solid Opening: Connect with Your Customers; Plan Your Opening; Master the Greeting; Create Connections; Deliver a Legitimate Purpose Statement; Confirm for Feedback; Close the Opening with Some Reflection; Critical Selling: Lessons Learned; Chapter 5: It's All about Discovering: Get to Know Your Customers; Understand the Benefits of Discovering; Ask the Right Questions. Target the Six Critical Areas of FocusListen Actively to Understand Your Customer; Avoid Common Pitfalls; Critical Selling: Lessons Learned; Chapter 6: Presenting What Your Customer Needs: Link a Tailored Solution; Take Advantage of Discovering; Plan the Approach; Tailor the Solution; Ask for Feedback; Strengthen the Solution; Link Your Solution; Critical Selling: Lessons Learned; Chapter 7: Leverage Momentum at Closing: Capture Customer Confidence; Summarize Where You've Been; Gain Commitment to Move Forward; Define Next Steps; Confirm with Your Customer; Critical Selling: Lessons Learned. Chapter 8: Dealing with Objections: Return to the Land of DiscoveryRecognize Real Objections; Understand Why Objections Come Up; Be Prepared for Objections; Work through Objections; Maintain Goodwill and Ask for Feedback; Critical Selling: Lessons Learned; Conclusion: Putting It All Together: Mindset + Practice + Process + Action; Plan Each Sales Interaction; Connect and Reconnect; Ask Questions (and Listen to the Answers); Adjust Your Attitude; Appendix: Case Study: The McCrone Group; The Challenge; The Solution; The Results; About Janek Performance Group; About the Authors; Index.
Responsibility: Justin Zappulla, Nick Kane.

Abstract:

Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition.  Read more...

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