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Business Management Book Store > Business Management books beginning with S
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Selling Results!: The Innovative System for Maximizing Sales by Helping Your Customers Achieve Their Business Goals |
Author: Bill Stinnett
Published: 2006-12-26 |
List price: $29.95
Our price: $19.77
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As of: January 06th, 2009 07:53:54 PM
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Customer comments on this selection.
 Excellent supplementary resource
Written by Sales Excellence Inc. founder and president Bill Stinnett, Selling Results: The Innovative System for Maximizing Sales by Helping Your Customers Achieve Their Business Goals is a guide to maximizing one's sales success through increasing deal size, whether in terms of volume purchased or duration on contracts; accelerating sales velocity through shortening one's development process and/or the customer's buying process; improving the accuracy of sales forecasts; and much more. Written in plain terms for practicing sales professionals of all walks of life, Selling Results is an invaluable resource packed cover to cover with wisdom borne from experience. "A [business] relationship is typically not the reason a customer decides to buy, but it can have a huge influence on who they openly share information with and who they ultimately decide to buy from. The quality of your client relationships is important, but the quantity also matters." The step-by-step instructions for categorizing sales opportunities and dimensions that can be improved to create a more favorable sales environment are particularly useful in this excellent supplementary resource for career salesmen and saleswomen, whether they are on a lot floor or proposing a merger.
Terrific book on Complex Selling
Excellent work of Bill Stinnet about how translate your specific offer into a coherent framework in order that customer understand and can connect the business value you bring.
Very detailed explanation about every step in complex sales process, this book is helfulp since beginning to read it.
Must read for every sales person
I've read other books and they have a similar concept but it didn't resonate with me, but when I read Selling Results it just clicked. I'm very excited to put these concepts to use start killing my quota!
 Review of Selling Results
Bill does it again with his straightforward, practical guide of a book, Selling Results. I found this book helpful for several reasons. One, Bill builds on concepts he introduced in his first book, Think Like Your Customer. Urgency, Motive, Business Value, and focusing on the buying process. Two, Bill is constantly reminding us that we must get the customer to commit. He tells us to be willing to walk away when it makes sense to do so. Three, he challenges sales people to take honest assessments of their sales efforts. For example, while many sales people neglect prospecting and hide behind the veil of customers demanding too much rep time, the fact is it must be done to avoid suffering the consequences of the neglect. Four, he provides valuable tools like the Opportunity Scorecard to decide how attractive each opportunity really is. And five, Bill reinforces a running theme of staying on the offense with your selling.
Mark Sellers
Selling Results - Systematic and scientific approach to sales.
This is one the better sales books that I have seen published recently. The book is very easy read and comes with a number of templates and worksheets that can be put to use immediately. This book is a great guide for salespeople involved in complex sales, which requires a very systematic and scientific approach to the sales processes. I strongly recommend Selling Results by Bill Stinnett.
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