Strategic Sales Plan: Why Sales Fail and How Wins are Won - Softcover

DeGroot, Robert

Softcover

ISBN 10: 0986405876 ISBN 13: 9780986405877

Verlag: Robert P DeGroot, 2018

Inhaltsangabe

Now you can know with certainty why sales fail and how wins are won.

You might be interested to know that most people who sell solutions to customer problems in highly competitive markets use a sales process in which there are usually 8 phases, 44 steps, and potentially 200 action items.

No wonder sales sometimes fall apart for no apparent reason. That's a lot of steps in the B2B sales process!

This book provides the descriptions of these phases, steps and action items in Strategic Sales Plan: Why Sales Fail and How Wins Are Won.

The book is 100 pages of research and evidence-based sales expertise written in a numbered and bulleted format making it easy to confirm and validate which of the phases, steps, and action items fit for what you sell.

Instructions for Best Practices Use

1. Validate the steps you need to do for what you sell by reviewing the details of each step and identifying the consequences of not doing them. Cross off, add, or modify steps.
2. Analyze a dozen losses, and a dozen wins to find the patterns of steps missed that cause your sales to fail and the patterns of steps that were done that cause your sales to be won.
3. Learn the skills you need, to do the steps that are difficult for you.
4. Buy this book or ebook for detailed definitions and the actions to take to achieve each step.

Now you can use this unique book as a sales diagnostic tool to 100% of the time find the patterns of missed steps that cause sales to stop, stall, or fail and find the patterns of steps that when completed will win sales. It's actually quick and easy to do once you have this information.

• Sales managers use it to know which sales will fail before they do and the specific actions items needed to save them.
• Sales coaches use it to know what to coach to create sustainable results.
• Sales trainers use it to identify what to train to get immediate, measurable, and sustainable results.
• Salespeople use it to consistently guide their sales to success.

The book has a diagnostic checklist in the back ready reference.

See www.SalesHelp.com for more sales, sales management, and customer service skills books by Robert DeGroot.

Über diesen Titel

Über die Autorin bzw. den Autor

Robert "Bob" DeGroot, MEd, DCH, is the founder and president of Sales Training International. He is an author, counselor, consultant, sales professional, and trainer with more than thirty years of experience in sales, training, and psychology. After completing his military service in the US Coast Guard, he attended college where he earned a Bachelor's in Psychology and a Master of Education in School Psychology from Texas State University. Later in life, he earned a Doctorate in Clinical Hypnotherapy from the American Institute of Hypnotherapy. He's had rewarding careers in both the mental health sciences and in sales. The magic in sales happened for Bob when he discovered the psychology that made sales techniques work successfully in some situations but not in others. His studies in human motivation, buying behavior, and persuasion led him to develop a different perspective that is evident in this latest book. Bob is the author of Psychology for Successful Selling (Branden Publishing Company, 1988), and Trance Formed Body (Doctor Hypnosis, 2015). Additionally, he's written and developed more than seventy training courses, fifty web-based training courses, and forty plus e-books in the professions of psychology, sales, sales management, and customer service.

Details zur Ausgabe

• Verlag: Robert P DeGroot
• Erscheinungsdatum: 2018
• Sprache: Englisch
• ISBN 10: 0986405876
• ISBN 13: 9780986405877
• Einband: Taschenbuch
• Anzahl der Seiten: 110
• Kontakt zum Hersteller: preigu GmbH & Co. KG; mail@preigu.de; ; Lengericher Landstr. 19; Osnabrück; Niedersachsen; 49078; Deutschland