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Index
Get-Real Selling: Your Personal Coach for Real Sales Excellence Dedication SPECIAL OFFER: Upgrade this ebook with O’Reilly What They’re Saying about Get-Real Selling Foreword Editor’s Note I. Setting the Stage: The True Purpose of the Consultative Sales Professional
1. Introduction: How Get Real Got Started 2. Sales Is the Greatest Profession
Being a Consultative Professional and a Strategic Resource Being a Consultative Professional Being a Strategic Resource for Your Organization
3. Not Real: Faking Consultative Selling 4. The True Purpose of a Sales Professional – S.E.L. 5. Not Real: Selling Selfishly 6. Selling On Purpose – Is It Really an Art? 7. Not Real: The Easy Way 8. The Hard Way Is the Easy Way 9. Solutions Selling Defined - It Is Not a Fuzzy Concept! 10. Not Real: Bag Diving as Your Method of Differentiation 11. Differentiation – Live the Consultative Approach 12. Differentiation in the Real World 13. Half of Winning Is Just Showing Up
II. Tried and True: Get-Real Sales Skills, Processes, and Tactics That Will Transform You into a True Consultative Sales Professional
14. Not Real: The Big-Hitter Approach: Part One of a Fable 15. When in Doubt, Go Study Your Customer’s Business! Part Two of a Fable 16. Business Acumen as Your Personal Differentiator 17. Searching for New Selling Opportunities 18. Not Real: Sales as a Remote-Control Business 19. Effective Techniques for Reducing Buyer Defensiveness 20. Not Real: Being Defeated by the Fear of Calling High 21. “Why Are You Calling on this Person?” “Because He’ll See Me!” 22. The Importance of Establishing Trust and Credibility 23. Not Real: Being Out of Sync with Customers’ Buying Preferences 24. Reading and Adapting to the Customer’s Buying Preferences 25. Discovery: The Most Direct Path to Sales Success 26. The Magic Question 27. Selling Strategically 28. The Get-Real Approach to Account Management 29. The Get-Real Approach to Opportunity Management 30. Being Strategic on Every Sales Call 31. Not Real: The Personal Relationship Trap 32. Understanding and Leveraging the Politics in Your Customer’s Organization 33. Presenting the Solution 34. Not Real: The Myth of Magic Closes 35. The Art of Get-Real Closing
III. Hidden Elements of Sales Professionalism that Will Make You Stand Out from the Rest
36. The Triumphs of Calling on Executives 37. Not Real: Are You Your Own Competition? 38. Managing the Competition and Customers’ Reasons for Buying 39. Not Real: A Typical Bad Proposal 40. A Real Proposal: Complete, Concise, Correct 41. Not Real: The Myth of Forecasting 42. Sales Forecasting Done Well 43. Numbers: Metrics that Matter 44. The Secret of Get-Real Goal Setting 45. Not Real: Performance-Draining Uses of Technology 46. Positive, Performance-Enhancing Uses of Technology
IV. The Bigger Picture in Professional Sales
47. Not Real: “You Are Either a Hunter or a Farmer” 48. Hunters and Farmers Are Not as Different as We Think! 49. Making Professional Relationships Work 50. Not Real: Love ‘Em and Leave ‘Em! 51. A Neglected Step in the Sales Process – Keeping Customers for Life 52. Not Real: Out of Balance, On the Edge 53. Living a Balanced Life 54. Not Real: Living on the Run 55. Living On Purpose – Sales as My Profession 56. Not Real: Surviving vs. Thriving – Settling for Mediocrity 57. Driving Unrelentingly for Sales Results 58. Living On Purpose Self-Survey 59. Concluding Thoughts
A. The Get-Real Sales Call Planner
Initial Discovery Planning Tool
B. The Get-Real Skills and Practices Checklist
Presentation Planning Tool
C. Bibliography D. About the Authors Index SPECIAL OFFER: Upgrade this ebook with O’Reilly Copyright
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