Download e-book for kindle: Achieve Sales Excellence: The 7 Customer Rules for Becoming by Howard Stevens

By Howard Stevens

ISBN-10: 1593376510

ISBN-13: 9781593376512

"Achieve revenues Supremacy" examines the hot paradigm of business-to-business revenues, and descriptions the seven practices revenues pros and companies needs to embody to have a global type revenues strength. in accordance with exhaustive study, "Achieve revenues Supremacy", is the results of a ten-year research via The HR Chally workforce, numerous Fortune 500 businesses and The foreign Benchmarking Clearing apartment which requested company buyers, the most important constituent staff revenues humans, to outline the characteristics of global category revenues agencies. Their rankings have been proven and strengthened by way of over 70,000 person interviews and correlated opposed to HR Chally's proprietary database of 300,000 revenues expert profiles, the biggest on the earth. "Achieve revenues Supremacy" pinpoints the 3 wishes of consumers, that are the riding forces within the new surroundings, the seller's responses to this new market and seven most sensible perform benchmarks of global type revenues firms and salespeople.

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Given the current level of professionalism in sales, we expect that those rare salespeople who are already meeting their customers’ expectations and demands, and those who can quickly respond to them, will enjoy a good long run at the peak of their profession. The Demand for Sales Effectiveness Before we set off pell-mell on a quest for sales effectiveness, it only makes sense to examine why it has come to occupy such a commanding position in your customers’ minds. Why do customers say that the person selling them products and services is more influential than price or quality or the seller’s ability to provide total solutions (which are the three influencers most often cited, after sales effectiveness)?

36 What Your Customers Want The evidence of the growing customer demand for outsourcing is all around us. The exact size of the global outsourcing market is hard to nail down, but current estimates start at around $300 billion annually. 23 More evidence can be seen in the rush of companies to service the fast-growing demand for outsourcing. IBM’s success over the past decade has been driven by its recognition of and adjustment to this trend. Its much-heralded return to profitability under the leadership of Lou Gerstner was driven by a switch from a product orientation to a service orientation.

Why do customers say that the person selling them products and services is more influential than price or quality or the seller’s ability to provide total solutions (which are the three influencers most often cited, after sales effectiveness)? We’ve already touched on one major reason: the competition among vendors in these other areas is in the process of reducing those areas to table stakes. Chances are very good that your major competitors are offering similar levels of quality, that their prices are roughly equal to yours, and that, like you, they are positioning their offerings as solutions.

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Achieve Sales Excellence: The 7 Customer Rules for Becoming the New Sales Professional by Howard Stevens


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