July 2, 2012 | Author: admin | Filed under: Careers,Customer Service,General Business,Presentations,Workplace Communication
Selling to Big Companies (9781419515620): Jill Konrath: Books
Amazon Price: $15.95 $12.38 You save: $3.57 (22%). (as of April 24, 2014 11:28 am –
Struggling to Get Your Foot in the Door of Big Companies?
Setting up meetings with corporate decision makers has never been harder. It's almost impossible to get them to pick up the phone. They never return your calls. And if you do happen to catch them, they blow you off right away.
It's time to stop making endless cold calls or waiting for the phone to ring. In today's crazy marketplace, new sales strategies are needed to penetrate these big accounts.
Discover how to:
• Target accounts where you have the highest likelihood of success.
• Find the names of prospects who can use your offering.
• Create breakthough value propositions that capture their attention.
• Develop an effective, multi-faceted account-entry campaign.
• Overcome obstacles and objections that derail your sale efforts.
• Position yourself as an invaluable resource, not a product pusher.
• Have powerful initial sales meetings that build unstoppable momentum.
• Differentiate yourself from other sellers.
Use these sure-fire strategies to crack into big accounts, shrink your sales cycle and close more business. Check out the Account Entry Toolkit for ideas on how to apply this process to your own unique business.
Paperback: 272 pages
Publisher: Kaplan Publishing (December 1, 2005)
Product Dimensions: 9.1 x 6.1 x 0.6 inches
Shipping Weight: 12.8 ounces
Actually, her advice applies to almost every sales situation
Valuable info on how to catch big fish
22 of 23 people found the following review helpful </div> <div style="margin-bottom:0.5em;"> <span style="margin-right:5px;"><span class="swSprite s_star_5_0 " title="5.0 out of 5 stars" ><span>5.0 out of 5 stars</span></span> </span> <span style="vertical-align:middle;"><b>Valuable info on how to catch big fish</b>, <nobr>April 5, 2006</nobr></span> </div> <div style="margin-bottom:0.5em;"> <div><div style="float:left;">By </div><div style="float:left;"><a href="/gp/pdp/profile/A3PETY8ZKM85YI" ><span style = "font-weight: bold;">Phil</span></a> – <a href="/gp/cdp/member-reviews/A3PETY8ZKM85YI?ie=UTF8&sort_by=MostRecentReview">See all my reviews</a></div></div><div style="clear:both;"></div> </div> <div class="tiny" style="margin-bottom:0.5em;"> <span class="crVerifiedStripe"><b class="h3color tiny" style="margin-right: 0.5em;">Verified Purchase</b><span class="tiny verifyWhatsThis">(<a href="http://www.amazon.com/gp/community-help/amazon-verified-purchase" target="AmazonHelp" onclick="amz_js_PopWin(‘http://www.amazon.com/gp/community-help/amazon-verified-purchase’, ‘AmazonHelp’, ‘width=400,height=500,resizable=1,scrollbars=1,toolbar=0,status=1′);return false; ">What’s this?</a>)</span></span> </div> <div class="tiny" style="margin-bottom:0.5em;"> <b><span class="h3color tiny">This review is from: </span>Selling to Big Companies (Paperback)</b> </div><div class="reviewText">Thesis: You can achieve your goal of selling to big companies by first deconstructing why you’ve failed before, then creating a new game plan to forge new territory by breaking down old barriers on your way to victory.Structure: 22 chapters spread over five parts of the book; two appendices also included. Each chapter ends with a bulleted list of key points to reinforce the most important aspects of the material.I found the following especially helpful
A prospecting plan for ALL salespeople, not just big company sellers
Whether you sell to big companies or small companies, this book is a powerful tool
This is the absolute best sales book ever written
Sales success — how to do it right.
Newbie found framework and confidence
The new sales…where ethics meet success!
At last: Jill let me unwire my rusted-out IBM sales hardwiring!!