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Download Achieve Sales Excellence: The 7 Customer Rules for Becoming the New Sales Professional eBook

by Howard Stevens

Download Achieve Sales Excellence: The 7 Customer Rules for Becoming the New Sales Professional eBook
ISBN:
1593376510
Author:
Howard Stevens
Category:
Marketing & Sales
Language:
English
Publisher:
Platinum Press; 1st edition (November 29, 2006)
Pages:
192 pages
EPUB book:
1444 kb
FB2 book:
1109 kb
DJVU:
1835 kb
Other formats
mbr doc rtf azw
Rating:
4.5
Votes:
925


Although I read everything published regarding sales, it is rare that I can heap the kind of praise I am about to heap on Howard Stevens and the HR Chally Group's Achieve Sales Excellence: The 7 Customer .

Although I read everything published regarding sales, it is rare that I can heap the kind of praise I am about to heap on Howard Stevens and the HR Chally Group's Achieve Sales Excellence: The 7 Customer Rules for Becoming the New Sales Professional.

Sales books are often anecdotal, with little or no relevance to the difficult.

Download it once and read it on your Kindle device, PC, phones or tablets. Use features like bookmarks, note taking and highlighting while reading Achieve Sales Excellence: The 7 Customer Rules for Becoming the New Sales Professional. Sales books are often anecdotal, with little or no relevance to the difficult challenges that salespeople actually face. Some present a grab bag of supposedly "can't-lose" sales techniques that sound great on paper but always seem to fall flat during sales calls.

Achieve Sales Excellence book. Goodreads helps you keep track of books you want to read

Achieve Sales Excellence book. Goodreads helps you keep track of books you want to read. Start by marking Achieve Sales Excellence: The 7 Customer Rules for Becoming the New Sales Professional as Want to Read: Want to Read savin. ant to Read.

Achieve Sales Supremacy" examines the new paradigm of sales, and outlines the seven practices sales professionals and organisations must embrace to have a world class sales force.

Becoming a Sales Pro. Overcoming Top Sales Objections. So, You're New to Sales. The Ultimate Book of Sales Techniques. Sales Success Made Simple. Unlimited Sales Success: 12 Simple Steps for Selling More than You Ever Thought Possible. The 250 Sales Questions To Close The Deal. SELL! - Master the Art of Sales. The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible. 25 Sales Secrets Of Highly Successful Salespeople. Close That Sale!: The 24 Best Sales Closing Techniques Ever Discovered.

The point is the rules of engagement in sales are everchanging. If they weren't, all that worked in the past would indeed predict success in the future

Read unlimited books and audiobooks on the web, iPad, iPhone and Android. The point is the rules of engagement in sales are everchanging. If they weren't, all that worked in the past would indeed predict success in the future. If the sales environment were static, all of the anecdotal success stories would eventually accrue to become immutable law. But it is not that simple in sales. As the world changes, so do the demands on the sales professional. And so, we are trapped in this paradox.

Achieve sales excellence examines the new paradigm of sales

Achieve sales excellence examines the new paradigm of sales. Based on the results of an innovative, fourteen-year study, this book offers unmatched insight on sales performance issues and the practices sales professionals and organizations must embrace to be a world-class sales force. Title from title screen. Includes bibliographical references and index.

book by Theodore Kinni. This text examines the new paradigm of sales, and outlines the seven practices sales professionals and organisations must embrace to have a world class sales force.

How to Sell Your Products & Services to the Right Market. by Howard Stevens, Jeff Cox. ISBN 9780814411537 (978-0-8144-1153-7) Amacom Books, 1991. Coauthors & Alternates.

Every organization wants to go from good to great. Yet, despite knowing where they want to go, many companies can't find their way there. They struggle to find the one thing that matters in today's competitive marketplace. Price? . . . Quality? . . . Innovative product features? While all of these certainly influence a customer's buying decision, none of them is the most influential factor. What is? It's the salesperson. Achieve Sales Excellence examines the new paradigm of business-to-business sales. Based on the results of an innovative, fourteen-year study, this book offers unmatched insight on sales performance issues and the practices sales professionals and organizations must embrace to be a world-class sales force.
  • Saberdragon
Although I read everything published regarding sales, it is rare that I can heap the kind of praise I am about to heap on Howard Stevens and the HR Chally Group's Achieve Sales Excellence: The 7 Customer Rules for Becoming the New Sales Professional.

Not since Neil Rackham wrote SPIN Selling (in 1987) and Major Account Sales Strategy (in 1988), has anyone used sophisticated research methodology to explain what makes some salespeople much more successful than others (in this case, Chally used 210,000 salespeople and 80,000 customers). Most important, Stevens and the Chally Group actually correlated what a customer said on a survey with their actual buying decisions, therefore, making the information much, much more valid and useful in determining what customer want and expect from salespeople.

The seven rules are:

1. You Must Be Personally Accountable for Our Desired Results

2. You Must Understand Our Business

3. You Must Be on Our Side

4. You Must Bring Us Applications

5. You Must be Easily Accessible

6. You Must Solve Our Problems

7. You Must Be Innovative in Responding to Our Needs

This is a book I wish I had written. It is--bar none--the most important work published in the field of sales in the last 20 years. If you choose not to buy and read this book, I promise you will quickly fall behind those of your competitors who do--it is that important! This book will reshape how you think of yourself as a salesperson, and, if Steven's advice is followed, to greatly improve how we are viewed by our customers.
  • OCARO
I have read this book 14 times. It is the best book on what the customer wants and how to align your sales effort with your customer's desires. Do so and you will sell more with less effort.
  • NI_Rak
Best sales book I have ever read. I have read it 15 times and use it to teach a class.
  • Malarad
I gave this book to my son, a salesperson, on his birthday and he was pleased to receive it and began to read it right away. It appears to have very pratical suggestions.
  • Bys
(Thanks to David Moulton for passing this book onto me.) Not since Neil Rakham did his in-depth interviews/research that resulted in SPIN Selling, has there been a comparable professional study done of what customers want from salespeople. The HR Chally Group ( Stevens is CEO) interviewed 210 000 salespeople and 80 000 companies as well as interacted with hundreds of companies through their proprietary sales assessment tool. This is based on their observations that:

* Two-thirds of college graduates now take sales jobs upon completion of their formal education and
* 0.8% of colleges and universities prepare them for those jobs.

This is a very valuable book. It is easily the best foundational book on sales success in the market today. It aligns what we find over and over, companies are often blissfully unaware of how little they know about their customers. If you really want to make the change to be a top performing sales professional or customer driven company here is how you start.

Stage One: A customer wants you to know that (this is the lion's share of your work)

* You must be personally accountable for our desired results
* You must understand our business
* You must be on our side.

Stage two (after you have become on of the better performing sales types) they you want to know that:

* You must bring us applications
* You must be easily accessible
* You must solve our problem
* You must be innovative in responding to our need.

Customers see the salesperson as the most influential component in a sale.

If you want to make the serious sales coin, this is the book for you to start your journey with.
  • Lcena
Amazon.com lists nearly half a million books about sales. You get the impression that everyone who ever made a cold call or a sales presentation has written a book about his or her experience. Sales books are often anecdotal, with little or no relevance to the difficult challenges that salespeople actually face. Some present a grab bag of supposedly "can't-lose" sales techniques that sound great on paper but always seem to fall flat during sales calls. Others present compilations of moldy maxims, such as "work smarter, not harder," and "never take `no' for an answer," that make experienced salespeople want to jump off the nearest cliff. This thoughtful and intelligent book by Howard Stevens and Theodore Kinni is a welcome exception. Instead of irrelevant anecdotes or inane aphorisms, it features the results of in-depth surveys of 80,000 business-to-business customers concerning their attitudes about salespeople. It offers an insightful analysis of this singularly informative data, along with recommendations on what salespeople can do to improve their status with customers - and thus increase their own sales. When it comes to the business-to-business salesperson, we cannot recommend this book more highly. Read it to learn precisely what business-to-business customers expect from you, and how you can use this invaluable insider knowledge to close more sales. You'll become the consummate sales professional in both your customers' eyes and your own.
  • ZloyGenii
Having suffered through dozens of books on selling, I found Achieve Sales Excellence to be a refreshing dose of valuable insight. First, it is based on extensive research into what customers actually want from salespeople. This alone sets it apart from nearly every other sales book ever published. Second, it does not attempt to introduce complex new models with dozens of arcane buzzwords. It is a straightforward book with simple (yet powerful) concepts that shed light on many of my failed encounters with past prospects. If you have ever wondered what customers really think about you, this book should make it into your shopping cart. It will almost certainly change the way you sell.