| Description |
1 online resource (1 volume) : illustrations |
| Contents |
Introduction; Part I:Setting the Foundation; Chapter 1: Hunting Misunderstood; Learning to Hunt from My Barber; Selling Is a Science; It's All About Trust; Get Ready to Learn-and Win New Sales; Summary; Chapter 2: Identify the Silent Sales Killers; "We Have a Guy for That"; Example; Habitual Purchasing; Example; Not in the Market; Example; More on the Status Quo; Understand the Opportunity Trap; How Buyers View You; These Leads Suck; Example; Example; Summary; Chapter 3: The Buyer Process; The Buying Cycle; Status Quo; Needs Analysis; Evaluation; Purchase; Implement; Measure |
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The Buyer's Four ConcernsExample; Needs Analysis; Evaluation; Purchase; Exercise; Summary; Chapter 4: The Sales Process; The Sales Cycle; Plan; Qualify; Prove; Close; Implement; Measure; Example; Exercise; Summary; Chapter 5: Trust; Intent; Capability; Dedication; Results; It All Matters; The Value of a Personal Relationship; Example; Summary; Chapter 6: Trust Sales Cycle; Broken Model; Summary; Chapter 7: Build Business Relationships; The Outcome of Good Relationships; Trust the System; Why Trusting the System Makes Sense; Do the Math: Opportunity versus Relationship; Summary |
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Chapter 8: Understand the Sales EquationThe Great News; Summary; Part II:Understanding First Stage Selling; Chapter 9: Preplanning: Prepare Yourself; Capability; Sales Skills; Industry Knowledge; Product Knowledge; Example; What Do You Do?; Your Online Presence; Proactive Online Presence; Personal Profile; Summary; Chapter 10: Niche Selling; To Whom Will You Sell?; Innovators; Visionaries; Pragmatics; Conservatives; Laggards; Example: Techie in a Conservative World; Example 2: Selling "Conservative" to a Visionary Doesn't Work; Why Niche Selling Is Effective; Trust in Niche Selling |
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Where Susan Went WrongExample: Putting Niche Selling to the Test; Summary; Chapter 11: Rich Hunting Grounds; Customer Traits: Company Level; Customer Traits: Individual Level; C-Level Traits; Director Traits; Non-Management Traits; Know Your Buyer; The Cycle of Purchases; Example; Traits to Consider; Work with the End in Mind; Ranking Customers; Summary; Chapter 12: Where to Find Customers; How to Approach Customers; Cold Targets; Warm Targets; Hot Targets; White Hot Prospects; Where to Get Prospects; Referrals; LinkedIn; Local Business Journals; Networking: Lead Sharing; Example; Partners |
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Purchased ListsSummary; Part III:Getting Across the Threshold; Chapter 13: Cold Calling; Call Reluctance; It Comes Down to Psychology; Example 1; Example 2; Example 3; Example 4; How to Get a Response; Target at Least Four People per Customer; Aim High; Cold Calling Is Not a Blitz Day; Do Not Sell on the Phone-Get an Appointment; Curiosity Will Get Your Customer to Call You Back; Leave an Effective Voicemail; Simple Mystery Approach; Most Powerful Method: Market Your Way to Call Success; The Whitepaper Giveaway; The Seminar Giveaway; Summary; Chapter 14: On the Phone for the First Time |
| Summary |
The firstyear of developing a new sales territory is a daunting task-especially in dog-eat-dogindustries. The traditional advice is to trainquickly on product, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model outthere is based on nothing more than "opportunity" management. But jumpingstraight to opportunity will have new salespeople-or veterans developing newterritories-chasing their tails for the first year or two. As SalesHunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as You |
| Bibliography |
Includes bibliographical references and index |
| Notes |
Online resource; title from title page (Safari, viewed Mar. 21, 2014) |
| In |
Springer eBooks |
| Subject |
Sales.
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Pre-emption.
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Sales management.
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BUSINESS & ECONOMICS -- Industrial Management.
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BUSINESS & ECONOMICS -- Management.
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BUSINESS & ECONOMICS -- Management Science.
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BUSINESS & ECONOMICS -- Organizational Behavior.
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Pre-emption
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Sales
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Sales management
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| Form |
Electronic book
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| ISBN |
9781430267690 |
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1430267690 |
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