{"product_id":"critical-selling-9781119052555","title":"Critical Selling","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eMaster these top-performing sales skills to dominate the marketplace     Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eAcknowledgments xi\u003c\/p\u003e \u003cp\u003eIntroduction Critical Selling: Focusing on What Matters Most 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 Selling to Today’s Buyers: Remain Customer-Focused 13\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRecognize That Buyers Have Changed 15\u003c\/p\u003e \u003cp\u003eUse the Right Sales Approach 17\u003c\/p\u003e \u003cp\u003eKnow How Your Customers Perceive You 20\u003c\/p\u003e \u003cp\u003eBecome a Trusted Advisor 25\u003c\/p\u003e \u003cp\u003eCritical Selling: Lessons Learned 26\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 The First Step is to Believe: Change Your Mindset 29\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMind Your Mindset 31\u003c\/p\u003e \u003cp\u003eAlways Be Improving 34\u003c\/p\u003e \u003cp\u003eStay Patient through Change 38\u003c\/p\u003e \u003cp\u003eCritical Selling: Lessons Learned 43\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 Why Planning Matters: Determine Your Approach 45\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnderstand That Planning Matters 46\u003c\/p\u003e \u003cp\u003eThink about Planning 48\u003c\/p\u003e \u003cp\u003eSet SAM Objectives 50\u003c\/p\u003e \u003cp\u003ePlan Ahead and Reflect After 55\u003c\/p\u003e \u003cp\u003eCritical Selling: Lessons Learned 58\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 A Solid Opening: Connect with Your Customers 59\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePlan Your Opening 60\u003c\/p\u003e \u003cp\u003eMaster the Greeting 61\u003c\/p\u003e \u003cp\u003eCreate Connections 62\u003c\/p\u003e \u003cp\u003eDeliver a Legitimate Purpose Statement 65\u003c\/p\u003e \u003cp\u003eConfirm for Feedback 69\u003c\/p\u003e \u003cp\u003eClose the Opening with Some Reflection 72\u003c\/p\u003e \u003cp\u003eCritical Selling: Lessons Learned 73\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 It’s All about Discovering: Get to Know Your Customers 75\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnderstand the Benefits of Discovering 77\u003c\/p\u003e \u003cp\u003eAsk the Right Questions 79\u003c\/p\u003e \u003cp\u003eTarget the Six Critical Areas of Focus 84\u003c\/p\u003e \u003cp\u003eListen Actively to Understand Your Customer 90\u003c\/p\u003e \u003cp\u003eAvoid Common Pitfalls 98\u003c\/p\u003e \u003cp\u003eCritical Selling: Lessons Learned 101\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Presenting What Your Customer Needs: Link a Tailored Solution 103\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTake Advantage of Discovering 104\u003c\/p\u003e \u003cp\u003ePlan the Approach 106\u003c\/p\u003e \u003cp\u003eTailor the Solution 108\u003c\/p\u003e \u003cp\u003eAsk for Feedback 115\u003c\/p\u003e \u003cp\u003eStrengthen the Solution 117\u003c\/p\u003e \u003cp\u003eLink Your Solution 124\u003c\/p\u003e \u003cp\u003eCritical Selling: Lessons Learned 125\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Leverage Momentum at Closing: Capture Customer Confidence 127\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSummarize Where You’ve Been 129\u003c\/p\u003e \u003cp\u003eGain Commitment to Move Forward 132\u003c\/p\u003e \u003cp\u003eDefine Next Steps 134\u003c\/p\u003e \u003cp\u003eConfirm with Your Customer 136\u003c\/p\u003e \u003cp\u003eCritical Selling: Lessons Learned 137\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Dealing with Objections: Return to the Land of Discovery 139\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRecognize Real Objections 140\u003c\/p\u003e \u003cp\u003eUnderstand Why Objections Come Up 141\u003c\/p\u003e \u003cp\u003eBe Prepared for Objections 143\u003c\/p\u003e \u003cp\u003eWork through Objections 146\u003c\/p\u003e \u003cp\u003eMaintain Goodwill and Ask for Feedback 155\u003c\/p\u003e \u003cp\u003eCritical Selling: Lessons Learned 157\u003c\/p\u003e \u003cp\u003e\u003cb\u003eConclusion\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePutting it All Together: Mindset + Practice + Process + Action 159\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePlan Each Sales Interaction 160\u003c\/p\u003e \u003cp\u003eConnect and Reconnect 163\u003c\/p\u003e \u003cp\u003eAsk Questions (and Listen to the Answers) 165\u003c\/p\u003e \u003cp\u003eAdjust Your Attitude 170\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCase Study: The McCrone Group 177\u003c\/p\u003e \u003cp\u003eNotes 191\u003c\/p\u003e \u003cp\u003eAbout Janek Performance Group 195\u003c\/p\u003e \u003cp\u003eAbout the Authors 196\u003c\/p\u003e \u003cp\u003eIndex 199\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49406974329175,"sku":"9781119052555","price":19.79,"currency_code":"GBP","in_stock":false}],"url":"https:\/\/bookcurl.com\/products\/critical-selling-9781119052555","provider":"Book Curl","version":"1.0","type":"link"}