Selling Has Nothing to Do with Selling, by Rick Farrell
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Selling Has Nothing to Do with Selling, by Rick Farrell
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Our whole economy is shifting to the higher end of knowledge workers. This is where the future is and where the premiums will be found in products and careers. Those sales people who know how to leverage their intellectual capital will be the survivors and the winners in this new information economy. Traditional selling strategies impedes knowledge rather than revealing it. Let your customers create the information based on their problems. Their information is far more revealing and important than your information. Your job is not to fill their cup up. Your job is to empty their cup thru your inquiry. Letting the customer's problems drive your sales strategy is far more important than letting your solution drive your sales strategy. You need to get into your customer's business. If they don't trust you enough to allow you to learn about their business, more than likely you will not get their business. This book is a practical guide on how to effectively stop selling and allow your customer to self-reveal, through the quality of your questions, their true intent and motivation. Always keep in mind, that if the customer has no problems you have a very big problem; you have very little to sell other than price. "Rick Farrell's book completely turns the existing model of selling upside down" -Marc Wayshak author of Game Plan Selling. "Thought-provoking and timely" -Paul Cherry author of Questions That Sell. "Tired of traditional selling results? Then this book is for you" -Larry Mersereau author of Stand Out.
Selling Has Nothing to Do with Selling, by Rick Farrell- Amazon Sales Rank: #2256996 in Books
- Published on: 2015-03-10
- Released on: 2015-03-10
- Original language: English
- Number of items: 1
- Dimensions: 9.00" h x .58" w x 6.00" l, .76 pounds
- Binding: Paperback
- 232 pages
About the Author Rick Farrell is President of Tangent Knowledge Systems, a Chicago based sales training company. He speaks and trains nationally and internationally on the rampant inefficiencies and outdated sales strategies of companies today. In his book he will debunk the time-honored beliefs and sales strategies that organizations hold so dearly and expose the obscene cost of sales that they blindly operate under. The content is nontraditional, contrary and designed to be a wake up call for all organizations on how to sell, strategize and position their companies to meet the harsh realities of the information economy, and the challenging economic climate of today's marketplace.
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0 of 0 people found the following review helpful. Selling has nothing to do with selling- Rick Farrell By Mr. Kenley C. Vogt Sales have changed over the years and sales tactics haven't changed. Haven't caught up with internet and google.Face to face communication and meetings are a thing of the past. Customers are very fast and busy and do not want to be held back, they want the info down and dirty so they can move on.1) Need to get more particular with what leads are worth the time perusing. The qualifying stage is critical!!The value of sales solution is in direct proportion to customer problems, risks and fears.If they don't have a high need you will not have a high value answer.*******Job isnt to sell the solution, it is to get in front of the right person with the right problem who has the right authority and money to make a decision. *******2) We are all unique just like everyone else, we all have the same differences.Don't start with me, myself and I. Talk about them and their gain, opportunity, benefit, advantage and fear insecurity risk and loss.In order to have a positive buying experience you need to bring up negatives and problems. How can we change our approach to bring up negatives that will drive them to make the purchase.Our price will not be too high if the cost of their problems is higher. You can not sell to a customer unless they have a problem. Low quality problem will result in a low price bid.Stop selling the services and start selling them on the problem."sounds like you have a good option because we cant get to that number, however the only reason you would consider us is if you are having problems in the following areas:"Our solution shouldn't provide them with something the solution will fix and prevents their problems.A solution is an answer to a problem. Find the potential problem and the cost of those challenges.Two ears one mouth....make that the same ratio"Thanks for inviting me in, before we get started do you have an agenda or any questions you want to ask?" - this pushes the power to them."As i mentioned our company always takes a realistic prospective that in order to help you you will need to answer some questions about your needs. If I think we can help we will continue and if it wont be a good match I will let you go on your way."- you want them to sell their business to our servicesWhat do they have to lose if they don't use our services?*****QUALIFY THE CUSTOMER*******Our service doesn't bring value to the table it solves problemsTheir information about their company is much more important than what we have to sell to them.Getting in front of the right people:The lower on the food chain you start the harder it will be to work the way up. Strive to start at the top. Change message to solving problems"We have never spoken before and Im not sure if we can be of help to you . Can I briefly tell you about our solutions and you can chose if you want to continue?""we work with companies who have a need for safe and efficient grounds care. In order for this conversation to be worthwhile to both of us you need to be having issues with: ....... do you experience any of these issues and would you like to discuss them further"Ask them what their problem is. Then describe their problem back to them so they know you understand what issues they face."in relation to other problems you are facing do these problems stack up to them""how long has it been a problem""how much is this costing you and your organization""in your world is that a little money or a lot""What solutions have you tried""who else knows about this problem""when you shared your frustrations to you existing company what was their solution""in relationship to other problems how does this one stack up""with or without our help how motivated are you to switch"We want customers to make decisions and not buyCustomers need to prove that they have a big enough problem to buy our serviceIf a lead is not willing to share information then the only thing to sell on is price. It is better to get a quick no than to waste time on a long shot.The brooks group- sales company- possible audio books?????
0 of 0 people found the following review helpful. Finally a sales book worth reading By Ronald Cella One of the best in a long time.Great from philosophy down to nuts and bolts.Worth the price and more just for the language patterns.I know Rick could and should write a script book.Well Done!!!
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