Selling in the New World of Business
Published on 28. May 2004
Book
Paperback/Softback
252 pages
978-0-7890-2272-1 (ISBN)
Description
Doing business the old-fashioned way is a thing of the past!
Selling in the New World of Business presents a practical look at how technology has changed the way we sell and the changes an outside sales professional has to make to stay on top. Written in a straightforward style with a touch of humor, the book is a step-by-step guide to the evolving process of selling, providing you with the updated knowledge and skills you need to develop successful relationships in today's highly competitive business environment. This insightful book shows you how to manage your time and communication more effectively, modify your approach to sales prospecting, enhance the professionalism of your presentation, and how to negotiate a sales relationship that works instead of just haggling over terms and conditions.
As they swap e-mails with prospective business partners, file reports electronically, master the fundamentals of Power Point, and browse Web sites that offer guidance on everything from selling tips to stock market tips, most professional salespeople will tell you that the essence of selling really hasn't changed-selling is selling. But Selling in the New World of Business details how (and why) every aspect of the process of selling has been affected by the revolution in technology and explains why (and how) every sales professional must adapt. The book presents plans to develop skills for prospect-focused presentations and strategies for negotiating profitable sales and includes action plan assessments, practice examples, hypothetical dialogues, and innovative applications of technology.
Selling in the New World of Business also presents key concepts for building a foundation of business strategies and tactics, including:
The New Age Willy Loman
Everything's the Same, Only Different
Being a Supplier or Being a Partner
Know What You Need to Know and Where to Get It
Evaluate Your Company and the Company You Keep
Selling in the New World of Business is an invaluable tool for sales professionals and academics working in business-related fields.
Selling in the New World of Business presents a practical look at how technology has changed the way we sell and the changes an outside sales professional has to make to stay on top. Written in a straightforward style with a touch of humor, the book is a step-by-step guide to the evolving process of selling, providing you with the updated knowledge and skills you need to develop successful relationships in today's highly competitive business environment. This insightful book shows you how to manage your time and communication more effectively, modify your approach to sales prospecting, enhance the professionalism of your presentation, and how to negotiate a sales relationship that works instead of just haggling over terms and conditions.
As they swap e-mails with prospective business partners, file reports electronically, master the fundamentals of Power Point, and browse Web sites that offer guidance on everything from selling tips to stock market tips, most professional salespeople will tell you that the essence of selling really hasn't changed-selling is selling. But Selling in the New World of Business details how (and why) every aspect of the process of selling has been affected by the revolution in technology and explains why (and how) every sales professional must adapt. The book presents plans to develop skills for prospect-focused presentations and strategies for negotiating profitable sales and includes action plan assessments, practice examples, hypothetical dialogues, and innovative applications of technology.
Selling in the New World of Business also presents key concepts for building a foundation of business strategies and tactics, including:
The New Age Willy Loman
Everything's the Same, Only Different
Being a Supplier or Being a Partner
Know What You Need to Know and Where to Get It
Evaluate Your Company and the Company You Keep
Selling in the New World of Business is an invaluable tool for sales professionals and academics working in business-related fields.
More details
Persons
Content
Preface
Chapter 1. Building Your Foundation
Concept 1: The New Age Willy Loman
Concept 2: Everything Is the Same, Only Different
Concept 3: Being a Supplier, or Being a Partner
Concept 4: Know What You Need to Know and Where to Get It
Concept 5: Evaluate Your Company and the Company You Keep
Conclusion
Chapter 2. Yesterday's Good Habits Are Today's Time Wasters: Time and Territory Management
Concept 1: Some Things Never Change
Concept 2: Carefully Assess What You're Doing Now and How You're Doing It
Concept 3: Running with Technology or Running in Place
Concept 4: The Dynamic Day?Getting Twice As Much Done in Half the Time
Concept 5: What's for Lunch and Dinner? New Perspectives on Wining and Dining
Conclusion
Chapter 3. Prerequisites to Getting in the Game: Effective Personal and Professional Communication
Concept 1: Establish a Solid Foundation of Effective Communication Basics
Concept 2: Relationships Are the Key to Success in Selling
Concept 3: Nonverbals Speak More Loudly Than Words
Concept 4: Emerging Issues for Communicating in the New World of Business
Conclusion
Chapter 4. Networking and Prospecting: Developing Professional Relationships and Strategic Alliances
Concept 1: Prospecting Is Still Your Most Important Activity
Concept 2: The Old Watering Holes Just Ain't What They Used To Be
Concept 3: New Perspectives on Networking and Prospecting
Concept 4: Getting the Appointment: Convincing Prospects to See You in Person
Conclusion
Chapter 5. The Professional Presentation: Making It Effective
Concept 1: Be Prepared
Concept 2: Set the Agenda
Concept 3: Don't Present to Prospects?Get Them to Present to You
Concept 4: Use Technology to Enhance Your Performance
Concept 5: The Close Is Just the Beginning, Not the End
Conclusion
Chapter 6. Objections Have Not Gone Out of Style: Dealing with Objections, Barriers, and Other Impediments
Concept 1: Listen, Ask Questions, and Listen Some More
Concept 2: Unearth and Handle all Visceral Objections First
Concept 3: Close on Every Content-Based Objection
Concept 4: After Dealing With the Objection, Get Back in Step
Conclusion
Chapter 7. Closing Is Not the Final Chapter: Achieving Agreement in Principle
Concept 1: Master the Basic Closing Skills and Techniques
Concept 2: Closing on Relationship
Concept 3: What Motivates Prospects to Buy
Concept 4: Provide a Compelling Reason for Prospects to Act Now
Conclusion
Chapter 8. Negotiating the Partnership: Reaching Agreement on Points, Terms, and Conditions
Concept 1: The Essence of Power and Leverage
Concept 2: Tools of the Trade?Tactics and Countermeasures
Concept 3: A Strategic Approach to Negotiation
Concept 4: Innovative Approaches for the New World of Business
Conclusion
Epilogue
Index
Chapter 1. Building Your Foundation
Concept 1: The New Age Willy Loman
Concept 2: Everything Is the Same, Only Different
Concept 3: Being a Supplier, or Being a Partner
Concept 4: Know What You Need to Know and Where to Get It
Concept 5: Evaluate Your Company and the Company You Keep
Conclusion
Chapter 2. Yesterday's Good Habits Are Today's Time Wasters: Time and Territory Management
Concept 1: Some Things Never Change
Concept 2: Carefully Assess What You're Doing Now and How You're Doing It
Concept 3: Running with Technology or Running in Place
Concept 4: The Dynamic Day?Getting Twice As Much Done in Half the Time
Concept 5: What's for Lunch and Dinner? New Perspectives on Wining and Dining
Conclusion
Chapter 3. Prerequisites to Getting in the Game: Effective Personal and Professional Communication
Concept 1: Establish a Solid Foundation of Effective Communication Basics
Concept 2: Relationships Are the Key to Success in Selling
Concept 3: Nonverbals Speak More Loudly Than Words
Concept 4: Emerging Issues for Communicating in the New World of Business
Conclusion
Chapter 4. Networking and Prospecting: Developing Professional Relationships and Strategic Alliances
Concept 1: Prospecting Is Still Your Most Important Activity
Concept 2: The Old Watering Holes Just Ain't What They Used To Be
Concept 3: New Perspectives on Networking and Prospecting
Concept 4: Getting the Appointment: Convincing Prospects to See You in Person
Conclusion
Chapter 5. The Professional Presentation: Making It Effective
Concept 1: Be Prepared
Concept 2: Set the Agenda
Concept 3: Don't Present to Prospects?Get Them to Present to You
Concept 4: Use Technology to Enhance Your Performance
Concept 5: The Close Is Just the Beginning, Not the End
Conclusion
Chapter 6. Objections Have Not Gone Out of Style: Dealing with Objections, Barriers, and Other Impediments
Concept 1: Listen, Ask Questions, and Listen Some More
Concept 2: Unearth and Handle all Visceral Objections First
Concept 3: Close on Every Content-Based Objection
Concept 4: After Dealing With the Objection, Get Back in Step
Conclusion
Chapter 7. Closing Is Not the Final Chapter: Achieving Agreement in Principle
Concept 1: Master the Basic Closing Skills and Techniques
Concept 2: Closing on Relationship
Concept 3: What Motivates Prospects to Buy
Concept 4: Provide a Compelling Reason for Prospects to Act Now
Conclusion
Chapter 8. Negotiating the Partnership: Reaching Agreement on Points, Terms, and Conditions
Concept 1: The Essence of Power and Leverage
Concept 2: Tools of the Trade?Tactics and Countermeasures
Concept 3: A Strategic Approach to Negotiation
Concept 4: Innovative Approaches for the New World of Business
Conclusion
Epilogue
Index