9,99 €
Mehr erfahren.
- Herausgeber: Business Book Summaries
- Kategorie: Fachliteratur
- Sprache: Englisch
The must-read summary of Barry Farber and Joyce Wycoff's book: "Breakthrough Selling: Customer-Building Strategies from the Best in the Business".
This complete summary of the ideas from Barry Farber and Jocye Wycoff's book "Breakthrough Selling" shows that many people sell products, but not all of them are good at selling. In their book, the authors explain how some of the best salespeople have succeeded by providing outstanding customer service. According to Farber and Wycoff, the key to success lies in the ability of an organisation’s salespeople to become true partners with their customers. By reading this summary, you will learn how to develop customer-building strategies in order to make breakthrough sales.
Added-value of this summary:
• Save time
• Understand key concepts
• Expand your sales skills
To learn more, read "Breakthrough Sales" and discover the strategies of the best salespeople that can help your company to make breakthrough sales.
Das E-Book können Sie in Legimi-Apps oder einer beliebigen App lesen, die das folgende Format unterstützen:
Seitenzahl: 32
Veröffentlichungsjahr: 2013
Ähnliche
Book Presentation:Break-Through Selling by Barry Farber and Joyce Wycoff
Book Abstract
Important Note About This Ebook
Summary of Break-Through Selling (Barry Farber and Joyce Wycoff)
Book Presentation:Break-Through Selling by Barry Farber and Joyce Wycoff
Book Abstract
Main Idea
In the final analysis, everybody sells something... but not everybody sells well.
Breakthrough selling means to develop customer-building sales strategies which are necessary to succeed in today’s highly competitive business environment. The concepts of breakthrough selling are actually quite straightforward to comprehend but exceptionally difficult to apply day-in and day-out. Perhaps that’s why selling is one of the modern economy’s most lucrative professions.
The ideas of breakthrough selling can propel a sales person to great success while allowing them to develop a high quality of life.
Important Note About This Ebook
This is a summary and not a critique or a review of the book. It does not offer judgment or opinion on the content of the book. This summary may not be organized chapter-wise but is an overview of the main ideas, viewpoints and arguments from the book as a whole. This means that the organization of this summary is not a representation of the book.
Summary of Break-Through Selling (Barry Farber and Joyce Wycoff)
1. Personal breakthroughs
Main Idea
The sales process begins with the right attitude in the mind of the sales person. One person with the right attitude can achieve more than an army of people with the wrong attitude.
Supporting Ideas
When Harvard Business School conducted a study of the factors that are critical to success in sales, they identified:
AttitudeInformationIntelligenceSkillThis study found that attitude contributed to 93% of a person’s success while information, intelligence and skill accounted for less than 7% of sales effectiveness.
The 6 keys to a positive attitude in sales are:
Professional pride.The sales profession is the highest paying profession in the world. Sales also forms the basis for the entire economy of the world’s most successful consumer economy - the United States of America. Therefore, professional sales personnel should feel considerable pride in their chosen field.
Doing what you passionately love.The top sales people are so caught up in the benefits of their service or product it motivates and energizes them. That passion is contagious.
Invest yourself in the process of sales.The top performers have made a commitment in time, energy, enthusiasm and reputation in a sales career. Only when something significant is at stake will a person exploit every available opportunity and perform at their maximum.
Invest in yourself.Sales professionals consistently increase their product knowledge, sales skills and understanding of their customers.
Be positively persistent.Top achievers find creative ways to be persistent and positive in the face of early rejections. They can gauge when to keep working with a potential client or customer and when to move on.
Learn from failures along the way.Successful and positive sales professionals know that a failure is never a failure if you use it to learn something new or beneficial.
The primary reason some people fail to excel in a sales career is fear. The best ways to break through fear are:
Self-confidenceWhen a person believes something can be done, they just then have to believe they can be the ones to do it to achieve greatness. Confidence grows by setting and meeting challenging goals along the path to the ultimate achievement.
Product knowledgeWhen a person understands the product inside out, they have the confidence to talk to people who are using the product every day and intensively.
RelationshipsWhen sales people start to establish a foundation of friendship and shared interests with their prospects, the fear level begins to diminish.
VisionSuccessful sales people have a mental image of their product or service improving the quality of life for everyone who buys from them. That vision provides additional energy and commitment driving them on to greatness.
