Amp up your sales : powerful strategies that move customers to make fast, favorable decisions /: powerful strategies that move customers to make fast, favorable decisions. ([2014])

• Record Type: Book
• Further Information: Note: Andy Paul.
• Authors: Paul, Andy
• Contents: Cover; Title; Copyright; Contents; Foreword; Introduction; PART ONE: Simplifying Your Selling; 1 What Is Selling?; 2 Understanding Your Selling Process; 3 Balancing Selling and Buying; 4 The Mechanics of Decision Making; 5 The Ratio of Planning to Action; 6 Earning Selling Time; 7 Being the Seller Your Customers Need; 8 Simplifying Your Selling; 9 Winning the Sale; PART TWO: Accelerating Your Responsiveness; 10 The Speed of Responsiveness; 11 The New Sales Funnel; 12 Accelerating Your Responsiveness; 13 The Power of the First Perception; PART THREE: Maximizing Value. 14 Delivering Maximum Value15 Visualizing Value; 16 The Peak/End Rule of Sales; 17 Delivering Value with Peak/End Selling; 18 Shaping the Buying Vision; 19 Being 1 Percent Better Is Enough; 20 Making Your Selling Memorable; PART FOUR: Growing Through Follow-Up; 21 The Simplest Strategy for Growth; 22 The No-Lead-Left-Behind Sales Process; 23 Standing Out by Following Up; PART FIVE: Amp Up Your Prospecting; 24 To Cold Call or Not to Cold Call; 25 Doing What It Takes to Succeed; 26 Sell More: The Difference Between Activity and Prospecting; 27 Being Worth a Second Call. 28 Practicing Value-Based PersistencePART SIX: Qualification: Doing More with Less; 29 Are You Selling to the Right Customers?; 30 The Bulletproof Qualification Process; 31 Qualifying on Price and Value; 32 Objections and Qualification; 33 Building a Productive Pipeline; PART SEVEN: Mastering Stories That Sell; 34 Becoming an Effective Content Curator and Provider; 35 Four Questions to Build Compelling Sales Stories; 36 Are Your Stories Worth Repeating?; 37 Integrating Stories into Your Selling Process; PART EIGHT: Selling Through Customer Service; 38 Selling and Service. 39 The Most Important Sales Call40 Building Customer Relationships That Last; Index; A; B; C; D; E; F; G; H; I; J; K; L; M; N; O; P; Q; R; S; T; U; V; W; Y; Z; About the Author; Free Sample Chapter from New Sales Simplified by Mike Weinberg.
• Publisher Details: New York : American Management Association
• Publication Date: 2014
• Copyright Date: 2015
• Extent: 1 online resource (255 pages), illustrations, charts
• Subjects: 658.85; BUSINESS & ECONOMICS / Customer Relations; Selling; Sales management; BUSINESS & ECONOMICS -- Industrial Management; BUSINESS & ECONOMICS -- Management; BUSINESS & ECONOMICS -- Management Science; BUSINESS & ECONOMICS -- Organizational Behavior; Sales management; Selling; BUSINESS & ECONOMICS / Consumer Behavior; BUSINESS & ECONOMICS / Business Ethics; Electronic books
• Languages: English
• ISBNs: 9780814434888; 0814434886
• Related ISBNs: 9780814434871; 0814434878
• Notes: Note: Print version record.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.