Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your WeaponDe (autor) David A. Monty
en Limba Engleză Carte Paperback – 27 Feb 2014
As Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon details, there is a significant problem you must overcome when opening up new accounts and territories. No matter what you are selling, your prospect already has a trusted relationship with an incumbent vendor and will continue to buy from that vendor even when you have the better solution. The playing field is not level—and you’re on the wrong side. So how can you compete to win?
"Trust is the grease that makes business sales effortless," writes sales pro and trainer Dave Monty. Opportunity metrics are important, but trust—and a few sharp insider tactics Monty reveals—is the guidepost that leads to success. His sales model therefore incorporates metrics based on trust along with traditional sales measures. That is the fuel that helps you not just turn virgin territory into a consistent revenue generator, but helps you win over potential accounts that now use competitive products.
Sales Hunting helps you start establishing trust before you step foot in a prospect’s door, and it shows you the tactics necessary to penetrate new accounts. Once you gain access, trust can be used as systematic way to build long-lasting relationships that pay dividends well beyond that first sale you make. Among other things, this book explains:
- Why most customers don’t want to buy from you . . . yet
- Why trust-based relationships enable you to open up territories and bag the biggest customers quickly
- How to qualify and rank customers based on traits
- How to get in step with the customer’s buying cycle
- How to establish trust-based and traditional sales metrics to guide your efforts
- Hunting Misunderstood
- Identify the Silent Sales Killers
- The Buyer Process
- The Sales Process
- Trust Sales Cycle
- Build Business Relationships
- Understand the Sales Equation
- Preplanning: Prepare Yourself
- Niche Selling
- Rich Hunting Grounds
- Where to Find Customers
- Cold Calling
- On the Phone for the First Time
- Power in Sales
- Selling Strategies
- Qualify the Customer
- Building Trust before Opportunity
- Qualifying and Developing Opportunities
- Are You Winning or Losing?
- Wrapping Up
A veteran of the U.S. Navy, Dave Monty has sold software and hardware solutions for over 20 years. He has been account manager, regional manager, or director of sales for such companies as Cisco, EMC, and Dimention Data. He has also sold products made by Symantec, Hitachi, Sun, VMWare, and NetApp. Monty is currently developing territories on the Eastern seaboard for Fusion-io. He lives in North Carolina.
Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon shows salespeople how to develop new sales territories, gaining major accounts in the process, using a sales pro’s secret weapon: trust-based selling methods.