From the Inside Flap
Selling to The Top "If theres not much difference between your product or service and that of your competition, then there had better be a big difference in the way you deal with people." David Peoples David Peoples, who created IBMs highly successful executive sales program tells you what skills you need both to reach and sell to top executives while establishing an ongoing relationship with them. He tells you how to become your clients business partnerand less of a "peddler." Youll find out how to build long-term working relationships and how to become a valued consultant to your clients. Best of all, youll find out how to do what your competitor does not do. Selling to the Top was written for salespeople, sales managers, consultants, CPAs, attorneys, bankers, and other professionals who market any type of service to top decision makers. Youll find a wealth of useful tips on how to conduct the necessary up-front research and develop a continuing relationship with top management. Using Peoples "Critical Success Factors," youll find out how to identify in advance your clients areas of interest and tailor your sales call accordingly. This book contains over 100 illustrations, checklists, and worksheets such as a matrix of the different types of salespeople and their characteristics, the hierarchy of business concerns of Corporate America, a form to help you predict the behavior of an executive you have never met, and an Executive Planning Guide that contains a breakthrough strategy that really works. Drawn from his popular IBM sales training program as well as his considerable experience in direct sales and sales management, David Peoples shares all of his secrets on how to successfully sell a product or service to decision makers at the top. Based on real sales experience at the highest level, David Peoples advice can increase sales well beyond any expectation. This book is must reading for everyone whose products or services involve big money, multiple decision makers, long sales cycles, and top management approval.
--This text refers to the Hardcover edition.
From the Back Cover
David Peoples reveals how you can reach the decision makers at the top and clinch the sale. Its tougher than ever to win over todays customers, but it helps to have David Peoples on your side. This internationally known author, speaker, and sales trainer has already trained over 8,000 IBM salespeople in his highly successful sales program. He gives you proven strategies for getting your foot in the top executives door, building a relationship, and making the sale. In Selling to the Top, he tells you:
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- How to quickly identify the decision makers
- How to figure out who is the Dominant Influencer (DI)
- How to meet Mr./Ms. Big (its much easier than you think)
- How to size up Mr./Ms. Big before youve met
- How to develop a detailed plan for calling on executives and how to talk their language by knowing their goals
- Everything youll need to know about the art of persuasion, including how to win, three things that are necessary to persuade another person, how to build trust, and the five most powerful buying motives
- How to differentiate yourself from your competitor