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Selling to the Top: David Peoples' Executive Selling Skills - David A. Peoples
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Selling to the Top: David Peoples' Executive Selling Skills - neues Buch

ISBN: 9780471581048

ID: 9780471581048

Selling to The Top "If there's 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 IBM's 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 Selling to The Top "If there's 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 IBM's 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 partner-and less of a "peddler." You'll find out how to build long-term working relationships and how to become a valued consultant to your clients. Best of all, you'll 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. You'll find a wealth of useful tips on how to conduct the necessary up-front research and develop a continuing relationship with top management. Using People's "Critical Success Factors," you'll 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 Textbooks New, Books~~Business & Economics~~Sales & Selling~~General, Selling-to-the-Top~~David-A-Peoples, 999999999, Selling to the Top: David Peoples' Executive Selling Skills, David A. Peoples, 0471581046, Wiley, , , , , Wiley

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Selling To The Top
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ISBN: 9780471581048

ID: 5993425

David Peoples reveals how you can reach the decision makers at the top and clinch the sale. Ita s tougher than ever to win over todaya s 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. David Peoples reveals how you can reach the decision makers at the top and clinch the sale. Ita s tougher than ever to win over todaya s 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 executivea s door, building a relationship, and making the sale. In Selling to the Top, he tells you: aeo How to quickly identify the decision makers aeo How to figure out who is the Dominant Influencer (DI) aeo How to meet Mr./Ms. Big (ita s much easier than you think) aeo How to size up Mr./Ms. Big before youa ve met aeo How to develop a detailed plan for calling on executives and how to talk their language by knowing their goals aeo Everything youa ll 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 aeo How to differentiate yourself from your competitor Books, Business, Finance and Law~~Business and Management~~Sales & Marketing, Selling To The Top~~Book~~9780471581048~~David A. Peoples, , , , , , , , , ,, [PU: Wiley]

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Selling to the Top: David Peoples Executive Selling Skills - David A. Peoples
Vergriffenes Buch, derzeit bei uns nicht verfügbar.
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David A. Peoples:
Selling to the Top: David Peoples Executive Selling Skills - neues Buch

ISBN: 9780471581048

ID: 978047158104

David Peoples reveals how you can reach the decision makers at the top and clinch the sale. It''s tougher than ever to win over today''s 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 executive''s door, building a relationship, and making the sale. In Selling to the Top, he tells you:* How to quickly identify the decision makers* How to figure out who is the Dominant Influencer (DI)* How to meet Mr./Ms. Big (it''s much easier than you think)* How to size up Mr./Ms. Big before you''ve met* How to develop a detailed plan for calling on executives and how to talk their language by knowing their goals* Everything you''ll 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 David A. Peoples, Books, Business and Finance, Marketing and Sales, Sales and Selling, Selling to the Top: David Peoples Executive Selling Skills Books>Business and Finance>Marketing and Sales>Sales and Selling, Wiley

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Selling to the Top: David Peoples' Executive Selling Skills (Finance & Investments) - gebrauchtes Buch

ISBN: 9780471581048

ID: 5cecf46da2eb9cb34e07eeb871156a91

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 Peoplesadvice 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., [PU: Wiley]

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Selling to the Top David Peoples' Executive Selling Skills 1st Edition - David A. Peoples
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Selling to the Top David Peoples' Executive Selling Skills 1st Edition Author :David A. Peoples 9780471581048 0471581046, [PU: Wiley]

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Selling to the Top: David Peoples' Executive Selling Skills
Autor:

Peoples, David A.

Titel:

Selling to the Top: David Peoples' Executive Selling Skills

ISBN-Nummer:

0471581046

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 Peoplesadvice 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.

Detailangaben zum Buch - Selling to the Top: David Peoples' Executive Selling Skills


EAN (ISBN-13): 9780471581048
ISBN (ISBN-10): 0471581046
Gebundene Ausgabe
Erscheinungsjahr: 1993
Herausgeber: John Wiley & Sons
256 Seiten
Gewicht: 0,522 kg
Sprache: eng/Englisch

Buch in der Datenbank seit 10.04.2007 14:12:02
Buch zuletzt gefunden am 16.11.2016 14:15:32
ISBN/EAN: 0471581046

ISBN - alternative Schreibweisen:
0-471-58104-6, 978-0-471-58104-8

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