|
|
 Collaborative Selling - How to Gain the Competitive Advantage in Sales
By Dr. Tony Alessandra and Rick Barrera, CSP
Based on a dynamic new approach proven in sales training programs in some of the nation's most successful companies, Collaborative Selling supplies a results-driven, six-step communication and problem-solving program that helps you accurately target your market, identify and contact your best prospects, explore and meet their needs and expectations, then work collaboratively to select the solutions that reward you both.
Here is what you'll learn:
TARGETING YOUR TOP 20%
- How to find customers who want what you have and can afford it
- How to properly analyze where your most profitable business comes from
- How to get customers to think of you first when they are ready to buy
- Get people calling you instead of you calling them so you gain a competitive advantage in whatever you are selling
- How to get FREE publicity
CONTACTING PROSPECTS
- Master the direct mail campaign (don't worry, this is a small manageable way to use letters to keep you flooded with hot buyers. It works!)
- Learn how to write letters that sizzle with emotion to get your prospects to respond now
- Learn how people read letters so you can make your letters more powerful
- Learn two "no-cost" things you must always include to get a higher response from your direct mail pieces
- Learn how to overcome initial objections without coming across as pushy
- Learn how to prepare yourself for in-person appointments
EXPLORING NEEDS
- Learn the six-step process to becoming a much better listener
- Learn how to ask powerfully effective questions
- Discover the eight most important question topic areas and how to use each to uncover customer needs
- Discover 3 different styles of open-ended questioning to uncover problems and opportunities
COLLABORATING SOLUTIONS
- Learn how to determine your true competitive advantages so you get "one up" on your competition
- Discover how to get your prospects involved in coming up with their own solutions
- Learn the four key steps in creating options for your customer
- Learn how to ask effective feedback questions
- Learn how to handle interruptions
CONFIRMING THE SALE
- Learn how to get your prospects to buy from you, instead of you having to sell them
- Learn how to recognize positive buying signals from your prospect
- Learn how to ask non-threatening questions to get your prospect's approval to go ahead. (These are very different than the closing questions used in manipulative selling practices)
- Learn how to best deal with the six types of prospect objections
ASSURING CUSTOMER LOYALTY
- Learn the simple but very powerful four-step follow up system that will have your customers raving about you and sending you more business
- Learn how to plan a formal, annual review with your customers
- Learn how to leverage existing customers to expand your customer base
- Learn six surefire ways to ask for referrals
1993, softcover
ISBN 0-962-51615-5
| Price: Softcover - $19.95 plus shipping and handling |
 |
| |
|
|
Downloadable PDF E-book, 132 pages - $14.97 |
|
|
The Edge - 6 Hour
Audio Program on downloadable MP3s
|
| By Rick Barrera, CSP and
Dr. Tony Alessandra |
"Six easy steps help you increase your sales,
get more referrals, and earn higher
commissions."
There are really only two ways to sell anything.
One is a struggle most of
the time. Let's call
this one "Hard Selling".
The other seems pretty effortless. We call this
one "Collaborative Selling,"
which gives you
The Edge in selling against the competition.
The Edge is built around the highly
regarded selling system called
Collaborative Selling. It contains
strategies and techniques that ensure you team
up with your prospects. They no longer see you
as a pesky sales person out to make a buck;
you’re now an expert consultant working on their
behalf.
Imagine having an instantly downloadable
product, which will teach you to master the
skills you need to blow through your sales quota
and dramatically increase your personal income.
You can burn to a CD, put on your MP3 player, or
access on your laptop or PC.
With The Edge six-hour audio program,
you’ll keep what you learn close at hand for
study or to listen to as you need it. If it
feels right to you -- and you're ready to make a
drastic improvement in your sales results -- get
The Edge now.
The Edge -- 6 Hour Audio Program on
downloadable MP3s
|
 |
|
|
Price: $79.95 |
|
|
| |
|
Non-manipulative Selling |
| By Rick Barrera, CSP and
Dr. Tony Alessandra |
This bestselling book has formed the basis
of some of the most highly regarded sales
training in the world. Non-manipulative Selling
is an easy-to-learn sales system that not only
allows your customers to feel great about doing
business with you, but they talk about the
experience with their friends – and send their
friends to you as well.
1987, Prentice Hall Press, softcover
ISBN 0-671-76448-9
|
 |
|
|
|
View more products from
Overpromise
|
|
|