Isbn: 9798174888630 - the eight-step sale: a complete system for building pipeline, winning customers, closing more deals, and growing revenue: 1 (4 risultati)

PAP. Condizione: New. New Book. Shipped from UK. Established seller since 2000.

PAP. Condizione: New. New Book. Shipped from UK. Established seller since 2000.

Taschenbuch. Condizione: Neu. Neuware - The sale usually doesn't break where you notice it.A proposal goes quiet. A buyer says the price is too high. A deal stalls near the finish line. The easy conclusion is that you need better follow-up, a stronger objection response, or a better close.Sometimes you do.Sometimes the real problem happened three steps earlier.The Eight-Step Sale gives B2B salespeople and business-development professionals a practical system for diagnosing the entire sales process: Prepare ? Select ? Start ? Diagnose ? Position ? Resolve ? Commit ? CompoundBernard Schrembs draws on more than twenty-five years in B2B sales, sales leadership, territory management, business development, and business ownership to show how the steps connect-and why late-stage symptoms often reveal earlier weaknesses.You'll learn how to: work backward from your revenue goal into useful weekly behavior; decide which accounts and opportunities actually deserve time; create pipeline and earn relevant first conversations; diagnose Current, Friction, Impact, Priority, Outcome, and Decision before proposing; build a business case buyers can understand and defend internally; diagnose objections, indecision, and incumbent advantage; protect value through negotiation and ask clearly for the business; and turn promised value into realized value, renewals, expansion, referrals, and future opportunity.This is not a collection of closing tricks or motivational slogans. It is a complete field system for people who carry a number and want a better way to understand where the work is succeeding, where it is breaking down, and what to do next.The Schrembs Sales System(TM) - Book OnePrepare to Compound.…

Condizione: New. Print on Demand.