【2014】Insight Selling: Surprising Research on What Sales Winners Do Differenty

相似文件 换一批

是 否 +2 论坛币

k人 参与回答

经管之家送您一份

应届毕业生专属福利!

求职就业群

赵安豆老师微信：zhaoandou666

经管之家联合CDA

送您一个全额奖学金名额~ !

立即领取

感谢您参与论坛问题回答

经管之家送您两个论坛币！

+2 论坛币

如果您喜欢我的帖，就请加“+关注”哦  马上抢沙发
希望您喜欢我的免费发布  支持我 加我 关注我
https://bbs.pinggu.org/z_guanzhu.php?action=add&fuid=3727866



【2014】  Insight Selling: Surprising Research on What Sales Winners Do Differently

Book 图书名称： Insight Selling: Surprising Research on What Sales Winners Do Differently
Author 作者：     Mike Schultz, John E. Doerr, Neil Rackham
Publisher 出版社：  Wiley
Page 页数：256
Publishing Date 出版时间： May 5, 2014                        
Language 语言： English
Size 大小： 3 MB
Format 格式： pdf 文字版
ISBN: 1118875354, 9781118875353
Edition: 第1版 搜索过论坛，没有该文档

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?
Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.

Not only do sales winners sell differently, they sell radically differently, than the second-place finishers.

In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization.

In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners:

Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people.

Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options.

Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team.

They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.

== Table of contents ==
n/a


== 回帖见免费下载 ==

本帖隐藏的内容

Insight Selling_ Surprising Research on What Sales Winners Do Differently.pdf (3.45 MB)

2015-11-25 19:30:51 上传

声明： 本资源仅供学术研究参考之用，发布者不负任何法律责任，敬请下载者支持购买正版。

【KYCHAN】十月资源汇总帖203文档资源（回复参与奖励丰厚）
【KYCHAN】10月15日资源汇总帖 94 文档资源（回复参与奖励丰厚)
【KYCHAN】九月资源汇总帖 159文档资源（回复参与奖励丰厚)
【KYCHAN】九月15日资源汇总帖 70 文档资源（回复参与奖励丰厚)
【KYCHAN】八月资源汇总帖 157 文档资源（回复参与奖励丰厚）
请您加入我的【KYCHAN文库】 感恩
https://bbs.pinggu.org/forum.php?mod=collection&action=view&ctid=2819  欢迎您的订阅！

扫码加我 拉你入群

请注明：姓名-公司-职位

以便审核进群资格，未注明则拒绝

分享1 收藏1 回帖

关键词：surprising Different Research Researc winners 出版社 2014 沙发

thanks a lot

希望您喜欢我的免费发布  支持我 加我 关注我
https://bbs.pinggu.org/z_guanzhu.php?action=add&fuid=3727866

希望您喜欢我的免费发布
您可以即时知道我的每天独家发布， 每天都会有一帖独家发布哟！
https://bbs.pinggu.org/forum.php?mod=collection&action=view&ctid=2819

thanks

good book, thanks for sharing

谢谢分享

thanks

Thanks Very Much !