Sales Strategy From The Inside Out
How Complex Selling Really Works
Learn A Selling System That Works When There Are Multiple Decision-Makers
A “complex” sale in a business-to-business environment has more steps and more players than a simple person-to-person transaction.
In this book, readers will learn:
- How to help the buyer define and re-define what success looks like
- How to navigate a sale through a large organization where several levels of decision-makers need to approve it
- How to turn people who appear to be obstacles into potential allies and coaches
This book will help sales professionals easily plot a course through any type of sales deal, regardless of the complexity or number of decision makers. Readers will learn how to appeal to the motives of every buying influencer within a company.
|Dimensions||7.6 × 5.8 × 0.3 in|
|About the Author||
In his more than 30 year career, Sparks has played a key role in building every sales organization he's worked for. He developed Action Selling while owner of one of the largest computer marketers in the United States. Even in the roaring computer business of the 1980s, his company grew six times faster than the industry norm, differentiating itself not by the products offered but by how his salespeople sold them. He founded The Sales Board in 1990 to teach the skills of Action Selling to others. Sparks personally facilitated more than 300 Action Selling training sessions and continues to engage in the business and art of the strategic sales process.
Sparks is author of five sales books. Most recently, he revised and updated his first book in the Action Selling Book Series: "Action Selling: How to sell like a professional, even if you think you are one." Additionally, The Sales Board launched Action Selling 3D, which brought the Action Selling sales system to the next level, focusing on strategic planning and sales strategy in highly complex selling environments.
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