Download Achieve Sales Excellence: The 7 Customer Rules for Becoming by Howard Stevens PDF

By Howard Stevens

"Achieve revenues Supremacy" examines the recent paradigm of business-to-business revenues, and descriptions the seven practices revenues execs and agencies needs to embody to have an international classification revenues strength. in accordance with exhaustive learn, "Achieve revenues Supremacy", is the results of a ten-year research by means of The HR Chally workforce, numerous Fortune 500 businesses and The foreign Benchmarking Clearing residence which requested company consumers, the major constituent staff revenues humans, to outline the characteristics of global category revenues corporations. Their scores have been proven and strengthened via over 70,000 person interviews and correlated opposed to HR Chally's proprietary database of 300,000 revenues expert profiles, the most important on this planet. "Achieve revenues Supremacy" pinpoints the 3 wishes of shoppers, that are the riding forces within the new surroundings, the seller's responses to this new market and seven most sensible perform benchmarks of global category revenues corporations and salespeople.

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Extra resources for Achieve Sales Excellence: The 7 Customer Rules for Becoming the New Sales Professional

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The only direct source of sales success is the customer’s decision to buy. If enough customers decide to buy from you and they buy often enough, you make a significant contribution to your company’s revenue growth, meet and exceed your sales quotas and targets, and earn your salary, commissions, and 22 What Your Customers Want bonuses. If customers do not decide to buy from you (and that result occurs too frequently), negative and opposite reactions begin to occur. In a more direct manner than in most other business careers, your success as a salesperson is in the hands of your customers.

But what happens when the solution is not so evident? Say the customer is opening a new office and needs to 32 What Your Customers Want properly equip it. He could buy a copier or a scanner or an allin-one printer. He could buy a high-output machine that will be shared on a network or provide smaller machines on each desktop. He could buy outright or finance or lease. All of these alternatives add complexity to the customer’s decision. Unless he is an expert on document handling, he probably does not understand the many different solutions available or even the different kinds of document services his office will require.

He could buy a copier or a scanner or an allin-one printer. He could buy a high-output machine that will be shared on a network or provide smaller machines on each desktop. He could buy outright or finance or lease. All of these alternatives add complexity to the customer’s decision. Unless he is an expert on document handling, he probably does not understand the many different solutions available or even the different kinds of document services his office will require. If you call on this customer and attempt to sell him a copier based on its attributes, you are not addressing any of these issues, and therefore are unlikely to win the sale.

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