This worldwide bestseller in hardcover is a bran-new book and the original new book is sold at usual price RM130.00. Now here Only at RM40. CEOs reveal how to sell to the top A small proportion of salespeople drive the lion’s share of results. What do these super reps do differently, and can you bottle it? It’s the goal of every salesperson: getting access to senior client executives―the C-Level decision makers responsible for approving top-dollar deals. Selling to the C-Suite is the first book that reveals how to land those career-making sales in the words of CEOs themselves! With 60 years of combined experience selling to corporations around the world, Nicholas A.C. Read and Stephen J. Bistritz , Ed.D., conducted in-depth interviews with executive- level decision makers of more than 500 organizations. One thing they learned might surprise you: leaders at the highest corporate levels don’t avoid sales pitches; in fact, they welcome them―provided the salesperson approaches them the right way. Inside this invaluable book, CEOs reveal exactly which sales techniques they find most effective, as well as those you should avoid. Selling to the C-Suite offers some compelling answers. The book is based on the world’s largest study into executive buying behavior. It is based on empirical data–not anecdotes–collected from interviews with 527 executives. Selling to the C-Suite also provides all the insight you need to: ● Gain access to executives ● Establish trust and credibility ● Leverage relationships ● Create value at the executive level It also reveals when executives personally enter the buying process and sheds light on what role they play. One huge revelation: Executives want to be called on. They need fresh ideas from outside their companies. And they want to get involved in the buying process when a problem or opportunity is first identified. Why salespeople will love this book: ● Learn how to sell above the purchasing manager’s cost-cutting and gain credibility (and margin) at the executive level ● The book is written by sales experts to appeal to the way salespeople think ● Full of rich examples, scenarios, suggestions and templates ● The lessons are timeless and can be applied immediately after reading If a solution can’t be found internally, executives research their options. For salespeople, this means these decision-makers already know what you do, what your customers say about you and how you stack up with competitors—even before you set up that sales call. Implication for marketers: Your Web sites better talk specifically about problems you’ve solved, not just spit out product specs. Implication for sellers: If you’re waiting for an invitation to bid, you’re too late. At best you might get a shot at a strictly by-the-numbers, commodity-flavored sale with a purchasing agent whose single purpose in life is to whittle down the price. Here are five things executives say they are looking for from those who call on them: ① Internal recommendations. Cold calling may land you a meeting 5% of the time. Get the ears of people close to an executive (“influencers,” in the sales trade) who might put in a good word for you, and the success rate on landing that meeting jumps to 80%. ② Bias toward action. Executives expect salespeople to understand their business goals and be trusted to make things happen. Salespeople who say they must check with their managers before cutting a deal will lack credibility with executive customers. ③ Ability to speak their language. Successful salespeople are fluent in their customer’s industry, its trends, its ecosystem, and painful as it may be, even its jargon. Salespeople who can only talk about their company and their product–no matter how enthusiastically–rarely visit the C-suite twice. ④ Trust. The saying “people buy from people they like” remains true as ever, but executives report that they prefer to deal with people they trust. That means salespeople not only have to demonstrate expertise, but the guts to challenge an executive’s current thinking. ⑤ Accountability. For all the up-front selling to establish a value proposition, few sellers ever return to the scene of the crime to measure the results of the product or service they delivered. Those that do establish the kind of credibility they’ll need to snag repeat business. Executives caution that too many sellers think it’s a rite of passage to sell to the top. It’s not. You can win business without executive involvement if you connect with the right players. But if you do find yourself in the C suite, be ready to take your swings. Selling to the C-Suite provides field-tested techniques to put you well ahead of thecompetition when it comes to making those multimillion-dollar sales you never thought possible. “The business world is drowning in a flood of sales books. The trouble is that most of these books are about how to sell, without a clue about how customers buy. . . . This book is different. It is firmly rooted in how people buy and so it works.” ―NEIL RACKHAM, author of SPIN Selling About the Author Nicholas A.C. Read is president of SalesLabs, which helps companies drive predictable and repeatable revenue growth through the application of improved process, measurement, and skills. In 2005, he was awarded Winner of the Best Sales Trainer category in the International Business Awards, an annual awards show that has been dubbed “the business world’s own Oscars” by the New York Post. He splits his time between North America, Asia, and Europe. For more information, go to www.saleslabs.com. Stephen J. Bistritz, Ed.D., has more than four decades of high-technology sales, sales management, and training management experience dealing with companies ranging from start-ups to global leaders. He is currently president of his own sales training and consulting firm based in Atlanta, Georgia. For more information, go to www.sellxl.com.
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