This preloved international bestselling book is in good condition and all pages are undamaged with no significant crease or tears. The original new book is sold at usual price RM 147.84 (Hardcover) The game-changing sales model that helps win target opportunities at every stage of the sales cycle. Sales guru Nic Read broke new ground with his chart topping Selling to the C-Suitean instant classic based on 10 years of interviews with executive buyers that revealed the best ways to get onto their radar, into their office, and across their business. Now in this highly anticipated sequel, Read unveils the latest science and art of selling from the other side of the table by following elite sellers through every step of today's complex sales cycle. What they really do to win strategic, competitive deals might surprise you. Each chapter bursts with insights, anecdotes and Read's signature 'call it as he sees it' style, with practical how-tos on sales qualification, first meetings, competitive strategy, relationship management and closing. Target Opportunity Selling is based on 20,000 hours of fieldwork with top business-to-business sellers in small, medium, and large enterprises around the world to learn how they create, pursue, and win large target opportunities. A source of "lightning in a bottle," this step-by-step playbook reveals: ● Qualification criteria you must measure early, middle, and late in every sale ● How to use sales strategy and competitive countertactics to your advantage ● Techniques to identify and build support from the most influential stakeholders ● Approaches to exert control over the customer's evaluation process and mindset ● Why last century's "sales funnel" has had its day and may actually hurt "solution selling" As a standalone work, this book makes a singular contribution to the sales profession. As a sequel to Read's first work, Selling to the C-Suite, this book is required reading for every professional's personal library. Thought-provoking and insightful, Target Opportunity Selling is another master class from one of today's most popular sales authors.
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