Description
In today’s business environment, with increasing competition, smarter and more knowledgeable customers, and pressures to sell more in tightening markets, salespeople must not lose sight of what it takes to build and maintain good customer relationships. It sounds simple. But the salesperson has become accustomed to focusing on the competition, getting to the decision maker, qualifying customers, and zoning in on the customer’s budget, all having little to do with what the customer wants or cares about. Secrets of Top-Performing Salespeople provides lessons and techniques to focus on the customer, based on up-to-date, solid research from hundreds of top-selling salespeople. The author team is three of AchieveGlobal’s top sales training professionals. Based on the title, The Alligator Trap, the editorial plan is to heavily revamp the original text and the package, making it more appropriate for the trade market. In the original publication, the authors warned sales people about the dangers of becoming the aggressive and predatory salesperson every customer has come to despise. The book focused on establishing solid, enduring customer relationships to avoid “alligator-like” tendencies. This new edition will use new research studies and insights about team selling, competitive selling, account management, and the use of technologies to improve customer relationships. A fundamental change in the revision will be an emphasis on customer focus. Since the original book was published, there has been both a philosophy shift and new research purporting that selling should be more customer-focused. This latest edition offers new ways salespeople can become more responsive to and focused on the customer, both behaviorally and organizationally. Secrets of Top-Performing Salespeople describes the roles that sales people fulfill to meet customer’s needs to set them apart from the competition and will continue to provide the basic skills for closing the sale, maintaining competitive advantage, and dealing with skeptics and indifference from the customer, while learning how to truly understand what the customer wants and needs.
