25 Sales Strategies and Activities
- 59m
- Peter R. Garber
- Human Resource Development Press
- 2007
Is your sales team stuck in a rut? Would you like to get them fired up about bringing in new customers and selling more?
25 Sales Strategies and Activities is a unique training and development tool designed to teach sales professionals how and when to use a variety of proven sales strategies.
The guide presents 25 strategies and activities in terms of two critical selling factors:
- Relationships – how the customer perceives you as a supplier based on past experience and interactions
- Performance – what you as a supplier actually deliver to the customer
A diagnostic sales strategy matrix shows how much each strategy emphasizes both relationship and performance. A relationship performance index further classifies the strategies as highest, higher, moderate, lower, lowest.
Each strategy comes with an activity that clears up any question about how the strategy should be implemented. Each activity includes fully reproducible exhibits which can be used as exercises and handouts in training sessions.
Rather than a one-time training tool, 25 Sales Strategies and Activities is a useful and practical guide your employees will refer to over and over again. It’s packed with a wealth of insight, tips and guidance for motivating sales people to:
- Know the customer
- Create buying habits
- Adapt to change
- Empower customers
- Create the need
- Sell the sizzle
- Understand the customer’s perspective
- Sell service
- And much more
In this Book
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Know the Customer
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Build Rapport
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Honesty is the Best Policy
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Understand the Customer's Perspective
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Selling the “Sizzle”
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What's in a Name?
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Selling Up, Down, All Around
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Contingency Selling
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Creating the Need
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Having the Latest Technology
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Understand the Customer's Needs
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Empowering Customers
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Cutting Costs
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Just-in-Time Opportunities
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Pull-Through Sales
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Creating Buying Habits
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Selling Service
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Full-Service Selling
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Global Approach
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Value-Added Sales
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Teamwork
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Adapting to Change
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Beating the Competition
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Creative Selling
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Worth the Price
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