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    Get-Real Selling, 2nd Edition

    • Get-Real Selling, 2nd Edition

    • By: Keith Hawk; Michael Boland

    • Publisher: Nova Vista Publishing

    • Pub. Date:

    • Print ISBN-13: 978-9-907725632-9

    • Pages in Print Edition: 144

    • Subscriber Rating: 0 out of 5 rating0 [0 Ratings]

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    Overview

    Short, pithy, practical sales techniques and highly professional standards mark this book. Investing a couple of hours in the wisdom of these seasoned authors pays off immediately.

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    Top Level Categories:
    Business

    Sub-Categories:
    Business > Sales & Marketing

    Table of Contents

     

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    Get-Real Selling: Your Personal Coach for Real Sales Excellence

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    Dedication

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    What They’re Saying about Get-Real Selling

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    Foreword

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    Editor’s Note

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    I. Setting the Stage: The True Purpose of the Consultative Sales Professional
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    1. Introduction: How Get Real Got Started

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    2. Sales Is the Greatest Profession

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    3. Not Real: Faking Consultative Selling

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    4. The True Purpose of a Sales Professional – S.E.L.

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    5. Not Real: Selling Selfishly

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    6. Selling On Purpose – Is It Really an Art?

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    7. Not Real: The Easy Way

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    8. The Hard Way Is the Easy Way

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    9. Solutions Selling Defined - It Is Not a Fuzzy Concept!

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    10. Not Real: Bag Diving as Your Method of Differentiation

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    11. Differentiation – Live the Consultative Approach

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    12. Differentiation in the Real World

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    13. Half of Winning Is Just Showing Up

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    II. Tried and True: Get-Real Sales Skills, Processes, and Tactics That Will Transform You into a True Consultative Sales Professional
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    14. Not Real: The Big-Hitter Approach: Part One of a Fable

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    15. When in Doubt, Go Study Your Customer’s Business! Part Two of a Fable

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    16. Business Acumen as Your Personal Differentiator

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    17. Searching for New Selling Opportunities

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    18. Not Real: Sales as a Remote-Control Business

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    19. Effective Techniques for Reducing Buyer Defensiveness

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    20. Not Real: Being Defeated by the Fear of Calling High

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    21. “Why Are You Calling on this Person?” “Because He’ll See Me!”

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    22. The Importance of Establishing Trust and Credibility

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    23. Not Real: Being Out of Sync with Customers’ Buying Preferences

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    24. Reading and Adapting to the Customer’s Buying Preferences

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    25. Discovery: The Most Direct Path to Sales Success

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    26. The Magic Question

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    27. Selling Strategically

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    28. The Get-Real Approach to Account Management

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    29. The Get-Real Approach to Opportunity Management

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    30. Being Strategic on Every Sales Call

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    31. Not Real: The Personal Relationship Trap

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    32. Understanding and Leveraging the Politics in Your Customer’s Organization

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    33. Presenting the Solution

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    34. Not Real: The Myth of Magic Closes

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    35. The Art of Get-Real Closing

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    III. Hidden Elements of Sales Professionalism that Will Make You Stand Out from the Rest
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    36. The Triumphs of Calling on Executives

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    37. Not Real: Are You Your Own Competition?

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    38. Managing the Competition and Customers’ Reasons for Buying

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    39. Not Real: A Typical Bad Proposal

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    40. A Real Proposal: Complete, Concise, Correct

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    41. Not Real: The Myth of Forecasting

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    42. Sales Forecasting Done Well

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    43. Numbers: Metrics that Matter

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    44. The Secret of Get-Real Goal Setting

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    45. Not Real: Performance-Draining Uses of Technology

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    46. Positive, Performance-Enhancing Uses of Technology

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    IV. The Bigger Picture in Professional Sales
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    47. Not Real: “You Are Either a Hunter or a Farmer”

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    48. Hunters and Farmers Are Not as Different as We Think!

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    49. Making Professional Relationships Work

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    50. Not Real: Love ‘Em and Leave ‘Em!

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    51. A Neglected Step in the Sales Process – Keeping Customers for Life

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    52. Not Real: Out of Balance, On the Edge

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    53. Living a Balanced Life

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    54. Not Real: Living on the Run

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    55. Living On Purpose – Sales as My Profession

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    56. Not Real: Surviving vs. Thriving – Settling for Mediocrity

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    57. Driving Unrelentingly for Sales Results

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    58. Living On Purpose Self-Survey

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    59. Concluding Thoughts

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    A. The Get-Real Sales Call Planner
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    Initial Discovery Planning Tool

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    B. The Get-Real Skills and Practices Checklist
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    Presentation Planning Tool

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    C. Bibliography

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    D. About the Authors

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    Index

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    Copyright

    Extras

    The publisher has provided additional content related to this title.


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    Visit the catalog page for Get-Real Selling, 2nd Edition

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