Salespeople today face a fast-paced and increasingly crowded marketplace where meaningful product differentiation has all but disappeared. To compete success fully, sellers must set themselves apart in the eyes of buyers. Amp Up Your Sales shows anyone how to become the trusted sales professional who consistently wins new business. Customers are overloaded with information, overwhelmed by options, and short on time – so the salesperson who is always responsive and completely focused on value, is the one who will stand out from the crowd and get the sale. Combining leading-edge research with field experience, the book shows readers how to: maximize the value of their selling; accelerate responsiveness to build trust and credibility; earn valuable selling time with customers; shape the buyer’s vision; integrate persuasive stories into their sales process; and, build lasting relationships through follow-up and customer service. Insightful and practical, the book arms salespeople with a powerful set of strategies they can use to spur buyers to say yes!
One Request A Customer Will Never Make
What is the one request that you will never hear a customer make?
Before I answer that question, let me ask you another question first: What type of salesperson does your customer need you to be?
The answer is clear-cut and straightforward. The customer needs you to be a salesperson who can help them to quickly gather the information they need to make an informed decision at a low cost. Recent research substantiates the fact that customers increasingly want to make faster purchase decisions (in some cases up to 40% faster.)
Companies are coming to the realization that the capability to make good decisions quickly provides a competitive advantage for them. If they can spend less time evaluating their options in making a purchase decision and realize the value from the decision they made more quickly (reduce time to market for new products, increase sales productivity, boost profitability and so on) then they can gain a competitive edge in their market over their competitors.
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About the Author
Andy Paul is a leading sales expert, author, speaker and consultant. He teaches sellers how to maximize the power of their sales processes to move customers to make fast and favorable decisions. He was recently recognized by Forbes as one of the leading global experts on social selling.
Andy is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions (AMACOM Books, 2014), and the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales.