Last edited by Grom
Saturday, July 11, 2020 | History

5 edition of Consultative sales power found in the catalog.

Consultative sales power

achieving continuous success

by Karen Mantyla

  • 307 Want to read
  • 15 Currently reading

Published by Crisp Publications in Menlo Park, Calif .
Written in English

    Subjects:
  • Selling -- Handbooks, manuals, etc.

  • Edition Notes

    StatementKaren Mantyla.
    SeriesA Fifty-Minute series book, Fifty-Minute series.
    Classifications
    LC ClassificationsHF5438.25 .M358 1995
    The Physical Object
    Paginationx, 116 p. :
    Number of Pages116
    ID Numbers
    Open LibraryOL1125947M
    ISBN 101560523042
    LC Control Number94068200
    OCLC/WorldCa32390786

    The consultative sales process is most especially not about you. Sometimes this is also referred to as solution-based selling. Solution selling is a sales methodology. Rather than just promoting an existing product, the salesperson focuses on the customer's pain(s) and . Consultative selling is about yourpersonal involvement and sincere focus on problem solving that goes beyond selling to true partnership with the customer. Consultative selling doesn’t start and stop at specific times during the relationship. In fact, it defines the relationship .

    Virtual Workshop. Selling at Social Distance Series: Virtual Positioning for Success in Thursday, August 20th, PM EDT. Join us for a minute virtual workshop where we will provide you the tools and processes to increase your position in the minds of your prospects and customers. Sales isn't just about finding and winning opportunities, it's about driving change: helping buyers get from where they are now to a better place. It would be nice to simply be able to state to someone, "You're here, you should be there," and have them see the light, but that isn't how it happens.

    The technique of consultative selling can be used to close sales in any industry and is highly effective, especially when it comes to closing high ticket sales. What are High-Ticket Sales? High-ticket sales is the art of closing high-ticket offers to wealthy, upscale prospects and landing lucrative contracts. Consultative selling is often referred to as solution-based selling, which is a helpful term to understanding the emphasis of the methodology. The focus is not on the product or service but on the needs and pains of the client – before presenting how the product can solve or meet those needs.


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Consultative sales power by Karen Mantyla Download PDF EPUB FB2

The Power of Consultative Selling Mass Market Paperback – Ap by Bryce Webster (Author) › Visit Amazon's Bryce Webster Page. Find all the books, read about the author, and more. See search results for this author.

Are you an author. Learn about Author Central. Bryce /5(2). Consultative Sales Power: Achieving Sales Excellence (Fifty-Minute Series) Paperback – Janu by Karen Mantyla (Author) › Visit Amazon's Karen Mantyla Page.

Find all the books, read about the author, and more. See search results for this author. Are you an author.

Price: $ I wrote this book with my first wife, then known as Bryce Webster. Timeless advice on the best way to sell by establishing a long-term relationship focused on satisfying the customer's needs. "They" call it other jargon terms now, but it is a useful primer for independent consultants/5.

Consultative Selling Books Showing of 6 Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy (Hardcover) by.

Ron Willingham (shelved 1 time as consultative-selling) avg rating — ratings — published Want to Read saving Want to Read. ABOUT THE AUTHOR Richard is the author of Unleashing the Power of Consultative Selling and has a proven track record in the development of pioneering techniques when he literally rewrote and created a new sales methodology Sales Mapping The Process.

"Consultative Selling" is an overused term often oversimplified without truly knowing what it is. This workbook covered all the fundamentals in a comprehensive way in a format that enables you to form and document your thoughts and conclusions to be actually used in the real s: 2.

Consultative selling frequently works hand-in-hand with value-added selling, an approach in which a salesperson presents customer-specific benefits related to their product or service.

When properly executed, the consultative approach often unearths a great deal of information about the prospect's needs. It was first floated as a sales technique during the s in Mack Hanan’s book “ Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels ” and slowly gained traction in the sales industry.

However, consultative selling was considered to be a long, drawn-out process, rather than a way to build strategic relationships. If you are a new B2B salesperson, this list is a curriculum. These 9 essential books will help you to build a foundation upon which to build a successful career in business-to-business sales.

If you have worked in business-to-business sales for some time and haven’t read these books, you will discover—or be reminded of—some ideas that will make you even more effective.

What Consultative Selling Is. Consultative selling techniques are based on the methods used by professional consultants. Think how a doctor or a lawyer treats a client. They usually start by sitting down and asking a series of questions about the client's history, then a more specific series of questions about the current problem.

This book is based on these workshops to give you, the reader, the latest information on what works and what does not work in a consultative selling world. This book describes how to get the same results that the best salespeople get year after year.

What they do to achieve success was not taught or shown anywhere, until now. Consultative Selling is packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics that will make your customers’ competition—and your own rivals—irrelevant.

From the Inside FlapReviews:   Consultative selling techniques are rooted in the selflessness of the salesperson. It’s not about proving that your product or service is the best, it’s about finding the solution that’s right for the customer.

This isn’t always the easiest path for sales leaders and their teams, but the results can be remarkable.

If your sales team. Four-Part Consultative Sales Presentation Guide FIGURE 5 Need Discovery FIGURE 6 Value of Questioning. The effective use of questions to achieve need identification and need satisfaction is the single greatest challenge facing most professional salespeople. The types of questions.

Miller Heiman Group provides the sales training, consulting, technology and research sellers need to stay one step ahead of disruption. We’re embraced by the world’s most successful sales and service organizations because we deliver results – no matter what comes next. The future of selling is here.

Are you ready to join us. Consultative selling is about your personal involvement and sincere focus on problem solving that goes beyond selling to true partnership with the customer. Consultative selling doesn’t start and stop at specific times during the relationship.

In fact, it defines the relationship before the sale, during the sale, and after the sale. The Power of Selling is the perfect textbook to teach students about the proven process of selling. More important, it teaches students how to apply the tenets of selling to how to sell themselves and get the job they want, with the same process professional sales people learn (or brush up) on their own selling.

Power washer guide book is our best selling resource book on how to pressure wash different applications.

Obtain the latest information on how to market your business, effective cleaning methods and supplies, environmental concerns, and many other topics. For salespeople who want to achieve ongoing sales success in a competitive, constantly changing business environment, this book shows how to develop a mind-set that considers the customer in each part of the selling process.5/5(1).

The Best Sales Books of All Time: 61 Must-Reads [ Update] – Best Sales Books: 60+ Elite Picks to Step Up Your Sales Game [ update] ralph barsi 02/01/ It doesn’t matter what Gitomer book you read, you’ll learn better ways to sell. and is a must-read for anyone in demand generation and sales.

CONSULTATIVE SELLING SKILLS E BOOK PRACTICAL GUIDANCE FOR THE PROFESSIONAL SALES PERSON OR ACCOUNT MANAGER Condensed nine page review Templates, tools and models Power Status and promotion Convenience Saving of time or effort.

CONSULTATIVE SELLING SKILLS EBOOK ©Harrison Consulting Sales and Management Toolbox – www.Consultative selling requires one to become an effective problem solver. Brian Tracy discusses his techniques for becoming a top sales person. The Power of Consultative Selling and Becoming a Master Problem Solver.

Sales Success consultative selling, He has authored more than 60 books and has produced more than audio and video.

Consultative Selling became mainstream and served sales forces well for several decades. The unprecedented velocity of change in client needs, markets, and technology, specifically the internet, over the past few years has changed the face of selling and disrupted many of the tried and true sales methodologies.