TEC - Unleash the Power - The Jwp Resource Allocation Experience
Written Discovery Agreement Formal
Why choose You – Sales Call
Why Choose You? By Bill Farquaharson Take time to contemplate why people are buying from you—or why they're not. Why do people buy from you? I would guess that you don't spend a lot of time thinking about the answer to this question. You are too busy trying to sell...
Today’s Results
The Ten Commandments of Prospecting
The Ten Commandments of Prospecting 1. Make an appointment with yourself for one hour each day to prospect. Prospecting, like anything else, requires discipline. Prospecting can always be put off until a later day when the circumstances will be better. I can...
THE SALES BIBLE
THE SALES BIBLE The Ultimate Sales Resource This single volume contains the information you need to convert… Leads into appointments! Presentations into sales! Sales into customers for life! Oh, no!...not voice mail-AHHHHHHHHH!!! Press one…if you want...
The Predicament – Profits Through Sales Department Design
The End of Competition – sales2sales
The 10 Top Rules for Developing Successful Business-to-Business Direct Mail Lead Generation Programs
TEC – Value Added Selling – Chuck Reaves
T E C An International Organization of CEOs Resource Presentation Summary Value Added Selling Chuck Reaves Price Is Never The Reason No single customer in recorded history has said “your price is too high” and really meant it. When customers say your price is...
TEC – Using Pricing as a Strategic Tool – Eric G. Mitchell
Using Pricing as a Strategic Tool Eric G. Mitchell THE PRICING PROCESS The following five factors should be considered when establishing a pricing strategy: COMPETITION: Who is your competition? How many competitors do you have? The number of...
TEC – The step-by-step strategy for capturing new business – John Asher
TEC AN INTERNATIONAL ORGANIZATION OF CEOs RESOURCE PRESENTATION SUMMARY THE STEP-BY-STEP STRATEGY FOR CAPTURING NEW BUSINESS JOHN ASHER Marketing is everything you do before you meet with the prospect face-to-face. Sales is when the salesperson walks through the door...
TEC – Selling At Multiple Levels for Maximum Impact – R. Sam Bowers Jr.
Selling At Multiple Levels for Maximum Impact INTRODUCTION Bowers begins the program with a review of the model from his initial presentation: Any product or service fits along a line. In some of our markets, people may see you as somewhat unique. They...
TEC – Red Hot Sales Management – Paul Goldner
TEC – Profits through Sales Distribution Design – Jim Bleech
The “E” Predicament: Profits through Sales Distribution Design THREE-LEVEL COMMODITIZATION Most product and services start out as a solution, but over time they all move to a commodity. Personal computers are a perfect example. In the early ‘90s, they cost...
TEC – Overcoming Resistance to Change – Jerald M. Jellison
Overcoming Resistance to Change Jerald M. Jellison, PH.D. INTRODUCTION When you have politely asked someone to do something for you more than once but you don’t get the behavior you want, you have encountered resistance to change. In each case you give the...
TEC – Managing For Results – John McNeil
Managing For Results John McNeil INTRODUCTION The single, most effective motivator of individuals in organizations is clear objectives. This fact has been known since Roman times, but it continues to be overlooked throughout the history of man. If people...
TEC – Managing Change Part 1 – Peter Schutz
Managing Change Part 1: The Porsche Story Getting Things Done! Peter Schutz INTRODUCTION Management has three major components: people, process, and structure. Success does not consist of finding and hiring a group of superstars and turning them loose....
TEC – Let’s Get Results, Not Excuses – Jim Bleech
Let’s Get Results, Not Excuses Jim Bleech TIME-EFFICIENT ECONOMIES A product life cycle has four stages: Duplication: You are the only one with the product. The big challenge is to meet demands and get your product out the door as fast as you can....
Buyers fight you on price, try these 7 techniques
VALUE ADDED SELLING 21 Business 2 Publishing Business intelligence for 21st-century sales professionals. by Roy Alexander and Charles Roth Most people agree the best way to avoid being beaten down on price is to keep your customer's eyes fixed on the superior value...